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Unread 12th December 2011, 01:55 PM   #1
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Default ***COLD CALLING 101*** - The "DOOR To DOOR" Kind.

Cold Calling 101


It seems there is a need for discussion of cold calling on the forum. Some love it and some hate it. Let me say cold calling is like any other form of marketing or pitching of ones services.

No matter your niche or your choice of marketing and pitching your services, most methods work it is simply a matter of doing it right. If you don’t believe me ask the mailer experts on this forum, the telemarketing experts, e-mailers, mobile marketers etc etc.

You will find every field someone is successful, because they have found some of the secrets to make their method work. There are laws that apply with each and once you know them, it will work for you as well.

So, here we are with cold calling. I am going to talk about face to face cold calling, and let others expand it to the phone etc. What I am going to share should be pretty much universal.

I cannot put an entire article on a thread so let’s start with just a few beginner ideas.

1. Plan your area you are going to work. Filling each day with prospects,understanding that a good plan makes all the difference. Do not simply go out without narrowing down your plan of attack. This is a numbers game like any other form of approaching clients. The better plan you have in where precisely you are going the better chances of success.

2. Have a plan on what you are going to say before you walk in. Not just the first sentence. Plan for any type of reaction and where to go from that point. If you know the direction you are going, find ways to stay on the path you are laying before the prospect. This comes through proper questions.

3. Find a way to create rapport within first 2 min. There are methods of doing this. Good solid methods.

4. Assume the sale!

Ok, there is the start now let us who have done this successfully, share with those who need help and build from here.

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Unread 12th December 2011, 03:27 PM   #2
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Default Re: ***COLD CALLING 101***

Well coming from a man who DOES it, I appreciate your post here Mike. I know when you talk about making a daily plan you mean to actually list the "Names" of the businesses you will visit each day, not just writing something like "10", and crossing them off the list.

I like that because it puts the vision in your head for each visit you make, and creates a level of forthought.

Writing the names of the actual businesses you will visit each day, instead of just writing a number and knocking haphazardly can really increase your effectiveness and make sure you are using your time wisely "prospecting" and not just "suspecting".

Theres my two cents for door to door. I know you know what you are talking about and make a hefty living with it... Its good to hear real world experience and not just theory.

In any event, it works!

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Unread 12th December 2011, 03:41 PM   #3
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Default Re: ***COLD CALLING 101***

And here we go again!

It's my hope that the naysayers find other threads to crab on about how they hate cold calling and how it doesn't work....

As I understand it, the goal here is not a diatribe on finding other avenues of sales but to discuss methods and techniques.

Here's one:

Many years ago I sold the Yellow Pages and we would receive a territory and "walk it" until it was sold to a particular percentage ( I don't remember what the exact number was) but you stayed in that territory until it was reached.

My goal was to set an appointment on that first call, although on occassion it was a one call close situation.

I would walk in the place of business empty handed, business card in my pocket and that was it. My personal philosophy was that they would probably think of me as a customer and would come to greet me instead of me having to make the first introduction. It worked most times and it was hard to get the defensive wall up at that point.

I would let them know that I wouldn't expect they would have a few minutes, seeing as how I dropped in unexpected, but I was on my way to see a business down the street and just stopped in to arrange a better time.

An interesting thing happened virtually everytime. They would begin telling me why they had no intention of buying an ad in the Yellow Pages. I simply acknowledged their objection, and explained that I wasn't trying to sell them anything, that I only wanted to set a time to spend a few minutes showing them what we might be able to do.

As if on que, this went on no less than 3 and no more than 6 times before I finally managed to make the appointment.

Looking at what took place in that "appointment getting" approach I had:

1. Answered all their initial objections
2. Qualified them as to if they were a real prospect or not
3. Found out why they weren't happy with their previous ad
4. Had a pretty clear understanding of what they hoped a YP ad could acheive

Now that's a lot of information and ammunition to go back with. The actual "appointment" took far less time than making the appointment. The actual presentation took place in that first meeting but they were so intent on not making the appointment they didn't know they had given me every bit of information I needed to come back with a targeted proposal that did everything they thought they needed.
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Unread 12th December 2011, 05:53 PM   #4
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Default Re: ***COLD CALLING 101*** - The "DOOR To DOOR" Kind.

Great information, guys.

Cold calling is something that really appeals to be because it seems like it's something many folks can't, or don't care to, do. That means less competition. Now, I'm thinking about it in the context of telephone calling. Viewed in this light, cold calling also puts something else in your favor: numbers. I've read where John Durham wrote that an experience caller and make 500 dials in a day! Now, I'm not sure if he was talking about manually dialing, or using an auto-dialer, but either way that's a large number!

Michael, I wonder if you could expound upon point 3 and 4?

What are some of the ways you can build rapport quickly?

What do you mean by "assume the sale"?

Thanks for your information and clarification!

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Unread 12th December 2011, 06:48 PM   #5
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Default Re: ***COLD CALLING 101***

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Originally Posted by John Durham View Post
Well coming from a man who DOES it, I appreciate your post here Mike. I know when you talk about making a daily plan you mean to actually list the "Names" of the businesses you will visit each day, not just writing something like "10", and crossing them off the list.

!
John yes you are exactly right once again. I did not fill in that blank because I knew I'd end up creating an article filling in all the blanks on a thread . Also I wanted people such as yourself to fill in those blanks. Thanks

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Unread 12th December 2011, 07:01 PM   #6
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Default Re: ***COLD CALLING 101*** - The "DOOR To DOOR" Kind.

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Originally Posted by amarketing View Post
Great information, guys.

Michael, I wonder if you could expound upon point 3 and 4?

What are some of the ways you can build rapport quickly?

What do you mean by "assume the sale"?

