PRESENTATION OBJECTIONS:
I WANT TO THINK ABOUT IT ( This is a false objection ).
What exactly is it that you want to think about?
( If they say "...I just want to think about it...call me tomorrow...", you should move on to re-establishing the fact that they like the idea and go to the first price drop ad RE-CLOSE. If you continually receive negative responses and you honestly feel that you are getting nowhere, you might ask..., " Is there anything I can say that could help us do business today? "........................................................ If the answer is " NO " thank them for their time, shake their hand and leave.
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TO MUCH $$$:
Do you mean $_________, is more than you feel you'd benefit from being in our newspaper or is $____________, more than you care to spend right now?........................................ ( If they are looking to save money, go to the price drop and RE-CLOSE ).
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I DON'T THINK IT'LL DO ME ANY GOOD:
What is it about our program that you feel wouldn't benefit your business?.................................................. ( After they tell you, re-sell the concept and RE-CLOSE ).
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I'M TOO CLOSE TO THE HOTELS:
That's why I contacted you. You see..., most out of town guest's have tunnel vision when they go to the hotel. They take a cab, the shuttle, or drive. They are only trying to find the hotel. They check in, toss their bag in a corner of the room, and plop down on the bed. That's when they start looking around the room for something to read, something to help them identify with where they are. That's when they pick up our DAWSON NEWS on their desk, open it up, and locate your business. It's only then they realize how close you are. When they read your display ad, they realize that your business is the one they want to patronize. That's how our program will work for you. You see when we first started contacting all the businesses in your area, we had also contacted the hotel near your business location and have arranged with the hotel to have DAWSON NEWS placed in all of their hotel rooms for the guests to refer to. RE-CLOSE.
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I TRIED SOMETHING LIKE THAT BEFORE:
That's great! You obviously want to reach the hotel trade. You can see what a great newspaper we have and I'm sure you'll agree OUR program will do you a lot of good! RE-CLOSE.
