anybody want to talk sales?

11 years ago

It may be too early in the morning for this but here's one: I was talking to someone about one-call closes. This was a regular citizen, not a business. They find it hard to believe sales are made in one call. I think some people here think the same.

It's actually a long process. But I can't explain it or do it enough. Can you explain the basic layout of the one-call close and how you do it? I understand if you can't, but I think people would find it useful.

Thanks
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kenmichaels

11 years ago

Originally Posted by joe golfer

It may be too early in the morning for this but here's one: I was talking to someone about one-call closes. This was a regular citizen, not a business. They find it hard to believe sales are made in one call. I think some people here think the same.

It's actually a long process. But I can't explain it or do it enough. Can you explain the basic layout of the one-call close and how you do it? I understand if you can't, but I think people would find it useful.

That is a long process to type out. Let me think on how to best
answer.

I will say one thing first about anyone not believing in the ability to one-call close
( over the phone or in person ) is just deluding them selves.

The proof is everywhere ... from old school bible / encyclopedia sales.
to the phone company up-selling you / vacuum presentations,
credit card companies ... and so many, many different products.

I have a hunch it is more about self doubt, or product product doubt / value
over anything else.

Meaning, IF you don't believe in your product or service,
then of course you feel it will take many conversations .... because ...
you feel like you need to convince them ... twist their arm .. or possibly scam.

but if you DO believe in your self, your product or service,
the mentality ... is of course they will buy ... right now.

To take that a step further. I believe many people here in WF.

Don't really understand the product they are selling
Don't really understand the real benefit of their product.
Don't understand what THEIR value as a vendor is.

Then you have people selling ( or attempting to sell ) services
piggy backed off of third parties.

One third party who doesn't want people to do it ( SEO ... g stuff )
I think any one selling that has to have fear in the back of there mind ...

what if i sell it ,,, and everything changes ...

To me that all adds up to self doubt,

and of course, you cant sell anything feeling like that.

I will come back and answer your actual question in a little while.

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socialentry

11 years ago

What if you happen across a prospect that listens to your pitch/presentation only to show off

("Oh I did blah blah blah blah blah without XYZ", "I beat my former advisor at his own game")?

I was told to simply ditch them because they have too much ego but what do you guys think?

Thanks
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kenmichaels

11 years ago

Originally Posted by socialentry

What if you happen across a prospect that listens to your pitch/presentation only to show off

("Oh I did blah blah blah blah blah without XYZ", "I beat my former advisor at his own game")?

I was told to simply ditch them because they have too much ego but what do you guys think?

If you qualify them and find out what there pain point is

BEFORE

pitching them, you will never run up against that. Ever.

If they don't have any pain points, then they were never going to be a client anyway.

That is why you always hear the pros exchanging qualifying advice with
each other.

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Aaron Doud

11 years ago

Originally Posted by socialentry

What if you happen across a prospect that listens to your pitch/presentation only to show off

("Oh I did blah blah blah blah blah without XYZ", "I beat my former advisor at his own game")?

I was told to simply ditch them because they have too much ego but what do you guys think?

I take this to mean a guy who likes to do it himself and that strokes his ego?

Depending on the guy and the situation you might want to out ego him.

For example I'm a car guy. If I met another car guy like this my conversation might go something like this.

Me: "I understand completely the satisfaction of doing it yourself. But John let me given you another way to think about this. We both love cars. You know that satisfaction you get on a Saturday when you spend 4 hours detailing your car (I would use the car name)?"

John: "Yeah I love making my car shine for the Sunday drive"

Me: "Well John he's the thing..... Honestly I don't. I literally don't know what that feels like and here's why. I bought my Vette to drive. I'm a busy man as I am sure you are. Sure I could spend my Saturday cleaning her up and making her spotless and I am sure I would do a good job. But if I have free time I'd rather drive her.

And I know there are people who do detailing for a living. I know they can do it better than me. And when you think about what your time is worth they can do it cheaper as well.