Thanks for your information and clarification!
Fast rapport, there are many ways but let me mention one. Become proactive. Think of any question statment or objection that may come up from your prospect. Write each on a list and then mastermind the answers with others when you are in the beginning of your pitch bring those issues up first if you bring up first what they are already thinking they begi to relate to you. this is a technique most do not use. That's my short explanation without actually teaching it completely. There are a few other methods I use.

If you have done your job and created correct rapport that is when you can assume the sale. For example. Do not ask if they would like to buy. Give them three packages to choose from and ask which they would like. BTW three choices is the magic number. More is ok but no less than three. There is a reson for that. After the prospect chooses, write the invoice. Sales assumed when they chose which package. One way to assume the sale...

I just did these last post on my phone. Forgive any typos please. Hope this helps my friend.
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Unread 12th December 2011, 08:13 PM   #7
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Default Re: ***COLD CALLING 101*** - The "DOOR To DOOR" Kind.

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Originally Posted by Michael Bucker View Post
Fast rapport, there are many ways but let me mention one. Become proactive. Think of any question statment or objection that may come up from your prospect. Write each on a list and then mastermind the answers with others when you are in the beginning of your pitch bring those issues up first if you bring up first what they are already thinking they begi to relate to you. this is a technique most do not use. That's my short explanation without actually teaching it completely. There are a few other methods I use.

If you have done your job and created correct rapport that is when you can assume the sale. For example. Do not ask if they would like to buy. Give them three packages to choose from and ask which they would like. BTW three choices is the magic number. More is ok but no less than three. There is a reson for that. After the prospect chooses, write the invoice. Sales assumed when they chose which package. One way to assume the sale...

I just did these last post on my phone. Forgive any typos please. Hope this helps my friend.
This is certainly helpful. In my experience, building rapport, even small ones, can increase the chances of setting an appointment to a great degree. People generally do not like pushy salesmen, even if it is just for setting an appointment. If a call starts out immediately like "are you interested in purchasing?" would immediately end in a "sorry not interested."

You just have to make sure that you build the right rapport and get the right timing to say it too

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Unread 12th December 2011, 08:17 PM   #8
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Default Re: ***COLD CALLING 101*** - The "DOOR To DOOR" Kind.

It can be absolute torture but with enough persistence -it eventually pays off.
I did it once about 5 years ago for the local council, I had an official badge and everything-I got used to getting the door slammed in my face........here's the best part .....I wasn't even selling anything. I found the better I got with reading body language and countering objections -the more research papers I got back. Which was nice since we got paid a flat rate and extra cash ncentives.

I recently picked up Jordan Belfort straight line persuasion system and well the first module has totally blown me away.
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Unread 13th December 2011, 06:15 AM   #9
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Default Re: ***COLD CALLING 101*** - The "DOOR To DOOR" Kind.

Hey Russell, I have heard a little. It of the Jordan Belford thing. Can you pm me a copy or email it to me?

Thanks
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Unread 13th December 2011, 01:42 PM   #10
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Default Re: ***COLD CALLING 101*** - The "DOOR To DOOR" Kind.

Jordan Belfort (born July 9, 1962) is an American author, motivational speaker and former white collar criminal who spent 22 months in jail for offences related to stock market manipulation and running a boiler room.[1] In the 1990s, he founded brokerage firm Stratton Oakmont which functioned as a boiler room, and developed a hard-partying lifestyle, which included a serious drug addiction (namely Quaaludes).[2][3] The firm also served as inspiration for the film Boiler Room.[4] As the owner of Stratton Oakmont, he employed over 1000 stockbrokers and was involved in stock issues totalling more than $1 billion, including an equity raising for footwear company Steve Madden Ltd.


Doesn't mean he didn't understand how to sell!
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Unread 13th December 2011, 05:54 PM   #11
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Default Re: ***COLD CALLING 101*** - The "DOOR To DOOR" Kind.

A couple of summers ago, I spent debugging a cold calling script to about 300 business owners in Orange County on foot. The service was SEO.

I burned through lots of businesses in the beginning, but by midpoint, I was closing 10% overall on a $2500 - $5000 sale plus the continuity program.

Not great, not bad. But doable.

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Unread 13th December 2011, 07:21 PM   #12
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Default Re: ***COLD CALLING 101*** - The "DOOR To DOOR" Kind.

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A couple of summers ago, I spent debugging a cold calling script to about 300 business owners in Orange County on foot. The service was SEO.

I burned through lots of businesses in the beginning, but by midpoint, I was closing 10% overall on a $2500 - $5000 sale plus the continuity program.

Not great, not bad. But doable.

My friend 10 percent is actually very accurate and very duable numbers. It is actually close to national averages of sales universally accross the nation. There are techniques to strengthen that number. However. I train all across our nation and have train over 1000 sales people. The top 2 percent in the nation still only close 25 percent of prospects, and they are the very best.

As for face to face cold calling results, the reason I was not online to respond today is because I was teaching a class that I closed through face to face cold calling. I charged my first time introductory price of $2,000 for the day. It does not take a super salesman to get these kind of results. All you have to do is understand HOW to do it. Anyone can do it!!

Again doing this on my phone tonight forgive typos please. Hope this helps and encourages some of my fellow warriors.
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Unread 13th December 2011, 07:30 PM   #13
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Default Re: ***COLD CALLING 101*** - The "DOOR To DOOR" Kind.

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As for face to face cold calling results, the reason I was not online to respond today is because I was teaching a class that I closed through face to face cold calling. I charged my first time introductory price of $2,000 for the day.
Nice one bud, are you getting them on the long haul contract?

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Unread 13th December 2011, 07:37 PM   #14
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Default Re: ***COLD CALLING 101*** - The "DOOR To DOOR" Kind.

I used to do cold calling & knocking on doors. I'm sure some can do it, but man I still wake up in cold shivers at night from those nightmare days.

If you're closing at 10% on a cold call, you are a super duper super star.

