Softening Statements to Get Prospects Talking

One of the objections I always get from sales people who don’t want to use scripts is that they sound so, well, like scripts. I tell them that if they sound like they are reading them, sure, but if they internalize them and then deliver them naturally, then they don’t sound like scripts at all. … Continue reading “Softening Statements to Get Prospects Talking”

One of the objections I always get from sales people who don’t want to use scripts is that they sound so, well, like scripts. I tell them that if they sound like they are reading them, sure, but if they internalize them and then deliver them naturally, then they don’t sound like scripts at all.

The other objection I get about using scripts is that many scripts sound very salesy. They sound too direct and pushy. Again, it’s all about how you deliver them. For example, are you matching the pacing of the person you’re speaking with? Are you using timing properly? Are you hesitating and adding the right inflection at the right time?

You see, the great thing about scripts is that they afford you greater flexibility in not only what you’re going to say, but, more importantly, how you say it. And let’s face it: inflection, pacing and tone are everything when you’re selling over the phone.

The other great thing about a carefully crafted and delivered script is that you can use softening statements if you sense your prospect is getting irritated or short or is in a hurry. If you have to ask for some sensitive information – like who your competition is, or what their budget is, or how they figure into the decision making process – you can preface your question with a softening statement to help bring the defenses of a prospect down, and to make yourself sound more natural, more real.

Here are a variety of softening statements you can weave into your opening and closing scripts to help you connect with your prospect and to get them talking:

For opening scripts:

“If you don’t mind me asking, can you tell me what you paid for that previously?”


“And _________, obviously you’re going to run this by others there – do you mind me asking how you figure into the final decision process?”


” _________, don’t take this the wrong way – and I’m only wanting to know for comparison purposes – but when you got (X product or service) last time, what did you end up paying for that?”


” _________, the only reason I’m asking is that if you purchase (more than the normal amount or add on to the order) then I may be able to offer you a discount. Hey, we all like to save money, right?”


” __________, I don’t want to go above your head, but I also don’t think it’s fair for you to do my job for me – so do you mind if I ask if it’s O.K. to speak with (the boss) briefly and answer any questions he has?”


” _________, do you mind if I ask you just a couple of quick questions to see whether or not this might be a fit for you?”


“I promise I won’t take a lot of your time – I know you’re busy. Can I ask how long you’ve… ”


“I don’t know about you – but I usually hate talking to sales people I don’t know… Just so I can be respectful of your time, do you mind if I ask you… ”


” __________, you and I haven’t spoken yet, and I hate to barge into your day, so do you mind if I take just 2 minutes to see if this is something you’d like to learn more about?”

For Closing Calls:

“Before I show you all the in’s and out’s of this, do you mind if I ask you again: what specifically are you hoping to learn today?”


“Our price for this is $_____ — do you mind if I ask how that compares with what you’re spending now for all this?”


” __________, I know you want to think about this and that makes perfect sense. Do you mind if I just get an idea of what part of this is not resonating with you right now?”


” __________, please don’t think I’m being too forward here – but after we’re done and you’ve learned everything about this, is it fair that I ask you for a simple yes or no?”


” _________, would you mind if I asked you: ‘If the price on this was closer to what you felt comfortable spending, would this be the solution you’d want to go with?'”


“I totally understand, believe me I do. In addition to that, though, what else might be standing in the way of you saying yes to this?”


“Hey I get it – you have options and you want to talk to others. But let me ask you: from what we’ve just gone over and from what you understand about this – are we even in the ballpark for earning some of your business?”


” __________ if at any time this isn’t sounding like it’s for you – would you be willing to let me know?”


” __________ what I don’t want to do is talk your ear off. So do me a favor – if you’ve heard enough and it sounds like it’s for you – would you let me know?”


” __________ do you mind me asking why you’re still considering other companies for this?”


” ___________ I know you have a lot of options out there – would it be O.K. for me to ask you what the deciding factors will be for you?”


” __________ you know we’re not for everyone, and if we’re not for you that’s O.K., Obviously, I’d like your business, but I’d rather do what you think is right for you. Do you mind telling me what you’re really thinking about right now?”


“Is there anything I can say or do to get you to reconsider?”


” _________ I know we’re not the cheapest option out there – and there are reasons for that – but is it just the price on this or are there others things keeping you from saying yes to this?”


“I know I’ve given you a lot of information on this – could you give me an indication of where you’re leaning?”

As you can see, many of these responses are down to earth and real world responses – something you might say to a friend or family member. The more real you are, the more your prospects will feel it – and the more they’ll be honest with you and reveal what it might take for them to move forward with you.

