15 {{ upvoteCount | shortNum }}
15 {{ upvoteCount | shortNum }}

Best threads/posts by Jason Kanigan, Claude Whitacre, etc.?

by Scott Stevens
10 replies
Hi all,

I've been struggling getting my offline business off the ground, but that's mainly (due to lack of confidence/balls) because I haven't consistently prospected/followed-up, sticking to one method/plan.

I've been chopping and changing, from one method to the next, as a way to put off actually doing the work, and acting like I have a pair. But now I need to starting making money, or I'm in trouble...

So I have my product (websites/mobile as front end), and prospecting/pitching method (cold calling/walking in and showing mock-ups to businesses paying for advertising), now I need to consistently do this, because I know I'll get feedback/data from actually following this through on a daily/weekly basis.

I track everything. I'm not afraid of speaking to people. I have a structured weekly schedule that makes time for all the above. I just need to do the work.

I've unsubscribed from multiple WSO lists, so I stop getting pitched the latest shiny new method.

Now all I need is to improve is my sales chops, and from looking through the forum the last few days, for sales-related threads, it seems I am in good company. I have found threads/posts from Jason Kanigan and Claude Whitacre particularly insightful and useful. I've also read that kenmichaels, misterme and JD are also go-to gents regarding anything sales.

I know that my success will be determined by the consistency/persistency of my prospecting/following-up, and the honing of my sales skills. So if anyone has any saved/bookmarked threads/posts by the afore-mentioned gentlemen (and anyone else, for that matter), I'd greatly appreciate your sharing those links. I'll be going through the forum anyway to find their posts more as time goes on, but I thought it doesn't hurt to ask if anyone has any already saved/recommended.

Thanks in advance, and thanks to all the above for your wisdom generously shared on this forum.
#claude #claude whitacre #jason #jason kanigan #kanigan #kenmichaels #misterme #threads or posts #whitacre
  • Profile picture of the author Eddie Spangler
    Jason is itching for some gratitude so Im pretty sure he will gladly post at least a handful of his all time favorites for you before long.

    But in the meantime here is a pretty good video about cold calling.

    Signature
    Promise Big.
    Deliver Bigger.
    {{ DiscussionBoard.errors[7994046].message }}
  • Profile picture of the author Jason Kanigan
    I don't have to; it's been done

    http://www.warriorforum.com/offline-...click-see.html

    Thanks for the honorable mention, Eddie.
    Signature
    >> How To Grow Your Online Business [FREE Training Video, No Opt-In, from 10+ Year Vet]

    >> For Agency Founders: The Fast Shortcut To Selling SEO, Leadgen, Webdesign & Other Services
    {{ DiscussionBoard.errors[7994272].message }}
  • Profile picture of the author SashaLee
    Hi there,

    I would add Ewenmack to that list of go-to thread starters and contributors.

    All the best,

    Sasha
    {{ DiscussionBoard.errors[7994492].message }}
  • Profile picture of the author kenmichaels
    Originally Posted by Scotty Stevens View Post


    Now all I need is to improve is my sales chops, and from looking through the forum the last few days, for sales-related threads, it seems I am in good company. I have found threads/posts from Jason Kanigan and Claude Whitacre particularly insightful and useful. I've also read that kenmichaels, misterme and JD are also go-to gents regarding anything sales.
    The people you mention all talk sales. Not appointment setting.
    So your on the right track.

    also read some of what these guys post, Aron Doud / Rus Sells / Dan McCoy / Eddie spangler

    Originally Posted by Scotty Stevens View Post

    I know that my success will be determined by the consistency/persistency of my prospecting/following-up, and the honing of my sales skills. So if anyone has any saved/bookmarked threads/posts by the afore-mentioned gentlemen (and anyone else, for that matter), I'd greatly appreciate your sharing those links. I'll be going through the forum anyway to find their posts more as time goes on, but I thought it doesn't hurt to ask if anyone has any already saved/recommended.

    Thanks in advance, and thanks to all the above for your wisdom generously shared on this forum.
    I am going to give you the best advice i can right here.

    Lose the words "following-up" from your vocabulary. Until after you
    know what your doing, then you can make judgement calls about following
    up.