Can I hire you?

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Unread 13th December 2011, 07:46 PM   #15
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Default Re: ***COLD CALLING 101*** - The "DOOR To DOOR" Kind.

Closing "prospects" is not the same as "prospecting". Closing actual "pitches" should be ten percent or higher easily.

In other words, most people spend their day saying "hi" and not getting past the greeting, as opposed to actually pitching... there is a dial to pitch ratio, and a pitch to close ratio in my book.

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Unread 14th December 2011, 12:41 AM   #16
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Default Re: ***COLD CALLING 101*** - The "DOOR To DOOR" Kind.

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Jordan Belfort (born July 9, 1962) is an American author, motivational speaker and former white collar criminal who spent 22 months in jail for offences related to stock market manipulation and running a boiler room.[1] In the 1990s, he founded brokerage firm Stratton Oakmont which functioned as a boiler room, and developed a hard-partying lifestyle, which included a serious drug addiction (namely Quaaludes).[2][3] The firm also served as inspiration for the film Boiler Room.[4] As the owner of Stratton Oakmont, he employed over 1000 stockbrokers and was involved in stock issues totalling more than $1 billion, including an equity raising for footwear company Steve Madden Ltd.




Doesn't mean he didn't understand how to sell!
I gotta say, the Jordan Belfort Straight Line Persuasion system is so good. I've not seen anything like it. It's one of the best $2k investments I've ever made. His work on tonality is second to none. We use it mostly for inbound calling and have had spectacular successes with it.

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Unread 14th December 2011, 09:24 AM   #17
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Default Re: ***COLD CALLING 101*** - The "DOOR To DOOR" Kind.

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Originally Posted by David Miller View Post
Looking at what took place in that "appointment getting" approach I had:

1. Answered all their initial objections
2. Qualified them as to if they were a real prospect or not
3. Found out why they weren't happy with their previous ad
4. Had a pretty clear understanding of what they hoped a YP ad could acheive


Excellent David you always bring good stuff to the table. You can take this and add something that will make it even better which I bet you did over time.

Here are two techniques I would use to make these steps even more affective.

1. Put a small recorder in my pocket and record each encounter with each prospect and listen back to myself later. You would be surprised the things you do and do not say. This will allow you to also write down any and all weaknesses, and correct it before approaching the next set of prospects the next day.

2. If one pays attention they will soon discover that most prospects have the same initial questions, statements or even objections. After each session write down each objection. Hopefully you recorded that session with a pocket recorder.

You will soon find that you will only need the recorder for a short period of time, or if writing all objections down (you can do this on a pad of paper as if taking notes as soon as they ask the question or objection), you will find soon your list will repeat itself.

Once this happened, write down your solutions. The next day and nest set of prospects do not wait for them to bring the subjects up first. You will create incredible rapport.
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Unread 14th December 2011, 10:22 AM   #18
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Default Re: ***COLD CALLING 101*** - The "DOOR To DOOR" Kind.

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Originally Posted by terip View Post
This is certainly helpful. In my experience, building rapport, People generally do not like pushy salesmen "sorry not interested."
Quote:
Originally Posted by Russel Mogul View Post
It can be absolute torture but with enough persistence -it eventually pays off.


Here is where I would like to point out that some may think these to views are different but I would like to point out that they indeed complement one another and work perfectly together.

You see being pushy will indeed get you a very short conversation and likely hood of no meeting. However, there is a vast difference between being pushy and being persistent or as I like to call it “Professionally Persistent”.

In order to properly exert professional persistence one must have built proper rapport first. If done correctly you are not only good with being persistent, it is your duty to do so, simply for the fact that you have done it right where others have failed. You owe it to your client to be professionally persistent where those who have no rapport are simply pushy.

Again this is an art that professionals develop and can only be done with certain other ingredients in the mix such as rapport, pro-activeness, correct questions and expansions.

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Unread 14th December 2011, 02:56 PM   #19
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Default Re: ***COLD CALLING 101*** - The "DOOR To DOOR" Kind.

Some guy left a printed basic flyer on my door earlier today, and when I found it, I opened it and it said "Quality Painting. We do large and small jobs. Quality work. For A Quote Call Phillip...."

The first thing I did was think "Do I have any painting jobs around here I need done?" And thought "well if I think of something later I will know who to call now", and I put it in a drawer and further thought...

"I'll bet if 100 people stopped for a half a second and thought 'Do I need any paint jobs?', that at least a few of them would decided they 'did' and maybe give him a call".

My next thought was "How can I share this"?

And I just did!

My stopping momentarily and asking myself that question, made me realize that alot of others might too...and this guy actually might have a fighting chance to get significant business with his flyers.

Thats door to door right?


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Unread 14th December 2011, 05:27 PM   #20
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Default Re: ***COLD CALLING 101*** - The "DOOR To DOOR" Kind.

Michael, thanks a lot for sharing that information for me and everyone else. The 10% you and John were talking about, that's the percentage of people you actually talk to, right? I'm sure that doesn't include the businesses that were closed or where the owner wasn't in or the phone numbers that were disconnected, etc.

Let me see if I correctly understand the difference between being push and being professionally persistent. Being pushy (I'm referring to phone sales, but this could probably apply to face-to-face as well) is giving a hard-on sales pitch right off the bat and, when the prospect brings up an objection, ignoring the objection (or lightly brushing it off) and continuing with the pitch. However being "professionally persistent" is answering the objections/concerns while viewing them with importance and continuing to bounce off of every objection until they either hang up, or they finally give in and buy. Am I getting the idea right?

Also, in assuming the sale, you say to present no less than 3 options and ask which one they would like to choose. I was thinking in terms of website design services and calling the person and then, after explaining the site cost and hosting cost, ending with something like "Ok, I'm going to ask you a few questions so we can personalize the site to your business. How would you like your business name to be displayed, 'Johnson Services'?" Does that sound like a good way of assuming the sale while not offering a choice of 3 offers?

