Exploiting greed

The best thing to do is just learn a pitch that has a predictable results if repeated in a prescribed manner , a prescribed number of times... and master it till you bring the conversion higher and higher.

After about a thousand or 2 thousand calls you will be able to read a person from "hello".

The way telemarketers are able to do this (read people), is because they watch five personality types go by over and over, hundreds of times, thousands of times...it becomes predictable after all of that practice.

They eventually are able to recognize which one of those basic personality types they are talking to immediately, but until you get to that place, you have to count on the "action" alone to produce your results, and it will.

By the way, learning plato's five personality types wont help, because the responses each type displays are going to be relative to your pitch. Its not learned intellectually, its learned from practice. Suddenly an intuition starts kicking in about it. The five basic personality type responses you recognize in a "charity" call, are going to be different than the responses on a B2B call for web design or whatever... and they even vary in response to your own tone or style of speaking... so listening to someone tell you about Plato's theories isnt going to replace dialing alot.

You dont have time to intellectualize on cold calls, its alot of intuition...thats why a mindless pitch helps, so you dont have to do alot of extra thinking. You adjust your tone based on what you are "feeling". That sense develops with alot of dialing.

So anyway...

At first you do not cater to people by their personality, you just say your pitch and offer what you offer, and see who responds to it.

You arent trying to find a way to make yourself fit others, you are trying to find people who fit what you offer and they way YOU present... Thats kind of hard to determine if you dont have a strict way of presenting to help guide you.

You arent trying to fit into other peoples molds, you are trying to find people who fit into yours.

There's a reason; Because if you dont have clear direction of where you are trying to go, you often wind up nowhere.

This is why its best to write a script and stick with it...eventually you learn to read people and move with them, and fit into their mold a little bit, but at first you arent doing that, you are finding people who respond to what YOU are, and not the other way around. The rest comes with time and mastery.

Trust me, if you try to think too hard its going to be hard and your conversations will wind up anywhere and everywhere, all over the map, and if you DO get a deal, you wont know how to duplicate it...because you didnt follow a map to get there the first time.

Get a map (script) and follow it, then you will know how you got there, and you can go there again at will.

You will perfect it and hone it over time to convert even more.

If you spend your time trying to be all things to all people its hard, but if you are clear about YOUR OWN message, you will find the people who respond to and fit that much more easily, than you will be able to mold yourself to every individual.

Again, you will see the same personalities so many times, over and over, and over, that within a short time, you will be able to recognize someones vibe within a few words, and at that point you will naturally start responding to the various personalities.

Lots of dialing, is an excellent way to develop a keen sense of "empathy".

I think what you are really asking is "how do I develop a more keen sense of empathy".

Experienced telemarketers turn into "em-paths" after awhile through practice.

Honestly, by the time I make that judgement, I'm almost done selling. I'm too busy thinking ahead, matching what I have to them, asking questions....

I can tell if they are social quickly. If they are a blowhard, mean spirited, angry, wanting sympathy, craving attention, analytical, needing social proof... these things become apparent quickly.

But everyone has their own self interests in mind. Greedy? I never thought of it as a separate personality trait.

Again; the real question is "how do I develop empathy on the phone". It's done with lots of practice of talking to people and pitching.

Rome wasnt built in a day.

Another question (because nobody wants to think of doing thousands of dials...the thought of that looks like a daunting journey...):

"How do I make sales before I have thousands of dials under my belt, without all that experience?"

Answer:

Just make a few hundred, or even ONE hundred...and you will get a sale naturally, in a short time, quickly...then you will want to get another the same way... While you are making all these sales, you look up one day and you have done thousands of dials and you are THERE.

Do you mean, how do you pitch your pitch catering to the greed factor?


First you have to find out what they are greedy for.

Everyone is different, it maybe money, time, ego, children.

Each of those requires a different angle.

Or you can push the money angle, because that will
build their ego, give them time for the children and ultimately give them more free time.

Money is usually a safe bet to assume. It is also the easiest to pitch.

The best way to use fear is to combine it with greed. Use fear to stir their emotions, and use greed as a hook to pull them toward your solution or product.

Keep in mind, you must have credibility. For example, you could use current events or trends in the news to create fear. Let's say you are discussing your cruise vacations with a corporate travel buyer.

"Did you see the 60 minutes story about the lack of authorized doctors on cruise ships? Doctors were operating without a license! Our ship doctors are fully licensed just like your family doctor."

If you make statements like that, they must be true or you are just manipulating people. As long as you have credibility, fear is a powerful emotion. You'll know when to use it when you've done the homework to figure out what your prospects really want, and what they want to avoid.

'Specifically" the most effective way to exploit greed is to tell them what they ARENT getting...or what they are MISSING... Greedy people cant stand to know there is money on the table, and they cant get to it.

Even if YOU have money in your pocket, they arent happy for you, the only thing they care about is getting it into "theirs".

If they think there is money around, and other people are getting it, and they arent...that moves them. They think it should be theirs.

I have observed greed alot with wonder, because Im not greedy... I would just as soon give you my 20 bucks so you can quit salivating over it and be present in the moment with me. lol

I will withold money over principle, but not over greed. Likewise, half the things I do are for passion and not money.

In any event this disposition has caused me to observe greed alot, and ponder it.

If a rooster laid an egg on the pinnacle of a rooftop which way would it fall?