We talked about two of the most common excuses already. These hinge on the fact that business owners sometimes don’t have their statement at their business either because they don’t get a paper statement or they have it sent to their CPA. Today I want to talk about one more reason you often can’t seem to get the statement. Many times the business owner feels the information on the statement is confidential. Once again, I have a three-step process to get the information you need. Here it is!
Step #1 – Say, “That’s okay; I don’t actually need the statement…” This will really throw them off! And the truth is, you don’t need the statement. In order to do a cost comparison, you really just need the fees that are on the statement.
Step #2 – Say, “…all I need is the fee section on the statement. So there are two ways I can access that information. I can use my smart phone to take a picture of the fee section so you don’t have to provide me with the statement. Or a second option would be for you to make me a copy and simply mark out any information you are not comfortable sharing with me.”
Step #3 – This would be a good line if we just got to step #2. But we forgot something; didn’t we? We forgot our alternate advance question which will lead to either a “yes” or a “no.” So, make sure you add this to the end your statements in Step #2: “Which of these two options would work best for you?”
To get around this excuse is that easy! Try it in the field, and then tag me on twitter or snapchat to let me know how it worked and what issues you ran into.
Twitter – http://www.twitter.com/salesprojames
SnapChat – http://www.snapchat.com/add/ccsalespro
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