Oil & Gas Investment Sales Training Rebuttals:
I was trained in a pretty hardcore sales environment. Here are some of the rebuttals that we were taught to use when prospects would object to what we were saying.
I sold $15,000 – $250,000 oil & gas exploration investments over the phone. It was a lot of hard work, and it took a lot of calls to land a land a new client.
That said, when wells came in for clients, the money we made was unbelievable!
Alright, here we go. Enjoy…..
1. Just Got the Material!
The purpose of my Call is to facilitate your understanding of the project. I´ll highlight it for you and it will make a lot more sense when you go back through it in your own time. Grab it! I´ll show you exactly what we´re doing out here.
2. Paperwork Not in Front of Me!
What I have to say won´t make a lot of sense without referring to some of the exhibits. I´ll call you back in ______ and show exactly what I´m talking about.
3. I´ve looked it over and I´m not interested!
Whether or not you participate is immaterial. I know you want to make an informed decision. I have some additional information that has a lot of bearing on the project. Grab the book. Let´s see if we may have a basis for doing business in the future.
4. I need to read it!
GOOD! What I am hearing you say is you just want to read it to make sure everything I’ve represented to you is supported in text. Is that right?
“Yes”. GOOD! When you go back through the information, you will find that everything is exactly as I´ve represented. If that´s the case, you´re in for 2 units – right? “Yes” GOOD! Welcome aboard. (tie down)
If you go back through the information and it´s not as I represented it, we don´t have a deal. Is there something else standing between us doing business?” Square with me.
5. I want to think about it!
Good! What I am hearing you say is that you like the project, you just want to read it over to make sure everything I’ve represented to you is supported in text. If that´s the case, you´re in for _______ units – right?
6. If it´s such a good deal why call me?
…..For money! We do our business much like Exxon or Texaco. They don´t sell you stock because you´re a nice guy. They do it to raise capital to further their drilling ventures. We can go out and drill 5 wells a year and own 100% of them, take all the risk and all the tax benefits, or we can involve people such as you, drill 20 wells and end up owning 12.5% after payout. It makes us more money. If you´re concerned about who you might be doing business with, I will provide you with references, people we´ve done business with for years. I guarantee you we´ll check out…..Credibility is the only thing between us doing business.
7. It´s too risky!
There are only 2 risks in oil and gas: Mother Nature and who you do business with — Now you can see how we’ve minimized the risk by drilling in a proven area . . . you´re comfortable with that aren´t you? “Yes” GOOD!
If you´re concerned with who you might be doing business with, I´ll provide you with references – people we do business with on a day to day basis. I´ll put you in touch with our attorneys, our bankers . . . I´ll even put you in touch with someone who´s been in your shoes before, had to make the same decision you´re making and ultimately did do business with us… an investor. None of these people will tell you whether or not to participate on this project. What they will tell you is that we´re a real company, and we do exactly what we say we´re going to do. That´s what you want to find out – Right? “Yes” I´ll give you these references. If we check out, you´re in for_____ units, right? Is that the only thing standing between us doing business? (If they hesitate) Square with me, is there something else other than credibility? (If no go to tie down)
8. I want to show it to my wife!
Good! We have a lot of husband and wife teams that participate with us. She is probably going to have a lot of detailed questions. What I´ll do is arrange a conference call and get all 3 of us on the line. It will be somewhat redundant to you because we have already gone over it. But it´s important for her to have all the information so you both can make an informed decision. “Oh no, I ´ll explain it to her” Put yourself in her shoes, if you asked her a question about the project and she couldn’t answer it, you´d be put off wouldn’t you. She´s no different. Let´s give her the same benefit of having all the information: That way you can both make an informed decision together. What´s her name? (Set a specific appointment)
9. I want to show it to my attorney!
Good! I recommend you get whatever advise you feel is necessary. You´re attorney can tell you whether or not this is a legal contract and what he´ll tell you is this is a standard Texas joint venture agreement. But in fairness to him, don´t put him in the position of telling you whether or not there is oil and gas in the ground. He is not a geologist. If he confirms that this is a standard Texas joint venture, you are in for_____ units, right?
“STILL NEED TO RUN IT BY HIM”
Bear in mind, these people are conservative by their very nature, they have nothing to gain by telling you to participate. If they tell you do it and it doesn’t work out, they’ve got egg on their face. They’ve lost all credibility. Saying no is the only safe thing they can tell you. They´re safe. Put yourself in their shoes, would you advice someone to speculate with their money?
10. I want to show it to my CPA or Financial Adviser.
Good! I recommend you get whatever advice you feel is necessary. You´re CPA / Financial Adviser can tell you 2 things: whether or not you need the tax benefits and whether or not you can afford it. But don´t put him in the position of telling you whether or not there is oil and gas in the ground. He’s not a geologist. We’ve already established you can afford it. If he confirms the tax benefits, you´re in for ____ units, right?
What I am hearing you say is that you like the project, you´re just concerned with who you might be doing business with. Is that right? “Yes” Good! What I´ll do is give you references, people we do business with on a day to day basis. I´ll put you in touch with our bankers and our attorneys…..I´ll even put you in touch with someone who´s been in your shoes before, had to make the same decision you´re making and ultimately did do business with us…..and invest. Now these people aren’t going to tell you whether or not to participate in this project…..What they will tell you is that we´re a real company and we do exactly what we say we´re going to do. And that´s what you want to find out, right. “Yes” If that´s all that standing between us doing business, I can welcome you aboard right now. I guarantee you we´re going to check out. If we don´t check out we don´t have a deal, fair enough?
12. Tie down
Good…..This works much like a stock trade…..I´ll confirm you on the position, take it out of the marketplace and make it yours. I´ll set up the account under your social security number…..What´s that number? (Response)
Alright…..Do you want this in your name only or you and your wife’s? (Response) We send out a monthly statement along with your revenue check, do you want those going to your home or business? (Response)
Alright…..and I´ll need a banking reference, do you know from which institution the funds will be drawn from? (Response)
Good. Let´s review what we´ve accomplished here today. You take a ____ % working interest in the ____ project in the amount _____ dollars, the name on the account is ____, your account number is _______, and all your revenues correspondents and tax information will be sent to _________, and funds will be drawn on ________ .
Is all that information correct? (Response)
Good. Welcome aboard. You´ve made a good decision. Turn to the back of the book and I will show you the easiest way to fill out the paperwork. (Walk through paperwork and instruct on how to fill out check)
I’ve included a prepaid, pre-addressed air bill and envelope in the package, put your check and paperwork in it and I´ll have FEDEX come by and pick it up. I´ll call you in the morning to let you know it arrived safely.
Again, welcome aboard. I´ll talk to you tomorrow.
(GET OFF THE PHONE!!)
The Ultimate Persuasion Technique – https://www.mastersofmoney.com/theultimatepersuasiontechnique/