This rebuttal system is to be used only after a prospect has been to some sort of presentation about your product or service. It can be adapted to just about any situation. It’s a proven formula that has generated millions of dollars in sales. Master it and your closing ratio’s will average 20 to 30%. Guaranteed!
Here’s the step’s in order:
Empathy: I can understand that…
You must have empathy not sympathy or apathy. If you have sympathy for your prospect your letting them down. Your there to help and he or she is missing something. If they have made it this far into the process they definitely have a need want or desire for what your offering. So you understand where there coming from, however you don’t agree!
Identify: And keep in mind I can’t make you do this, it’ just that a person with your potential and knowing your desire to create extra income. I just can’t understand why you wouldn’t want to take advantage of the benefits you would receive or the opportunity to create that extra income starting tonight?
This statement is designed to identify the real reason they not taking you up on the offer. No matter what they say as a marketer we know that there are only two reasons someone doesn’t buy. Skepticism or Price! That’s the only two objection you will ever have period. This system is designed to handle both of them. If they didn’t mention the price issue it’s usually skepticism.
Isolate: It sounds to me like your a little skeptical, is that a fair statement? (yea) I can understand that, I don’t blame you for being skeptical, let me ask you a question. If I could honestly show you away were we could get this done tonight without you risking a nickel, are the products/service and opportunity something you would want to take advantage of tonight? (yes)
Now you’ve isolated the reason skepticism and it’s time to give your rebuttal which is your reality of the situation. This is a good place for a guarantee but if you don’t have one then a strong statement of confidence is need here.
Rebuttal: The best part about this program is that xyz is so confident in the product/service etc.. that they offer a full 90 day money back guarantee, meaning that if for any reason your not completely satisfied you will receive a full refund no questions asked. Is that fair enough?
Tie Down: Do you see how that works? Does that make sense? Is that fair enough?
Notice the last sentence. It is a tie down which is the 5th step in this process. There are three you can use.
Is that fair enough? Does that make sense? Do you see how that works?
Close: Great would you prefer to use your visa or master card tonight?
Now Let cover the price objection:
Empathy: I can understand that,
Isolate: Price
Is the price the only thing keeping you from taking advantage of the service and opportunity tonight?(yes) I can understand that but let me ask you a question. If I could honestly show you how to get this done tonight without taking a penny out of your pocket is the service and opportunity something you would want to take advantage of tonight? (ofcourse)
Price rebuttal: The best part about this program is I can actually show you how to have anyone of your current credit card companies take care of that one time fee of (cost) so you will have no out of pocket cost at all, even better I can actually show you how to begin to generate cash flow immediately, so you could use your profits to pay that invoice before you ever even receive the bill. Do you see how that works?
Tie Down: Do you see how that works? (yes)
Close: How would you like your name to appear on your registration form (First and last or a middle initial?)
Don’t under estimate the power of this formula. Tweak it to fit your situation and role play with an up line member. Master it and It will pay off big time. Hope this was helpful. Wishing nothing but success.