    Newbies get lost chasing rabbits. Most follow ups are a waste of time
    even the ones that your positive are going to sign up.

    So forget about them. Get the deal in your first call or visit.
    If you don't. Move on, and don't look back.

    You will learn and earn faster.

    I have always had a particular fondness for this thread.

    http://www.warriorforum.com/offline-...try-again.html
    Signature

    Selling Ain't for Sissies!
    {{ DiscussionBoard.errors[7995147].message }}
  • Profile picture of the author PanteraIM
    Threads are good for learning THEORY and gives you the right conceptual tools, but the only way you are going to increase your confidence is through success.

    You are what you think you are: if believe you are at a certain level of sales ability you will consistently perform at that level until you change your thinking ABOUT YOURSELF.

    You don't need more reading or tools or advice from people, you gotta earn your stripes on the phones, face to face or wherever. Either way you are going to fail over and over until you start making sales, either way you're going to run into the same obstacles and challenges NO MATTER WHAT you sell or how you do it.

    Make a written plan and set your goals for each week, rewrite your goals every day until you start believing that they're possible for you.
    Signature

    you cant hold no groove if you ain't got no pocket.

    {{ DiscussionBoard.errors[7997380].message }}
    • Profile picture of the author Jason Kanigan
      Originally Posted by PanteraIM View Post

      Threads are good for learning THEORY and gives you the right conceptual tools, but the only way you are going to increase your confidence is through success.

      You are what you think you are: if believe you are at a certain level of sales ability you will consistently perform at that level until you change your thinking ABOUT YOURSELF.

      You don't need more reading or tools or advice from people, you gotta earn your stripes on the phones, face to face or wherever. Either way you are going to fail over and over until you start making sales, either way you're going to run into the same obstacles and challenges NO MATTER WHAT you sell or how you do it.

      Make a written plan and set your goals for each week, rewrite your goals every day until you start believing that they're possible for you.
      It is easy to blow over Pantera's advice here, if you haven't done any calling yet.

      Those with experience know that it's true. Calling is work. I know I just turned a bunch more people off of calling with that sentence, but it's true. Calling is also something that virtually anyone can succeed at, if they put in the effort. You cannot say the same for those "magic bullet" click-a-tron WSOs that promise bountiful leads for a 2-minute investment.

      If you've ever watched a show like "Worst Cooks In America", you know how the newbies start out. They're afraid to boil water. They light things on fire, even when they're not meaning to flambe. They crash into one another at important moments, and their special dish ends up all over the floor.

      Their chef mentor works with them. Yes, some get cut from the show. But for those that stick, over time they develop skill. They learn to heat their pan up right away, even if they don't know what they'll need it for just yet. They learn the difference between chopped and juilenned, and they develop their knife technique. Formerly scary ingredients become familiar, and easily handled. Over the next bunch of weeks, the initially inept individual who didn't even deserve the label of "cook" has developed serious skill.

      And so it goes with making prospecting calls. You start out sucking, and you don't like it (me, too, way back when). That's because you don't know anything about it, and you don't have any skill. You screw up conversations and you have calls end abruptly on you. As time goes on, though, you develop some skill. You learn how to start a conversation so that a prospect will talk to you. You get comfortable talking about the previously frightening subject of money. You start to close deals, just like the amateur chef begins to make good meals.

      Yes. It takes time. It takes commitment. Dabble into either field and you won't get far. But for every 100 who give up, there is 1 individual who sticks with it--and develops a skill that generates them money for a lifetime. You can be 75 years old and make sales calls. And you can be 18 and make them effectively. But hopping from method to method, looking for that "easy button", won't get you there.

      My stats have demonstrated that only about 3% of Warrior Forum members are at least initially serious about learning how to make effective sales calls (obviously that % is higher here in the Offline section). Only a portion of them actually stick with it to develop the skill. And the bricks-and-mortar businesses I work with have plenty of salespeople who don't know how to get the right person on the phone, or start a conversation so that there IS a "rest of the conversation" (and this is their JOB!!). So when you enter into the commitment to develop your phone and face2face sales skills, and see the commitment through, you are going to find yourself well ahead of 90%+ of the salespeople out there...and in only a few months.

