Situational Analysis: from some other source
"CALL ME NEXT MONTH."
Responses:
What's going to be different a month from now? Exactly why will your decision be easier then, than now? I'm sorry...I haven't done a good enough job of showing you the benefits of this plan. If I had, you'd be ready to start right now. What questions can I answer for you? Are you saying that you don't want additional traffic? Movement of more product? You don't want the cash register to start ringing right now? Why wait until next month? Haven't we been through this before? I'm sorry... this program's rates and offer expire this Thursday afternoon at 4:30pm. What will you need now to take advantage of this exceptional plan? Great! Would this call next month be for setting up an order for two months from now? Great! But since that's a busy time for us, just initial the order and we will have you on the air the first of that month! Is your competition waiting? They are aggressively gaining market share now. What do you hope to gain by waiting? Is it a matter of money? Let me explain our credit plan. You're not just saying that to get me to leave, are you? What specifically do you like about this plan? What questions do you have? You're busy and so am I. Let's set up a time now. I'm sorry to hear you want to wait another month. It must mean more tough months ahead like you're having now. Without any new customers willing to give your business a try. Can you really put up with this kind of business that much longer? I can call you next month, but do you have your eyes set on a specific start date or campaign? You know, we only air commercials an hour. They go fast. Let's pencil something in now.