Don't Be A Script Reader
Just got off the phone with a telemarketer, he was offering me a special discount on a trade magazine subscription. But I subscribe to the competition AND at a lower rate. Having worked in sales and a marketing background, I'm always interested how sales people handle objections. I mentioned to him that I subscribe to the competition and the deal that I have from this other publication is $30 less than what he was offering. When I gave him the price objection, I do give him credit for explaining the Value of the $99 package and mentioning it included online access. What he couldn't overcome is that I pay $30 less for the same trade information, he did start by saying that last week the package was $199, which I know to be true. He was pretty truthful with me, but NEVER talk bad about the competition to a customer, which he did. As someone who has written sales scripts, I don't understand when salespeople don't learn the information and reading the script is obvious....