3 Simple Ways to Insanely Productive Window Graphics

Whether you’re a creative or a marketing manager, you know it’s time to raise the bar when it comes to store traffic. Getting customers that are in your location’s neighborhood to notice your irresistible offer and stop in, truly is your piece of the puzzle. For those of us out in the field, we understand that hyper-local marketing is not just a geofencing tactic. Hyper-local marketing can be an old school way to appeal directly to your customers by engaging them with effective window graphics.

Unfortunately for many marketers, the types of window graphic materials, application options and terminology, is a bit of a mystery. Let’s lift the veil; one of the more popular materials is Clear Static window cling graphics. While static cling graphics are non-adhesive, they don’t actually use a static charge. The thin vinyl that cling graphics are made from, acts like a suction cup to bond to the glass surface, much like the plastic wrap you use in the kitchen. Repositionable and reusable, static cling graphics are ideal for short-term campaigns. A cost-effective alternative that can provide a longer term option, is a Low-Tac peel and stick window graphic. The unique adhesive allows for the graphic to be removed, without leaving any adhesive residue.

If you are concerned that the window graphic may be too large and may create a safety issue for employees, then Window Perf is the perfect solution. Window perf is made with specially designed micro punctures, achieving a special one way appearance that allows your staff to see outside through the graphic. Commonly seen on the windows of vehicle graphics, window perf graphics are great in retail as well.

Window graphics can be applied to the exterior or front side of the window for viewing outside (called first surface), or applied to the inside of the window for viewing out (called second surface). A second surface application allows for your window graphic to have an external appearance, yet provides the protection of an inside mount. In this scenario, the graphic is reverse printed on clear material with white ink on top of the artwork. When the piece is installed in the window, your customers see the image right reading through the clear material. With the white ink on top of the artwork, you also have the ability to have your graphic printed on both sides, allowing your customers to see your message coming and going.

Additionally, having white ink as a spot or under layer when printed to clear media pops the colors of your window graphic and acts as a spectacular magnet for foot traffic.

If you follow these 3 simple tips, your street level marketing campaign will become insanely productive with the use of printed window graphics:

Forget worn out ad copy and embrace images; an exquisite photo of a mouth-watering plate of food or emotionally grabbing imagery that are each printed to G7 standards needs no slogans!
Bold headlines; go big or your customer might just go home instead of stopping in. It seems that no one has time to read anymore, we all just scan ads these days. It’s not because your customers are lazy, it’s because they’re really busy. Choosing the right font that highlights your irresistible offer with outstanding print output, works every time.
Contour die cut; imagine your brand awareness coming to life in custom shaped window graphics. With precision cut window graphics, there’s no limit to your creativity and your brand’s increased visual impact. This will capture your customer’s attention over standard square-cut applications right from the start.

5 Ways Small Business Can Win

You’re going to have a hard time surviving against the big box stores if you don’t get smart and go after those guys. There are at least 5 ways to beat ’em without having to fight them on price.

It’s amazing how many small retailers don’t get it. After all, there’s no way they will be able to compete on price with the Walmart’s and Amazons of the world. To win, they have to compete on experience.

A great example of how a specialty retail store wins is Tinker Toys of Abilene, Texas. This small chain of four stores is owned and operated by a fiery entrepreneur, Betsy Barton. When you walk into Tinker Toys, you don’t expect great deals on the clearance rack (there is no clearance rack.) But what you will get is an awesome experience.

Here are 5 things that Tinker Toys teaches about how to compete on something besides price:

1. Offer Incentives

When you walk through the Tinker Toys door, there is always someone there with a big smile. Before you know it, you have a toy shoved into your hands. It’s a small store but with plenty of room to play. Which makes for a virtual playground. And kids love it. Tinker Toys is constantly holding sidewalk sales, outdoor festivals and fundraisers to get the community involved.

2. It’s All About Value

Tinker Toys doesn’t shy away from their higher prices because they make up for them by providing an awesome experience. Regulars get a newsletter with frequent specials, as well as special deals offered on social media. They put the customer experience above everything else.

3. Differentiate

The big box stores aren’t going to take chances on new and different products. So the smaller stores get the first crack at the really cool stuff. And the cool stuff is what their customers look for. Often these oddities become their best sellers. Nowadays, Tinker Toys is one of the first stores to be involved in new product testing, so they get the first shot at all the new ideas.

4. Go Online

Tinker Toys may be small by comparison, but they have a great catalog and website to go along with that great in-store experience. We all know that online shopping is going nowhere but up, so offering this alternative for shopping will definitely be a strong key to Tinker Toys’ future success.

