Nano Training Series Week 7
Last week, we taught you the best way to lead into the banking section of the presentation. It is super suave, conversational, and with practice...works well. Wouldn't it be nice if it was always that easy? Here are a few things you can say to help overcome the doubt if necessary:
Prospect: We don’t want to set it up through the bank.
Me: There are a couple of reasons why we like to set it up through the bank. First, it is easier to make the payment. That way you don’t have to remember to send in a check every month. In our experience, most of the people who do direct billing lapse in the first year for whatever reason.
Doing it this way just makes sure that doesn’t happen. You remember everything now but in 10 years that might be the case. Some people have this plan for 10 years and they start to forget their payments and they lapse. XYZ Company will certainly mail letters to try and remind them to send in a payment but some people still don’t remember.
We can avoid that by doing it through the bank. You are still in complete control. They take out the same amount every month and it never changes so there aren’t any surprises. In all of my time with XYZ Company, I have never had a one single problem with the auto payment. In fact, most skeptical people who try it end up loving it. If you try it and you still hate it...contact me and we can take you off the bank plan and send the direct bills.”
Prospect: Okay, well I guess I can try it.
Prospect: We don’t want to set it up through the bank.
Me: There are a couple of reasons why we like to set it up through the bank. First, it is easier to make the payment. That way you don’t have to remember to send in a check every month. In our experience, most of the people who do direct billing lapse in the first year for whatever reason.
Doing it this way just makes sure that doesn’t happen. You remember everything now but in 10 years that might be the case. Some people have this plan for 10 years and they start to forget their payments and they lapse. XYZ Company will certainly mail letters to try and remind them to send in a payment but some people still don’t remember.
We can avoid that by doing it through the bank. You are still in complete control. They take out the same amount every month and it never changes so there aren’t any surprises. In all of my time with XYZ Company, I have never had a one single problem with the auto payment. In fact, most skeptical people who try it end up loving it. If you try it and you still hate it...contact me and we can take you off the bank plan and send the direct bills.”
Prospect: Okay, well I guess I can try it.