G.U.T.S Sales technique? (telemarketing)

yong9999

Banned 12 years ago

[DELETED]

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jimbo13 12 years ago

If you are in the UK DO NOT do that.

Can't speak for the rest of the world.

Dan
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- StevieJK 12 years ago
  
  Originally Posted by jimbo13
  
  If you are in the UK DO NOT do that.
  
  Can't speak for the rest of the world.
  
  Dan
  
  I would second that!
  
  Maybe it works in the US, but in the UK I can imagine you will get more hangups than ever before.
  
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  David Miller 12 years ago
  
  Complete garbage. The only time that would work is in that video because it's rehearsed to work.
  
  I can't imagine a business person that wouldn't hang up on you if you did that. If you have something of value, you can let the business know in a professional manner.
  
  Thanks
  
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  The big lesson in life, baby, is never be scared of anyone or anything.
  
  -- FRANK SINATRA, quoted in The Way You Wear Your Hat
  
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bluecoyotemedia

12 years ago

try that approach in NY and you will not only get a hnag up you will first get a

F#*k You

but I do understand the confidence approach

Thanks
2 replies

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A clandestine group operating without any external intervention or oversight. Such groups achieve significant breakthroughs rarely discussed in public because they operate "outside the box".
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abbot Banned 12 years ago

That was kind of my take too. I couldn't imagine you being able to put a business owner down and then have them turn around and say "will you design my website"
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- The Sales Guy 12 years ago
  
  LMFAO!!! Claude Diamond That's a great phone name. I've heard some terrific ones throughout my career...
  
  Roy Hampton, David Bentley, Jack Beauchamp, Bill Dollars, Steve Silversmith, Gabe Trust.
  
  I'll probably get crapped on for saying this, but, this guy is a phone pro. A ringer. You can clearly tell from his inflection, voice, delivery, etc. Believe me, this guy's been around the block more than once. Of course, the "method" he's explaining is pure RUBBISH, and I would never advise anyone to use it.
  
  DO NOT follow the advice in this video! However, feel free to watch it for a good laugh.
  
  Thanks
  
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David Miller

12 years ago

Originally Posted by bluecoyotemedia

try that approach in NY and you will not only get a hnag up you will first get a

F#*k You

but I do understand the confidence approach

Calling this a "confidence" approach is far from accurate. If I had to give it a name it would simply be "stupid" and that's being kind about it.

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The big lesson in life, baby, is never be scared of anyone or anything.

-- FRANK SINATRA, quoted in The Way You Wear Your Hat

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RedShifted

12 years ago

Originally Posted by David Miller

Calling this a "confidence" approach is far from accurate. If I had to give it a name it would simply be "stupid" and that's being kind about it.

So then if a website sucks you should lie about it and pretend it looks beautiful?
As far as the first part of the call I would call that the "honest approach" if anything.

He's being a straight shooter, he's cutting through all the bs, he's engaging the customer, he's speaking their language, he's giving them value in the first few seconds of the conversation. Telling someone WHY their site sucks IS valuable information imo. Its called brutal honesty and if people are hanging up on you, you're not doing it right.

Just last week I did this on a guy who put an ad in valpak. Called him up and told him why his last ad sucked and what was wrong with it. Gave him a very specific list of reasons so he understood clearly what needed to be fixed. Guy wound up hiring me to do the work for him. All I had done was called him to tell him I haven't seen an ad that bad in years, what sucked, I was very specific, I was respectful to HIM (maybe not his ad) and he respected that in return. It always depends more on how something is said rather than what is said.

So I don't know. I think some people are bound to mess up everything they do, when on another hand a person with common sense and social skills should pull this off with no problem at all. (btw I am not referencing the second part of this call only the first, second part was definitely stupid, first part I think was just a casual straightforward way of getting people interested in what you're saying - as long as you don't go over the top there is absolutely nothing wrong or stupid about it)

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MonteMichaels

12 years ago

Originally Posted by RedShifted

So then if a website sucks you should lie about it and pretend it looks beautiful?
As far as the first part of the call I would call that the "honest approach" if anything.