So John if you can find someone to handle ______ and they can do it better, faster, and cheaper than you can do it yourself why wouldn't you let them do it?"

Not sure how many of you are car guys but what I just said there was a shot across the bow. I might piss him off but I might just make him realize that "not doing" shows more about his ego than "doing" ever could.

It's risky but if I know the guy isn't going to buy because he is a DIYer why wouldn't I point it out. Everything I said was truthful. Other than minor cleaning I would never clean my own car as I can get someone to do it better and cheaper.

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Claude Whitacre

11 years ago

Originally Posted by socialentry

What if you happen across a prospect that listens to your pitch/presentation only to show off

("Oh I did blah blah blah blah blah without XYZ", "I beat my former adviser at his own game")?

I was told to simply ditch them because they have too much ego but what do you guys think?

There are a couple of ways to understand your question. I've had people make appointments with me under false pretenses. Usually Sales Managers wanting to hire me. As soon as I find out, I leave. Not even explaining why.

But if a guy has a huge ego? And he wants to prove he's smarter, more macho, a better salesman than I am? It's just part of the selling process.

I go through three steps...then they complain about a previous experience, brag, yell, cry, spread gossip, whatever...and then I go on to step 5. Them bragging is simply step #4.

I never think about it. It's all mechanics and directing the flow.

I've sold a few guys that I've hated. Stupid people that brag and are bigots are the worst for me. But you know what? I'm not there to educate them. I'm not going to argue with them, I'm just going to use whatever I get from them as energy to help get the sale. I leave when I think that I can't get a sale. I don't leave because he's a moron.

They may be throwing punches, but it's always at empty air.

And people who brag are weak. Bragging is a sign of weakness, not strength.
And the hardest shell protects the softest yoke. (egg reference)

For the first 15 years I was married (to my current and final wife), I'd come home from selling, and she would ask "So, how did you do?" I would say "Three", "Two", "One", or "None"...and that would be all I said about it. It's not something I ever thought about.

Even now, when speaking in front of groups of business owners...
She asks (Over the phone. She won't go with me on these) "How did you do?"

And I give her a number. She doesn't ask if I got a standing ovation, because she knows I don't care. I just care about the results. I do care about delivering value.

Anyway, the thrust of this post is to not take a prospect's actions personally.
If he's a jerk, believe me...he was a jerk before you got there.

Added later; SocialEntry; If you meant because they would be a painful client....I charge enough so that I will put up with a lot. I've never had a client talk to me angrily or try to prove he's smarter than I am.

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Claude Whitacre

11 years ago

Originally Posted by joe golfer

It may be too early in the morning for this but here's one: I was talking to someone about one-call closes. This was a regular citizen, not a business. They find it hard to believe sales are made in one call. I think some people here think the same.

It's actually a long process. But I can't explain it or do it enough. Can you explain the basic layout of the one-call close and how you do it? I understand if you can't, but I think people would find it useful.

I get that question, but I have a different question; Why would you take multiple visits to close a sale? What are you not doing the first time, that you add later?

I've made about 6,000 personal one on one sales to consumers for a product over $1,000. I've never made two calls to close. One call.

My relatives an others ask me how I sell in a couple of hours. Think;

How many times do you need to watch a movie before you know if you like it or not?
How many times do you need to hear a joke before you laugh?

How many times do you have to taste a new beer before you know if you like the taste?

Have you ever had a first date where you kissed at the end? Really? Only one date? That's a one call close.

It doesn't take multiple presentations to make sales. The "Multiple calls to close a sale" idea was created by weak salespeople who aren't selling...they are just visiting, until the prospect demands that they be allowed to buy.

I've seen it..through tears of anguish.

Now I sell a $6,000 up front Marketing package. It would simply never occur to me to make more than one call. And I never have...and never will.

The only exception (Not for me) is if you go in knowing that there is going to be multiple committee meetings...but I don't sell corporate jets...and neither do you.