Also, I like your ideas of planning rebuttals ahead of time. However, I'm kind of thinking (now, feel free to correct me on this) that it would be detrimental to bring up the actual rebuttals before the client does. I know you said this is key to creating rapport, but it seems like this may raise a concern the prospect might not even be thinking about. What might be better is to give the solutions to the concern. I.e, instead of bringing up the hosting issue as "I know that (price) sounds high," it would be better to say, "for you hosting payment you get complete maintenance, free updates, domain name renewal, etc." Of course, if you find that a particular objection almost always come up, than it would probably be fine (if not desirable) to bring up the objection itself. What do you think?

This is a really great thread you have started, thanks for keeping it up to date and answering everyone's questions. When I have a few thousand dollars extra, I'd like to attend one of your seminars. I'm sure that top 2% of sales people you spoke of were probably trained by you! Also, are there any book, or authors you can recommend to become better at selling/phone sales/cold calling?

Thanks again.

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Unread 15th December 2011, 09:32 AM   #21
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Default Re: ***COLD CALLING 101*** - The "DOOR To DOOR" Kind.

Michael, thanks a lot for sharing that information for me and everyone else. The 10% you and John were talking about, that's the percentage of people you actually talk to, right?


First fellow warrior let me say thank you for your kind words. You mentioned John and I am glad he jumped on this thread because he is indeed a phone pro where I am a face to face pro. Yes the 10 percent is meant for those you speak to; you also count every time you speak to them until the close. Every conversation counts as an opportunity. The number of “opportunities” verses sold prospects equals you percentage. Thus nationally the average in all types of sales is around 10%-15%. It is one moving scale depending on your profession.


Let me see if I correctly understand the difference between being push and being professionally persistent

You are pretty accurate on this one. However I would just add that you are not to laid back that you don’t ask for the sale and the softer approach still has excellent content. The problem with some sales people who take the laid back approach is they get so busy being nice they forget to be professionally persistent. Often one becomes timid. And as Zig once said “Timid salespeople raise skinny kinds”.


Does that sound like a good way of assuming the sale while not offering a choice of 3 offers?


Here is where you may want to trust my experience as a trainer/coach. I have trained hundreds of sales people, and the good part about that is I understand that all you need is the reason why I say give 3 choices.
First let me say this. The assumptive close you are using is good and I like it. Most are not being assumptive at all, that my friend puts you a step ahead regardless. You can also combine both yours and mine if you like.

Why 3 choices. I have learned that in psychology of how the average human mind works when given choices they are more likely to buy. Here is why. Man by nature is both rebellious and independent. With that in mind think about this, when someone give you once choice and one choice only what does that mean…….. It is saying to most, take it or leave it. Subconsciously, when presented with only one option we hear “take it or leave it”. Mind you, you never said that however it is what is heard.

When most are told “take it or leave it” what do they do? Most red blooded Americans say, “Ok I will leave it then.”

Two choices free it up a little but is still sort of cornering a person. Example: I tell my 8 year old son “Aidan you can either do this or that. Those are your two choices. When someone tell you “this or that” it may be a choice but does not feel much like one.

In the human mind the magic number of freedom is three. You can do this, or you can to this, and if you want you can even do this……. “Oh nice I have a choice!!” the last guy I talked to only gave me one choice. Take it or leave it. So, I left it.

However, let me say this if you are being assumptive with your one choice it is more powerful than if you one have one choice and you “ask” them if they want it.


Also, I like your ideas of planning rebuttals ahead of time. However, I'm kind of thinking (now, feel free to correct me on this) that it would be detrimental to bring up the actual rebuttals before the client does

No my friend it does not put you in a negative position. First you are correct, take the most often used objections and questions and bring those up proactively. As far as bringing up something and making it a concern when it was not before is not a fear. My friend this is probably the most common question I get from unseasoned sales people and a few vets. Most vets know better and here is why.

The truth is if it was not a concern for them before you brought it up, the likely hood that it will become a concern suddenly is not likely. Because, if it is something that they are concerned about eventually it will come out anyway then you become reactive and have to back pedal.

If anything they will appreciate that you brought up something they did not think about. Also remember the reason you are not afraid to bring it up is because my friend you already have the answer. The reason you are bringing the possible obstacle up in the first place is because you have it solved to the point that it will not be a problem for your clients, thanks to you!!


When I have a few thousand dollars extra, I'd like to attend one of your seminars. I'm sure that top 2% of sales people you spoke of were probably trained by you! Also, are there any book, or authors you can recommend to become better at selling/phone sales/cold calling?


My friend this is not a problem, my seminars do not cost $2000. I actually make $14,000 -$37,000 per seminar I do. However each individual only pay $200 -$350 to attend. The $2,000 I mentioned above was a single day a company paid for me to come into their place of business to help their staff for the day.

I am releasing a WSO soon that may help you. I will be breaking down things to say to potential clients and why. As not to plug it in this thread let me know if you are interested and I will PM with the title. I will be releasing it, probably by the end of the weekend. Also it is face to face, however most principles will apply universally.

For phone material I would get as much of Jon articles as I can. I won’t be releasing anything on phone for while I don’t think. I have some great stuff for phone but nothing like John Durham has. I know when to bow out to a specialist in any one area.

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Unread 15th December 2011, 11:18 AM   #22
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Default Re: ***COLD CALLING 101*** - The "DOOR To DOOR" Kind.

One thing that has worked for me in the past, is to walk in to a business and be their customer. Once you are in there as a customer, you can easily talk to the owner of the business. Then, you don't feel like you are selling - just talking to another person about what you do.
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Unread 15th December 2011, 01:41 PM   #23
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One thing that has worked for me in the past, is to walk in to a business and be their customer. Once you are in there as a customer, you can easily talk to the owner of the business. Then, you don't feel like you are selling - just talking to another person about what you do.

