Quote:
Originally posted by _Opi_
The problem is when the interestees hear the initial dues, they kinda back out.
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This sounds like a sales question. When you mention the initial dues, do you say it appologetically, or matter-of-factly? If you are appologizing for the dues, then you are sending a signal that its expensive. If you state it as a simple fact, you are less likely to run into an objection.
Also, how do you overcome the objections? Its normal, in sales, to have objections. If someone agrees with everything that you say, then you are in trouble. Those people almost never buy, or they're using a stolen credit card (in retail, anyway.)
There are three stages to overcoming an objection:
1) Listen to the objection
2) Cushion the objection
3) Provide the counterpoint
The most important part is #2. If you don't cushion the objection, then you are just arguing.
Bad example without cushion:
Her: Those dues are expensive.
You: No, they're not because...
Good example with cushion:
Her: Those dues are expensive
You (cushion): I thought the same exact thing when I was joining. $300
is a lot of money.
You (counterpoint):Then it was explained to me that the money goes to
yada, yada, yada, and that after the first semester it is only $X
That's a brief explanation of overcoming an objection. The cushion is where you empathize with the other person, and show that you are with that person, not fighting that person.
This is enough sales training for today.