      Most importantly, you'll develop the belief that you can make sales. Any time you want. And that you deserve to make them.

      Is it worth it? Only you will know.
      Signature
      >> How To Grow Your Online Business [FREE Training Video, No Opt-In, from 10+ Year Vet]

      >> For Agency Founders: The Fast Shortcut To Selling SEO, Leadgen, Webdesign & Other Services
      {{ DiscussionBoard.errors[7997466].message }}
      • Profile picture of the author Scott Stevens
        Originally Posted by PanteraIM View Post

        Threads are good for learning THEORY and gives you the right conceptual tools, but the only way you are going to increase your confidence is through success.

        You are what you think you are: if believe you are at a certain level of sales ability you will consistently perform at that level until you change your thinking ABOUT YOURSELF.

        You don't need more reading or tools or advice from people, you gotta earn your stripes on the phones, face to face or wherever. Either way you are going to fail over and over until you start making sales, either way you're going to run into the same obstacles and challenges NO MATTER WHAT you sell or how you do it.

        Make a written plan and set your goals for each week, rewrite your goals every day until you start believing that they're possible for you.
        I've seen some of your threads, Pantera, and you really seem like you've taken the calling bull by the horns, and are reaping the benefits. I salute you. Thanks for the feedback, here.

        Originally Posted by Jason Kanigan View Post

        It is easy to blow over Pantera's advice here, if you haven't done any calling yet.

        Those with experience know that it's true. Calling is work. I know I just turned a bunch more people off of calling with that sentence, but it's true. Calling is also something that virtually anyone can succeed at, if they put in the effort. You cannot say the same for those "magic bullet" click-a-tron WSOs that promise bountiful leads for a 2-minute investment.

        If you've ever watched a show like "Worst Cooks In America", you know how the newbies start out. They're afraid to boil water. They light things on fire, even when they're not meaning to flambe. They crash into one another at important moments, and their special dish ends up all over the floor.

        Their chef mentor works with them. Yes, some get cut from the show. But for those that stick, over time they develop skill. They learn to heat their pan up right away, even if they don't know what they'll need it for just yet. They learn the difference between chopped and juilenned, and they develop their knife technique. Formerly scary ingredients become familiar, and easily handled. Over the next bunch of weeks, the initially inept individual who didn't even deserve the label of "cook" has developed serious skill.

        And so it goes with making prospecting calls. You start out sucking, and you don't like it (me, too, way back when). That's because you don't know anything about it, and you don't have any skill. You screw up conversations and you have calls end abruptly on you. As time goes on, though, you develop some skill. You learn how to start a conversation so that a prospect will talk to you. You get comfortable talking about the previously frightening subject of money. You start to close deals, just like the amateur chef begins to make good meals.

        Yes. It takes time. It takes commitment. Dabble into either field and you won't get far. But for every 100 who give up, there is 1 individual who sticks with it--and develops a skill that generates them money for a lifetime. You can be 75 years old and make sales calls. And you can be 18 and make them effectively. But hopping from method to method, looking for that "easy button", won't get you there.

        My stats have demonstrated that only about 3% of Warrior Forum members are at least initially serious about learning how to make effective sales calls (obviously that % is higher here in the Offline section). Only a portion of them actually stick with it to develop the skill. And the bricks-and-mortar businesses I work with have plenty of salespeople who don't know how to get the right person on the phone, or start a conversation so that there IS a "rest of the conversation" (and this is their JOB!!). So when you enter into the commitment to develop your phone and face2face sales skills, and see the commitment through, you are going to find yourself well ahead of 90%+ of the salespeople out there...and in only a few months.

        Most importantly, you'll develop the belief that you can make sales. Any time you want. And that you deserve to make them.

        Is it worth it? Only you will know.
        Fantastic post, really. Thanks for that. I'll re-read this again. This has given me food for thought.
        Signature

        Yours in prosperity,
        Skochy - The Musical Salesman

        {{ DiscussionBoard.errors[7997602].message }}

Trending Topics