Rich has a good point here. Now I know we cannot become a customer to every business that we want to sell to. However it is affective and the bigger point here is approaching a prospect with the mentality of we are just talking person to person. The more casual you can be while staying on point with your objective the great chance of rapport you can develop. Again this is something that comes more with us who have spent time developing the craft of selling and communication. However it is affective. The plane truth is the more techniques you have the better off you are because, as you have found every person is a touch different.
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Unread 15th December 2011, 03:46 PM   #24
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Default Re: ***COLD CALLING 101*** - The "DOOR To DOOR" Kind.

Just a note on 3 choices:

I'm a firm believer in offering 3 choices. It's like a good, better, best proposition. Although it's absolutely true that we all like choices, we also don't like to be locked into a choice we make when there's something better we could have had.

To explain what I mean, I used to sell a product that had 3 payment options. The best option provided for a high level of protection. The better option didn't offer the high level of protection but allowed the customer to get that same level of protection once their payments had been enough to match what they would have had to pay for the best option (as a downpayment). The good option did not provide any level of protection but did allow the buyer to get the product on budget payments, and also gave them the option to upgrade to the better or best at anytime, for a fee.

I hope that's not TOO confusing, I got a little dizzy writing it, but I think what it says is that people always seem to want the best. They often say no because they can't afford it, or may not see the full value at that moment. By giving them a vehicle that allows them to get the best at some time in the future, it makes them feel that any decision (buying decision) is a good one.
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Unread 15th December 2011, 05:33 PM   #25
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Default Re: ***COLD CALLING 101*** - The "DOOR To DOOR" Kind.

I like to make the first offer percentage wise seem too close to the middle offer to pass up the middle offer, price wise... then make the high offer rediculously high... so that people always choose the middle because it "makes the most sense".

In other words, for just 200 bucks more you get 10 times the benefit... and tack on an extra two hundred bucks. It not only points them to the choice but when they see what they get for a couple hundred bucks less comparitively it makes it seem like the greatest deal in the world that they better not pass up.... or else down the road they will get stuck with offer one type packages, which pale in comparison.

If this makes any sense... if not, just let me say "It works". Not only does it steer more people toward the middle, but it also closes more sales period.

Sam Walton couldnt sell leg warmers anymore because they had went out of style... So he stuck a shelf out on the retail floor that said "legwarmers $1.00 per pair", next to one that said "Closeout legwarmers 5 pairs for a dollar".

And sold out almost overnight and cleared the overstock, even though nobody had any use for legwarmers. The comparison looked too attractive, and people felt they would be smart to take the offer while it lasted.

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Unread 15th December 2011, 06:33 PM   #26
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Default Re: ***COLD CALLING 101*** - The "DOOR To DOOR" Kind.

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Assume the sale!
Wait, what does that mean? I read at least more than one telemarketing blog that said telemarketers are just supposed to just bring the two parties together (their client and the prospect). They do not try to make the sale themselves because that just adds to the pushy phone salesman image. :confused:

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Unread 15th December 2011, 07:02 PM   #27
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Default Re: ***COLD CALLING 101*** - The "DOOR To DOOR" Kind.

Assume the sale means...

Let me ask you a few questions bob, do you folks have a company logo?

No , thats no problem our designers are pros at this,

And is this the address you would want on your Google places listing?
Okay great,

and How about company colors, do you have company colors you would want on your home page...?

Okay great. Can do...

Have you got a pen Bob? Great heres my number in case you develop any questions, like I said we can do this for you for about $200.00,

Now as far as billing Bob we take visa mastercard and American express, which one of those is going to work best for you today?


That my friend, is assuming a sale.

Its only being pushy if you have no style and suck at it.

Real pro's do it well through practice and closing seems like the logical end for the customer.

However , we are yet again "Chasing Deer..." when we are supposed to be coon hunting.

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Unread 15th December 2011, 07:07 PM   #28
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Default Re: ***COLD CALLING 101*** - The "DOOR To DOOR" Kind.

Hank you for answering that question john, for me there is no need to answer it because the title says Door to door cold calls not telemarketing. Its good to have other experts to answer questions in their field.
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Unread 15th December 2011, 07:10 PM   #29
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Default Re: ***COLD CALLING 101*** - The "DOOR To DOOR" Kind.

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we are yet again "Chasing Deer..." when we are supposed to be coon hunting.

................That.

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Unread 15th December 2011, 10:52 PM   #30
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Default Re: ***COLD CALLING 101*** - The "DOOR To DOOR" Kind.

Let me start off by apologizing to Michael for taking his door-to-door thread off-track. He's be great enough to lend his expertise in this field, and here I am dragging it into the telemarketing arena. I'll try to keep things more general Michael, as you are full of great, interesting, information that I want to keep learning and I'm sure I can apply it to phone sales, anyway.

Thanks for your detailed post, Michael, answering all of my questions one by one. I learned a lot!

Quote:
You are pretty accurate on this one. However I would just add that you are not to laid back that you don’t ask for the sale and the softer approach still has excellent content. The problem with some sales people who take the laid back approach is they get so busy being nice they forget to be professionally persistent. Often one becomes timid. And as Zig once said “Timid salespeople raise skinny kinds”.
Thanks for confirming on this one. What you say is true about being too laid-back. I think that's where having a "direction" in mind helps. You don't forget your objective (making a sale).

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Here is where you may want to trust my experience as a trainer/coach. I have trained hundreds of sales people, and the good part about that is I understand that all you need is the reason why I say give 3 choices.
First let me say this. The assumptive close you are using is good and I like it. Most are not being assumptive at all, that my friend puts you a step ahead regardless. You can also combine both yours and mine if you like.
Thanks for going more in-depth on this. I remember one of the first things I read on sales and it was to "ask for the sale." It pointed out how so many sales people give a great presentation, but fail to get the sale because they don't ask.

