bwgbulletpoint
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Confirm understanding of the customer’s need for the ESP, “So you need a laptop that can withstand the wear and tear of the road?”
10:15 AM Oct 20th, 2011
via HootSuite
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If all else fails, use leading questions when determining needs, “Have you ever had a service issue before?”
10:15 AM Oct 19th, 2011
via HootSuite
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When asked, be positive about the competition, “Yes, company X has a good ESP plan, but let me tell you about the benefits of ours.”
10:15 AM Oct 18th, 2011
via HootSuite
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Objections are a normal part of the sales process, don’t give up, hang in there for the long run and you will close many more ESP sales.
10:15 AM Oct 17th, 2011
via HootSuite
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After each time you present the ESP evaluate your presentation. What was successful? What did the customer respond to?
10:15 AM Oct 14th, 2011
via HootSuite
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Seek agreement from the customer, “Do you agree that finding a servicer would be much easier with our extended service plan?”
10:15 AM Oct 13th, 2011
via HootSuite
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Having an in-depth knowledge of the ESP is essential. Review the ESP’s terms and conditions to learn the details of the plan.
10:15 AM Oct 12th, 2011
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Some of the ESP benefits for businesses are; increased efficiency, minimal down time, cost reduction, better service and added value.
10:10 AM Oct 11th, 2011
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Don’t take ESP objections at face value; what is the underlying concern that is keeping the customer from purchasing.
10:10 AM Oct 10th, 2011
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Customers respond to the use of their name, connect the customers name to the major ESP benefits; “Our ESP will give you peace of mind, Jim”
10:10 AM Oct 7th, 2011
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Collect information on parts and labor repair costs so that you can compare repair cost to ESP costs with the customer.
10:10 AM Oct 6th, 2011
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Link benefits to the ESP features; “the ESP pays 100% covered parts and labor, which will save you money if you have a service issue.”
10:10 AM Oct 5th, 2011
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Customers want to talk, let them. They will buy from you based on how well you listen.
10:10 AM Oct 4th, 2011
via HootSuite
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When determining needs move from general to more specific questions, “Who will be using the product?” – “How old are they?”
10:10 AM Oct 3rd, 2011
via HootSuite
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Check out our new blog post, "4 Steps to Building a Top ESP Selling Organization";
2:00 PM Sep 30th, 2011
via web
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People buy from others that they have something in common with. When building rapport look for areas of common interest.
10:05 AM Sep 30th, 2011
via HootSuite
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When getting ESP objections, return to the customers need for the ESP to emphasize the value.
10:05 AM Sep 29th, 2011
via HootSuite
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A sales person can seem “pushy” to the customer if they have not identified the customer’s need for the service plan.
10:05 AM Sep 28th, 2011
via HootSuite
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Presenting the ESP features and benefits without positioning them as solutions to the customer’s need incites customers to object.
10:05 AM Sep 27th, 2011
via HootSuite
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Keep a calculator nearby so you can break down the extended service plan cost by year, month and day for the customer.
10:05 AM Sep 26th, 2011
via HootSuite
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- Name BWG Bullet Point
- Location US
- Web http://BWGTouchPo...
- Bio Bankers Warranty Group has been in the extended service plan industry for over 30 years offering innovative solutions. We hope you enjoy these sales tips.
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