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DaniMc

11 years ago

Originally Posted by Claude Whitacre

I've made about 6,000 personal one on one sales to consumers for a product over $1,000. I've never made two calls to close. One call.

My relatives an others ask me how I sell in a couple of hours.

Great points Claude. One of my first sales jobs was in the home for a $5,000 product. We bribed our way in with a crappy free gift. The presentation always took about two hours. But many times, after that two hours, I was walking away with $5,000 from someone I had never met and would never see again.

Many sales people are just wasting time visiting the same prospects over and over because it feels safe.

What these people need to realize is that it is NOT safe. It's not safe for your income, your home, your family, your ego, or your future.

It takes much more work to explain to your family why you are barely getting by than it does to make the sale and go visit another prospect.

The stress of being broke is much harder than the stress of making new sales.

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digichik 11 years ago

Originally Posted by Dan McCoy

The stress of being broke is much harder than the stress of making new sales.

AMEN.

Dan, you have this great way of getting to the essence of a solution.
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Claude Whitacre

11 years ago

Originally Posted by Dan McCoy

Many sales people are just wasting time visiting the same prospects over and over because it feels safe.

What these people need to realize is that it is NOT safe. It's not safe for your income, your home, your family, your ego, or your future.

It takes much more work to explain to your family why you are barely getting by than it does to make the sale and go visit another prospect.

The stress of being broke is much harder than the stress of making new sales.

Dan; I agree with Digichick. You have a real way of expressing things.

Selling a high ticket item (or service) on one call is counter intuitive.
There is tremendous social and cultural bias against asking people for money.

I believe less than one in a thousand are really cut out for it.
And, as much as I hate to say it...for most, the pain of closing a sale has to be less than the pain of being broke.

When I had an office with salespeople, I had a large board on the wall with every salesperson's name, daily presentations, and daily sales. The boxes were small for one reason. There was no room for a story.

To me, the stories made no difference. At the end of the month, ten sales were ten sales. And virtually every time a sale was missed, the reason would be that it was the prospect's fault, the appointment setter's fault, or the timing was wrong.

Nobody ever said "I didn't sell them because I didn't know how to answer their questions and close"

I would tell our new guys "15% of the people you see will buy no matter what. No matter how badly you screw it up, they will still buy. 20% will not buy no matter what. Nothing can be done" The other two thirds are up to you. There were all qualified prospects.

How did I get those figures? I closed 80%, at the height of my ability. 41% was the office average (including my sales), and 15% was what a newbie sold on cold prospects.

This was in home sales.

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DaniMc

11 years ago

Originally Posted by Claude Whitacre

I believe less than one in a thousand are really cut out for it.
And, as much as I hate to say it...for most, the pain of closing a sale has to be less than the pain of being broke.

Thanks Claude.

If your 1/1000 figure is accurate, that would explain why it is not so difficult to do well selling.

Although, I don't think this is isolated to selling. Every sector of society is filled with those will not work hard enough to stand out. That is the very definition of "average."

While people run around scared of how the future will look, I have the firm belief that no matter what happens, there will always be people who have more than others - and I intend to always be one of them. It doesn't take genius, it only takes commitment.

Success is simple, but it ain't easy!

I am excited going into a sale because I have what this person needs. My product is what is best for them and they simply must have it!

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mjbmedia 11 years ago

Originally Posted by Claude Whitacre

And, as much as I hate to say it...for most, the pain of closing a sale has to be less than the pain of being broke.

for many, selling is 'hard work', and once the sale is made is when the 'real hard work' starts, so for many, that's just too much hard work to stomach.

If you enjoy both aspects, selling and delivering (doesn't have to be the technical stuff , just the building relationships with clients and helping them implement your strategies into their business, all the other stuff can be outsourced/outstaffed) .

