Spend time improving your sales script by adding "pre-buttals”
re-Buttals allow you to address the most common concerns and solutions to those concerns before your prospect even mentions them.
Pre-rebuttals can be the difference between you losing a sale or closing a sale. Like anything in life, being proactive is the best way to ensure success by being on offense instead of reacting to the things that happen to you.
Reacting is never ever a good thing. However, pre-buttals place you in perfect position to answer concerns before your prospect does. That my friend, is the key to selling without the prospect feeling like you were actually selling to them. Add this into your sales script and you’ll sell like never before.
Using the pre-buttal strategy is especially effective if you implement it while your product or service is in beta. This will allow you to make changes to your product and your script at the same time.
For example, if you continue to hear the same questions about your product warrant, but you don’t have one, improve your product warranty as soon as possible!
If prospect after prospect asks if you have any relevant testimonials but you are selling a new service, create a compelling “reason why” they should trust your company even though you don’t have testimonials. Imagine combining your warrant with this pre-buttal: “This is a new service that we’ve tested over 103 times before releasing it to the public. We’re so confident that you’ll love our service that we will work for free for 30 days to make it better if you are not 100% satisfied”.
Try combining pre-buttals and share them in advance, which is what makes them pre-buttals INSTEAD of rebuttals.