It appears that "assuming" the sale pretty much takes this one step further. I like how you explained the "3 choices" approach and why it works. I guess the reason I was leaning towards one choice was two-fold: 1. I don't really have any other offers than website and hosting (I've got a lot to learn, but I will). Also, I mainly wanted to build up a client-base and hosting income...maybe even by giving away free sites and charging more for hosting! 2. I remember that from reading John's posts, a business owner doesn't buy when he's confused and figured that by giving multiple choices, it would confuse him.

However, you're the expert and your logic and experience certainly out weigh my assumptions. So, what I think I will do is create 2 more offers around my ideal one and take a cue from John's post here and price them so as to "direct the customer" to the one I want to go with by making it appear to be the best value (thanks, John, for that strategy). I'll probably figure out a way to clearly explain them without being confusing.

Now, this is probably my inexperience talking when I say that asking which offer they would like seems like it would make it easy for them to say "None!" Instead, I could probably say something like "For your business I would recommend the silver package, it's going to give you the most value for your money. Now, to confirm, your phone number is ...." This seems like assuming the sale a little morose than asking which package they would like. But, this also might take away from the feeling of freedom you are trying to create by offering the 3 choices, so I may be totally wrong in this approach. maybe my concerns about them choosing none out of the three offers are totally unfounded, anyway.

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The truth is if it was not a concern for them before you brought it up, the likely hood that it will become a concern suddenly is not likely. Because, if it is something that they are concerned about eventually it will come out anyway then you become reactive and have to back pedal.
This really sums up a lot. If they are going to be concerned about something, they will be, so address it now. If they aren't going to be concerned, than bringing it up won't make a difference. Thanks for laying out the reality of bringing up concerned. I'm sure this is something that you have just develop over time as you talk to prospects and see what keeps coming up.

Quote:
For phone material I would get as much of Jon articles as I can.
That's for sure! John really knows the stuff when it comes to the phone. By the way, thanks for the "over the phone assumption" post, John. Really good example.

Quote:
However , we are yet again "Chasing Deer..." when we are supposed to be coon hunting.
I just had to burst out laughing when I read that one...it's true, though. So I'll try to relegate my more phone-pertinent questions to you, John.

Thanks so much Michael, John, and everyone else for your great information! You can be sure I'll be back with any more questions that come to mind. I've learned so much already after only a few posts!

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Unread 16th December 2011, 09:02 AM   #31
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Default Re: ***COLD CALLING 101*** - The "DOOR To DOOR" Kind.

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Now, this is probably my inexperience talking when I say that asking which offer they would like seems like it would make it easy for them to say "None!" Instead, I could probably say something like "For your business I would recommend the silver package, it's going to give you the most value for your money. Now, to confirm, your phone number is ...." This seems like assuming the sale a little morose than asking which package they would like. But, this also might take away from the feeling of freedom you are trying to create by offering the 3 choices, so I may be totally wrong in this approach. maybe my concerns about them choosing none out of the three offers are totally unfounded, anyway.
Ok I want to help you a little more on this one. When you give three choices and they pick one, at the point that they pick an option they are committing to buy. It is very assumptive.
Now as for the three choices let me give you a good set up for this. If you are in front of the customer lay this out in front of them. If they are on the phone have them write this out so they are looking at what you are looking at.

A. $1,500
B. $1,000
C. $500

My friend, build three packages with the middle one being the most attractive. Here is an example of what you could say. Mind you I do not sell websites or hosting myself. This is from what I do understand about this area from those close to me who do sell websites and hosting.

With package A. I will come to your place of business and build the sight and you can watch the progress as I build if over 1-3 day period. You receive unlimited changes for 1 month and the monthly hosting and changes after 30 days are $100 monthly for unlimited changes.

With package B. Most don’t feel the need for the website to be built at their actual business, with a series of emails and phone conversation I will build your site to full satisfaction. Unlimited changes for 30 days and hosting is $19.95 a month with 50 changes a month.

With package C. You receive a website with 5 changes limit a month at a hosting cost of $9.99.
Regardless of your content with your ABC packages what you say next is most important!

A. $1,500 B. $1,000 C. $500

Mr. Prospect, those are your three packages. Now, not all my clients give me an A but not all of them give me a C either. Where would you like to rate me? Or Which would you like?
He or she is grading you A B or C. People like rating what they think another person is worth. Just take a look at programs like American idol. The public sits at home and rates each person. Its a part of human nature and we enjoy giving our grade or rating one anything we can.

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Unread 16th December 2011, 09:55 AM   #32
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Default Re: ***COLD CALLING 101*** - The "DOOR To DOOR" Kind.

No Prob,

Frankly, assuming the sale door to door works about the same way, only you have a pad and pen in your hand and you are standing there with the clients asking questions and writing the answers....


I am usually pointing to a pad saying "which one of those two is gonna work best for you today bob...".

The opposite of assuming is "asking"...

"Would this interest you today Bob"?

Thats asking.

Assuming is just proceeding as if there is interest, and if you have sold them its a good assumption, otherwise you are asking them to think about if they want it, after they have already been sold, which is where alot of people back out...on second thought.

So dont ask, assume instead.

It works the same with door to door.

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Unread 16th December 2011, 12:54 PM   #33
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Default Re: ***COLD CALLING 101*** - The "DOOR To DOOR" Kind.

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No Prob,


Assuming is just proceeding as if there is interest, and if you have sold them its a good assumption, otherwise you are asking them to think about if they want it, after they have already been sold, which is where alot of people back out...on second thought.
Excellent summary of what assuming the sales means. We are giving out a lot of good info on this thread!!