5. Be Social

Tinker Toys does a super job of attracting and retaining loyal, local customers. That fun newsletter, on-going website updates, social media exposure and an owner who is known by everyone in Abilene and throughout the toy industry keeps their fans constantly engaged. All retail businesses need to be active on social media.

For retailers to compete with the big box stores is always a daunting task. It just takes hard work and there’s no short cut to success. Betsy Barton is one of the hardest workers in the toy business, but if you watch her closely, you’ll never know she’s working hard. She looks like she’s simply having a great time, doing what she really loves.

Steps To Choose The Best Liquidator For Your Business

Losing business market or facing financial difficulties can lead to liquidation of a company as a way of reducing losses. With voluntary liquidation, it could be easy to distribute what remains, but this process might not be as easy for forceful liquidation and a professional liquidator comes in handy to help ease it out for you. There are so many requirements in the process and it can get overwhelming, especially for you the business owner, hence there is an importance of getting an insolvency practitioner to help you through the tedious process.

With so many firms now offering company liquidation services, it is not only important to find a professional liquidator, but it is also important to find a liquidator who has what it takes to make the process easy and as pleasant as possible for you. A few steps can help ensure that you select the most suitable liquidator for your business.

Step 1 – Compare a few prospective companies

The thing is that financial matters can be very sensitive and you need to be able to work very closely with the liquidation service provider. Trusting your gut instincts as far as the services are concerned is what you should strive for. You need to be very comfortable with the liquidator to have a pleasant experience. It therefore helps to start by making a list of prospective companies offering the services and going the extra mile or speaking to them so you are able to gauge which one works best for you as far as trust goes. The way they handle you, the background and experience should all make you feel comfortable and content with what they are about to do for you.

Step 2 – Consider expertise in your business sector

Liquidators can work with individuals while others specialize with limited companies. What you need to make sure that your liquidator understands your business and its market of operation. When talking to the potential companies for the services, you can easily tell what sectors they are experienced in and gauge how beneficial they will be handling your situation. Ask as many questions as you possibly can when conducting the interviews and listen in to the responses you get. You can tell a lot about the competence of the liquidator in your sector even over the phone.

Step 3 – Look at the experience

Does the liquidator have any experience in liquidation? What strategies does he put in place and how many processes have they handled successfully? Yes is it true that even start up liquidators can still do a great job for your business during liquidation, but you will feel more comfortable when you know that your process is not a trial one for the company especially when you want it to end as fast as possible. A good liquidator needs ample experience to know the tricks of the trade, especially when dealing with tough agencies and professionals working with creditors. Experience makes liquidators competent and you also should ensure that your liquidator is licensed so you do not end up dealing with brokers.

Work From Home and Earn Some Money

Once you are 18 and can earn for yourself, the need for a decent, well paying job arises. Though with many new industries and sectors are on the rise employers look out for well qualified candidates who fulfill the given criteria. Companies put up advertisements and the job seeker can contact them if they desire to provide their services. Whereas recruiters post their ads in the various online job portals, all the candidate has to do login to the website and check for the available job vacancies. This kind of recruitment process is fast, smooth, and convenient for both the parties as the job seek individual has gets enough time to prepare for the interview.

These job portals function very systematically. The human resource representative or the recruiter has to publish the required job vacancy and provide other necessary details that the candidate needs to know. The various job opportunities are listed and everything is categorized accordingly like salary, experience, job location and so on. These online job sites are vast with tons of data and individuals’ resume uploaded, seeking to fall into some company’s radar.

The person looking out for the desired job has to mention all the required details in the search box – job location, type whether work from home or full-time and the rest. These sites are clutter free as the data posted is neat and clear to the eye and is well structured. Today the job market is open with tremendous employment opportunities worldwide, chances could be that the person has to relocate but it all depends on their comfort and adaptability to a new place.

The company before hiring any candidate obviously scans through every resume to see if it matches their need. The communication between the HR representative of the company and an individual is via email, telephonic conversation so that the next step of action can be decided. Sometimes it so happens that the individual wants to just freelance or work as an intern and will seek such vacancies accordingly. Many just take up freelancing as side income or to enhance other skills, which are untapped in their full-time job. The reasons can vary from person to person as to why they want to work full-time, part-time, internship, freelance or simply volunteer in an organization.

Candidates who have uploaded their resume do not have to worry about the personal information being leaked. All this data stays confidential with the job portal. They act as a mediator between the potential employer and employee. The candidate should prepare a strong and powerful resume, which reflects his or her capabilities in the best possible manner. Such online job sites have built many careers and professionals who have made a mark in their particular industry.