He's being a straight shooter, he's cutting through all the bs, he's engaging the customer, he's speaking their language, he's giving them value in the first few seconds of the conversation. Telling someone WHY their site sucks IS valuable information imo. Its called brutal honesty and if people are hanging up on you, you're not doing it right.

I'm not saying to beat around the bush. It's great to be a straight shooter, but this guy is going beyond that and being condescending. I don't really care that he is apologizing for it either.

He is trying to make himself look like a game changer when he is not at all.

Thanks

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MonteMichaels

12 years ago

He probably does know what he is doing, and most likely it is working for him. The unfortunate part is that almost no one else will be able to make it work for them. There may be even a few newbies to the phone that will try it out and then tell us that phone sales do not work at all.

I have had a few TSRs over the years that were able to talk similarly to this. Some of them did not do too bad, and a few of them had massive heads because they were beating sales goals big time.

The biggest problem with those guys weren't the sales they were making, but the mental infections that they caused in my other callers. A few of the weaker callers would think that if they acted like them, they would make more sales. They of course wouldn't and would become even more frustrated at their sales abilities when they sold far less than before.

The next problem dealing with these callers is that they act like that all of the time. It does not matter who they are dealing with, they have a huge head that can't fit through an average door, so they think they are untouchable not matter what they do. Does not even matter if the client that they were calling for wanted it done a specific way, they were going to do it their way.

Those types are problems for everyone. In sports those types were called "cancer in the lockerroom".

Thanks
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kirbymarketingconcierge 12 years ago

what points are we missing here?

what can we learn from this.

from a positive viewpoint.
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- MonteMichaels 12 years ago
  
  Originally Posted by kirbymarketingconcierge
  
  what points are we missing here?
  
  what can we learn from this.
  
  from a positive viewpoint.
  
  From a positive point we can learn that just by having confidence we can make sales or set appointments. That is the real key. The guy did not have to go in and insult the owner to make a point.
  
  Sure you want to try to point out a few flaw, but there is no reason to make them feel like they are just dumb because they did it wrong.
  
  People like to work with those that are confident, but how many people are going to want to work with this guy and his attitude?
  
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kenmichaels

12 years ago

Yeah, you can tell hes been around a while.
His nick name is prob something along the lines of "Charge Back King"

What i cant believe, -- hes doing appointment setting ???

What gives? If you actually have skills its a complete waste of time.

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Jason Kanigan

12 years ago

The takeaway I suppose is that you should always be willing to walk away from the prospect. You are not a beggar come to beg for an order. If it's not a fit, you qualify them Out and walk.

You don't have to be a jerk. But remember that the control is all on your side of the table: as the salesperson, you always have the last word on whether you accept this prospect as a client or customer...or not.

Thanks
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David Miller

12 years ago

@Redshifted - You can be honest about how a website looks without being insulting and arrogant. Suppose the site was designed by his child or wife or himself.

There's absolutely nothing wrong with being direct and to the point but if you plan on any level of success you need to do it properly.

Frankly I believe this particular video is a joke and we are wasting valuable time discussing it. Like every other "silly" technique that pops up from time to time in the forum, too many people take it seriously when it's not.

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The big lesson in life, baby, is never be scared of anyone or anything.

-- FRANK SINATRA, quoted in The Way You Wear Your Hat

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MonteMichaels

12 years ago

Originally Posted by David Miller

@Redshifted - You can be honest about how a website looks without being insulting and arrogant. Suppose the site was designed by his child or wife or himself.

There's absolutely nothing wrong with being direct and to the point but if you plan on any level of success you need to do it properly.

Frankly I believe this particular video is a joke and we are wasting valuable time discussing it. Like every other "silly" technique that pops up from time to time in the forum, too many people take it seriously when it's not.