If you enjoy both aspects then you will win, it's a gimme, you might not make millions without some refinement in skillsets and attitude etc but you will win

If you only enjoy one of the two aspects, you will struggle somewhat though have some success. If you enjoy the selling but not the delivering then every time you get close to a close you'll be thinking, 'yeh but do I really want to do what comes next?' , and of course if you don't enjoy the selling part then you may never get near a close (though you could get others to sell on your behalf and accept the issues that could come with it)

If you don't enjoy either aspect, then WTF are you even reading this for!

let me add, when you are first starting off, I remember just!, its all 'new' it's all gotta be set up, all the processes , nothings automated yet, so if you win your first sale you got to do everything for maybe the first time , agreements, planning for that individual business, invoicing, getting the work actually agreed and done on time and at price, it can all be new, maybe scary, certainly time consuming the first time as everything has to be set up from scratch and for your first client that can seem like a whole bunch of crap you have to sift through to deliver and make them happy , for your first client it can make you wonder whether its even worth the hard work, answer is no it isn't, not for the first client, maybe even the first 10 clients as you tweak the way you do things to better streamline and automate your processes, but there comes a time, hopefully real soon, that things become natural, you win a sale, the processes flow and the end product is delivered hassle free , a happy client and you barely even noticed it happening.

Guys and girls, it so IS worth the hard work , grin and bear it, just do it, or get someone else to do it and either charge more or take home less but have more time to build the business, but just do it!
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KingOfContentMarketing

11 years ago

Originally Posted by Claude Whitacre

Now I sell a $6,000 up front Marketing package. It would simply never occur to me to make more than one call. And I never have...and never will.

Good stuff and a great record. Let me build on that. I get the feeling from some of the responses on different threads in the offline section through the years that some newbie offliners don't think think one-call closes can be done because they've never been shown how. I don't know if there are any WSOs on it because I rarely travel over there.

So if you are starting in offline and don't have a sales background, you may understand all the things you just mentioned as true and good, but are not sure how to do it. I close one-call sales all the time. But I can't really explain the process. (My style is too personality-based).

Another way to look at it: If everything a new offliner reads is about setting up an appointment to make a sales call, they may not understand how you actually make the sale in the very first call without going the extra stage of setting up an appointment. Know what I mean?

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Claude Whitacre

11 years ago

Originally Posted by joe golfer

Good stuff and a great record. Let me build on that. I get the feeling from some of the responses on different threads in the offline section through the years that some newbie offliners don't think think one-call closes can be done because they've never been shown how. I don't know if there are any WSOs on it because I rarely travel over there.

So if you are starting in offline and don't have a sales background, you may understand all the things you just mentioned as true and good, but are not sure how to do it. I close one-call sales all the time. But I can't really explain the process. (My style is too personality-based).

Another way to look at it: If everything a new offliner reads is about setting up an appointment to make a sales call, they may not understand how you actually make the sale in the very first call without going the extra stage of setting up an appointment. Know what I mean?

Joe Golfer: I absolutely know what you mean. I have a partial answer that will not be helpful to most here. I eventually learned that it helped dramatically if the new people were shown repeated one call sales. I would take a person with me on ten sales. It may take 12-15 presentations, but they would see ten one call sales.

This proved that it was possible. It proved that making sales was the natural thing to expect. It proved that people bought the first attempt.

So it would help the new person in one of two ways; 1) they would quit because they would hate what they saw. or 2) it would change their expectations.

Now, they still needed lots of training, to get to what would call average. But it shortened the learning curve.

None of what they learned from going with me on an appointment could be taught in a class. There are simply truths that aren't believed at the beginning.

My style used to be almost entirely personality based too. It still is, but to a lesser degree. I had to break down what I was doing and how it worked.

It's worth the exercise even if you have no new people to train.

Knowing why something works and why something doesn't teaches you far more than just a technique. If you know the "Why", now you know 1,000 other ways to incorporate the "Why".

OK, I have to get back to work.

