Anyone can tell you to "ask more questions" but in this session you'll learn WHAT questions to ask and why.
Dale Archdekin of Smart Inside Sales is back with Barry Jenkins for the much anticipated "Question Game". Our live audience took part in spontaneous role playing with Dale and practiced their questions, responses, and perfected their reactions. Dale will reveal which questions will disarm prospects and keep them on the phone longer and which questions should be avoided that could cause them to hang up faster!
Timestamps:
00:26 - The purpose of the question game
08:58 - The question game rules
14:18 - Objection 1: “I’m not buying until next year”
25:21 - Objection 2: “We decided to rent for another year instead of purchasing”
34:10 - Objection 3: “I’m not ready to work with an agent”
40:53 - Objection 4: “I don’t have money for a down payment”
44:48 - Objection 5: “I may need to bring up my credit”
47:25 - “Now, Sooner, Or Logical Next Step Principle” & mindset reframing