I don't see anything wrong with discussing why a certain technique would not work. To me it is just as productive as talking about the ones that do work for those on the forum.

At least this way we help to remove the doubt and save their time. Who knows how much time would have been saved by those that found this on youtube and were going to give it a try.

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rbecklund

12 years ago

I was watching some of his other videos and he isn't so much like this, he's more about psychology and keeping the prospect a little off balance to stay in control of the call. It is an interesting approach, but I definitely don't think you should be insulting. He does have some videos of real calls he makes, which are a bit more realistic.

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David Miller

12 years ago

Somewhere between the incredible Chutzpah of the video above, and this video of a salesperson on life support, there is a happy mid ground that works.

Actual Phone Calling - YouTube

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The big lesson in life, baby, is never be scared of anyone or anything.

-- FRANK SINATRA, quoted in The Way You Wear Your Hat

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MonteMichaels

12 years ago

Originally Posted by David Miller

Somewhere between the incredible Chutzpah of the video above, and this video of a salesperson on life support, there is a happy mid ground that works.

Actual Phone Calling - YouTube

I've had much worse than this calling for me. Even though this guy is not very good, he would still make money if he was working for himself.

Thanks
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David Miller 12 years ago

Originally Posted by MonteMichaels

I've had much worse than this calling for me. Even though this guy is not very good, he would still make money if he was working for himself.

Even a blind squirrel can find an acorn if he looks long enough.
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The big lesson in life, baby, is never be scared of anyone or anything.

-- FRANK SINATRA, quoted in The Way You Wear Your Hat
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marketerpro

12 years ago

I think it's still useful to see more extreme approaches like this. Most will never be able t apply this approach, as it takes guts. :-) It may also be very area-specific, and you would need an audience of prospects more used to that already.

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mojo1

12 years ago

Omg. I called an Indian food restaurant owner yesterday who does have an ad on a local coupon circular in my suburb that didn't have a website listed on it. I did my intro and learned that he does have a website that his son put up.

After learning he did have a website, I then shifted into a different gear and asked him if he was aware that his website was actually not listed on the ad that I found him on and that this is a big problem for him.

I went on to tell him that I've seen his coupon mailer for several months and I truly believed he is wasting tons of money if he isn't using his most valuable asset being his website address to which he agreed. I also told him how much money he's wasting each month in my particular apartment community as evidenced by the loads of coupon mailers trashed several days throughout the week here. Those mailers are literally hanging out of the large garbage bends in the mail area.

I painted a visual for this guy to the point where he asked if I could come out and meet with him. I then told him since he already has a website in place, I would send him out a report on his social presence which he said he would like to meet with me for.

I say all this to say, that I don't agree with being nasty or mean, however, tell the biz owner the truth which will cause him to perhaps want to learn how your solutions can help him improve his plight which is our job as consultants anyway.

Thanks

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xichabodx

12 years ago

Claude has been a creative real estate pro for the past 20+ years (he deals primarily with lease options & consulting). Offline marketing and website building isn't his specialty.

I shared this video on another forum a few months ago. True, his approach and choice of words may not jive with others here, but he knows what he's talking about when it comes to selling. I've spoken to him personally on the phone and he's pretty slick.

On the thought that someone's wife or son built their website (and it does, indeed, suck), then that's their problem. This is business...we're supposed to take it easy on them and not offer worthwhile, valuable services just because a relative built it? If anything, we'd be doing them a favor.

Again, I don't believe in this particular approach. Just saying that Claude was using this as an example, as he's not adept to the offline marketing lingo and approaches that many here are accustomed to. In this video, he sounds a bit green...even to the newbs, I'm sure.

One last thing, I'm pretty sure he's made more than the naysayers (combined & many times over) using his approach.

Thanks

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G.U.T.S Sales technique? (telemarketing)

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