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Unread 16th December 2011, 04:09 PM   #34
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Default Re: ***COLD CALLING 101*** - The "DOOR To DOOR" Kind.

Many years ago I was selling restaurant supplies in the D.C. area.
The best china salesman I ever saw always started showing 3 patterns.
But instead of pushing for the sale, he would just ask questions. And
more questions. Subtly trying to get the restaurant owner to eliminate
one of the patterns. He would then take that pattern off the table and
then shut up. The customer was left with an "either or" decision. He
would sell himself.

I have learned to always create 3 bundles of whatever I am selling, trying
to eliminate one. In his own mind the customer is deciding which of the
remaining 2 is best for him.

Works for me.

Hugh

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"Some see private enterprise as a predatory target to be shot, others as a cow to be milked, but few are those who see it as a sturdy horse pulling the wagon." -- Winston Churchill

Last edited by Hugh; 16th December 2011 at 04:10 PM. Reason: spelling
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Unread 16th December 2011, 09:56 PM   #35
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Default Re: ***COLD CALLING 101*** - The "DOOR To DOOR" Kind.

Quote:
Originally Posted by Hugh View Post
Many years ago I was selling restaurant supplies in the D.C. area.
The best china salesman I ever saw always started showing 3 patterns.
But instead of pushing for the sale, he would just ask questions. And
more questions. Subtly trying to get the restaurant owner to eliminate
one of the patterns. He would then take that pattern off the table and
then shut up. The customer was left with an "either or" decision. He
would sell himself.

I have learned to always create 3 bundles of whatever I am selling, trying
to eliminate one. In his own mind the customer is deciding which of the
remaining 2 is best for him.

Works for me.

Hugh
Good example of choice combined with assumpitve close. I like that you pointed out that in his mind he the customer was deciding. One believing in their process is most important. People are often convienced by how much you are convienced.

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Unread 16th December 2011, 10:21 PM   #36
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Default Re: ***COLD CALLING 101*** - The "DOOR To DOOR" Kind.

John and Michael, thanks, guys for helping me to better understand the concept of assuming the sale! This is obviously a very important "skill" in being a great salesman, so I'm sure my deeper understanding of it will really pay dividends in the future.

I see that my perception of assuming the sale (that is,virtually putting the pen in their hand and starting to fill out the order form for them!), is probably being more pushy than assumptive. Michael, I like how you sum up the 3 choices as 3 price points! It keeps things simple for the prospect.

When I call on the prospect, should I explain the 3 options continuously, like in one breath, or should I stop periodically and ask if they are following me? Part of me thinks the latter is more polite, but then again, it may give them an opening to dismiss my offer before fully hearing it.

You've convinced me that 3 offers are better than one. I was a little unsure at first, but your skill in the sales field and the logic you use has changed my mind. Let us a little more in depth on presenting it.

Thanks for all of your efforts in this thread!

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Unread 18th December 2011, 04:07 PM   #37
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Default Re: ***COLD CALLING 101*** - The "DOOR To DOOR" Kind.

It seems we delivered a touch more than an effort lol. Just playing fellow warrior I am glad I could help. As a trainer it is always nice when a light come on for anyone I help. I love sharing info that actually helps another in their effort against the grind.

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Unread 19th December 2011, 06:13 PM   #38
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Ha, you're right..."effort" is an understatement! You and John have shared so much in this thread that it's like a crash-course in in-person selling.

When you go into describing the offers, do you try to do it all at once? That is, do you not let the other party speak until you have finished describing the offers, or do you stop in-between and make sure they are still following you?

Thanks so much for going in-detail with all of our questions!

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Unread 20th December 2011, 12:27 PM   #39
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Default Re: ***COLD CALLING 101*** - The "DOOR To DOOR" Kind.

I would make the pace a comfortable one that is always moving forward but give them room to be able to speak up if they wish. It will not change the pyschology of what is going on. Most of the time the prosepct will allow you to present it fully.

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Unread 21st December 2011, 09:06 PM   #40
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Default Re: ***COLD CALLING 101*** - The "DOOR To DOOR" Kind.

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Just a note on 3 choices:

I'm a firm believer in offering 3 choices. It's like a good, better, best proposition. Although it's absolutely true that we all like choices, we also don't like to be locked into a choice we make when there's something better we could have had.

To explain what I mean, I used to sell a product that had 3 payment options. The best option provided for a high level of protection. The better option didn't offer the high level of protection but allowed the customer to get that same level of protection once their payments had been enough to match what they would have had to pay for the best option (as a downpayment). The good option did not provide any level of protection but did allow the buyer to get the product on budget payments, and also gave them the option to upgrade to the better or best at anytime, for a fee.

I hope that's not TOO confusing, I got a little dizzy writing it, but I think what it says is that people always seem to want the best. They often say no because they can't afford it, or may not see the full value at that moment. By giving them a vehicle that allows them to get the best at some time in the future, it makes them feel that any decision (buying decision) is a good one.
Not confusing at all David, well atleast not to me. Great example of what a three choice method can do.

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Unread 21st December 2011, 09:29 PM   #41
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Default Re: ***COLD CALLING 101*** - The "DOOR To DOOR" Kind.

I used to do BtoB, door to door. I worked an area at a time so as to not waste time or gasoline.

The receptionist / secretary was the key to seeing the decision maker. When I couldn't see the decision maker, I always left a brochure or catalog to be forwarded to the decision maker. Of course, the key on the initial visit was to find out the name of the decision maker.

Within a day or so, I followed up with a phone call to the decision maker for an appointment. Sometimes it worked. Sometimes not.

What I liked best about 'cold calling' was that I had no expectations. I just worked the plan.
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Unread 22nd December 2011, 10:08 AM   #42
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I used to do BtoB, door to door. I worked an area at a time so as to not waste time or gasoline.

