Repeat
Offense
When you're calling on a
prospect who already has POS equipment, or who has used a check
guarantee previously, you know some of the work has been done for
you. The need for the service or product has been
established.
But, how else can you
use the established need to your advantage? Well, you can find out
what motivated the prospect's last purchasing decision and repeat it!
Ask what made her sign with her last check guarantee service or how
he decided to purchase his company's current equipment. Then reenact
the scene.
You won't have to
convince your prospects to think like you. You'll only need to entice
them to think as they did in the past. Use the same buying motivation
and reasons for this purchase as for a similar purchase in the past.
They'll remember how they made their last decision and it will come
right back to them- just like riding a bike!
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