The receptionist / secretary was the key to seeing the decision maker. When I couldn't see the decision maker, I always left a brochure or catalog to be forwarded to the decision maker. Of course, the key on the initial visit was to find out the name of the decision maker.

Within a day or so, I followed up with a phone call to the decision maker for an appointment. Sometimes it worked. Sometimes not.

What I liked best about 'cold calling' was that I had no expectations. I just worked the plan.


Door to door is exactly that, working the plan. As in any type of marketing working the plan is the most vital key. No expectations keep the discouragement down.

One reason I have such good success rate is that I go in with an affiliate by name that is sponsoring what I do for a small fee. This affiliate is highly respected in the businesses I go into. They have nothing to do with what I offer. They are only there in name, but it buys me the few minutes I need to start my presentation.

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Unread 22nd December 2011, 08:08 PM   #43
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Default Re: ***COLD CALLING 101*** - The "DOOR To DOOR" Kind.

Michael, you mentioned asking questions. Could you go into more detail on exactly what kind of questions to ask, and how to ask them so as to maintain "flow" and not give the prospect a way to "get out" of the pitch?

This thread keeps getting better and better.

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Unread 23rd December 2011, 10:56 AM   #44
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Default Re: ***COLD CALLING 101*** - The "DOOR To DOOR" Kind.

Questions to ask?

Your questions should be proactive in nature. Brainstorm and think of all the questions, statements or objections that could come up in the initial conversation with your prospect. If you don’t have any, place a recorder on your next 5 to 10 conversations and you will find that most of the questions statements or objections are pretty much the same from person to person. Brainstorming with others is very beneficial as well.

Once you have this list form your initial statements and questions around that list. Bring up each subject before the prospect does. The fact that you are bringing their concerns to the table before they do tells them you understand where they are coming from. Also the fact that you organized theses question ahead of time means you already have the answers. This keeps you from being surprised as well.

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Unread 24th December 2011, 12:33 AM   #45
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Default Re: ***COLD CALLING 101*** - The "DOOR To DOOR" Kind.

thanks for this, cold calling is really my weakness, hope I improve it
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Unread 24th December 2011, 12:43 AM   #46
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Default Re: ***COLD CALLING 101*** - The "DOOR To DOOR" Kind.

@Michael Bucker - I love the idea of recording the presentation! It will
definitely assist us in getting feedback on what is or isn't working and
then eventually "perfecting" our presentation along the way!

Loving the advice guys, thank you so much!

~Jean~
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Unread 25th December 2011, 01:11 AM   #47
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Default Re: ***COLD CALLING 101*** - The "DOOR To DOOR" Kind.

Cold calling in person is terrifying for some. I managed a team selling security systems and the guy who had the distributorship was hiring everyone who applied. We had a single mom who desperately needed the money but was physically ill when we parked the van and gave her a partner to work with who was experienced.

You have to be able to look at it like it's a challenge. The same as applying for a job, writing an exam, making a good impression.

If they're qualified by phone it's so much easier when you're starting.

A point that I don't see mentioned whenever cold calling is discussed is that is that you have to be able to get yourself psyched up. It's lonely working on your own.

You need enough rest to be cheerful and feel on top of your game. After years in sales , it's interesting to see how different personalities get ready to sell.

I've seen guys drink 3 or 4 coffee before they're ready to sell. I've seen the team meeting every day that serves as a pep talk and an "upper".

The bottom line is that those who are successful can motivate themselves.

They've experimented and have found a ritual that works for them. They are the superstars.
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Unread 26th December 2011, 12:18 PM   #48
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Default Re: ***COLD CALLING 101*** - The "DOOR To DOOR" Kind.

Quote:
Originally Posted by free2bme View Post
@Michael Bucker - I love the idea of recording the presentation! It will
definitely assist us in getting feedback on what is or isn't working and
then eventually "perfecting" our presentation along the way!

Loving the advice guys, thank you so much!

~Jean~

You are welcome Jean, I actually used this method when I first got into sales and was serious about making changes. It is very affective as you will find.

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Unread 27th December 2011, 09:36 AM   #49
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Default Re: ***COLD CALLING 101*** - The "DOOR To DOOR" Kind.

Quote:
Originally Posted by Sue Bruce View Post
Cold calling in person is terrifying for some. I managed a team selling security systems and the guy who had the distributorship was hiring everyone who applied. We had a single mom who desperately needed the money but was physically ill when we parked the van and gave her a partner to work with who was experienced.

You have to be able to look at it like it's a challenge. The same as applying for a job, writing an exam, making a good impression.

If they're qualified by phone it's so much easier when you're starting.

A point that I don't see mentioned whenever cold calling is discussed is that is that you have to be able to get yourself psyched up. It's lonely working on your own.

You need enough rest to be cheerful and feel on top of your game. After years in sales , it's interesting to see how different personalities get ready to sell.

I've seen guys drink 3 or 4 coffee before they're ready to sell. I've seen the team meeting every day that serves as a pep talk and an "upper".

The bottom line is that those who are successful can motivate themselves.

They've experimented and have found a ritual that works for them. They are the superstars.


Though cold calling can be taught to anyone not everyone is willing to be taught, mostly out of fear. I have trained over 1,000 sales people over the last 10 years or so, and yes they all have their own patterns. Some are indeed to get them ready to sell, while others have created these habits out of fear of selling. We must make sure we are not the latter of the two.

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Unread 28th December 2011, 07:43 PM   #50
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Default Re: ***COLD CALLING 101*** - The "DOOR To DOOR" Kind.

Michael, you mentioned several times to record conversations.

Whether in person or on the phone, isn't it against the law to record a conversation without notifying the other party? I know sometimes on the phone I hear "this call is being recorded for "quality control purposes." Is this just a nicety, or is it required by law to notify the other person? Does it really matter if you're just using the recording for private purposes?

Thanks for clarifying.

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