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KingOfContentMarketing

11 years ago

Originally Posted by Claude Whitacre

None of what they learned from going with me on an appointment could be taught in a class. There are simply truths that aren't believed at the beginning.

My style used to be almost entirely personality based too. It still is, but to a lesser degree. I had to break down what I was doing and how it worked.

It's worth the exercise even if you have no new people to train.

Yeah, I know what you mean. I couldn't possibly put in the effort I do unless I kept it entertaining. I mean, I modify my style to the buyer's personality type (DISC,etc) and make sure the sale moves along and closes. But after decades of calls, I gotta be me. (SING it Sammy: "I gotta be me!")

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KingOfContentMarketing

11 years ago

Originally Posted by Claude Whitacre

Now I sell a $6,000 up front Marketing package. It would simply never occur to me to make more than one call. And I never have...and never will.

I follow you. Let's say you sell offline services in one town--this is just a hypothetical, I'm trying to think line an offliner here that never asks these questions--does this mean you'll never recontact a guy or girl who was "on the fence" but didn't buy?

Wouldn't you make even more sales if you called them back in a month with a new model, new incentive program or new product bundle--anything to reopen the conversation?

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Claude Whitacre

11 years ago

Originally Posted by joe golfer

I follow you. Let's say you sell offline services in one town--this is just a hypothetical, I'm trying to think like an offliner here that never asks these questions--does this mean you'll never recontact a guy or girl who was "on the fence" but didn't buy?

Wouldn't you make even more sales if you called them back in a month with a new model, new incentive program or new product bundle--anything to reopen the conversation?

Nobody is on the fence when I'm done. Either they start pulling away, and I stop...or they start coming towards me, and I keep at it. But really, at the end of the presentation, they know which way they are leaning.

The exception (for me) is when I'm speaking. Sometimes they didn't get a chance to ask questions. If they show interest, but don't commit right there, I'll call them a day or so later. And the first 10 seconds or so of that call tells me whether it's a sale or not. This is very rare. Maybe 3 times in my life, have I made a later call.

Call them back with a different offer? No. Would I make more sales? Yes, but now I'm in "How about this deal?" mode.

If your selling ability is at a peak, you'll get plenty of clients that are excited to do business with you.
Would I make more sales if I chased them? Sure. But not many, and I don't need to.

Most salespeople make the majority of their sales after repeated calls.
Let's say they are selling offline services. If you are making repeated calls, that means that you are waiting for the prospect to eventually warm up to you. Sometimes that happens.

But I create heat. And after I'm done with a presentation, they start cooling off. With repeated calls, you are stuck with talking about price, what you deliver, comparisons to other services. Now your just giving information.

When I'm done, their heart is beating faster, they are excited. And they will never be like that again (with my offer). That's why repeated calls are ineffective. Every time I call again, they are less interested, not more.

About 10% of an audience buys from me when I'm speaking. I could get that to 15% maybe, but with 5 times the effort.

And in one on one selling? I get 80% to buy right then. I can live without chasing the other 20%.

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Climb Online

11 years ago

Originally Posted by Claude Whitacre

When I'm done, their heart is beating faster, they are excited. And they will never be like that again (with my offer). That's why repeated calls are ineffective. Every time I call again, they are less interested, not more.

Wicked man, your not just selling, you are hypnotizing the poor *******s!

These are proven techniques in mind control and getting people to do what you want them to through story telling and transference.

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Claude Whitacre

11 years ago

Originally Posted by susie haynes

Wicked man, your not just selling, you are hypnotizing the poor *******s!

These are proven techniques in mind control and getting people to do what you want them to through story telling and transference.

I hope you are joking, but it's closer to true than you might think.

I'm very familiar with how hypnosis really works. I have a close friend who was a Las Vegas stage hypnotist for about 10 years and then had a hypnotherapy practice. We've had long discussions about marketing-selling-hypnosis.

Hypnotic subjects believe everything the hypnotist says. In great selling, the prospect needs to believe you in every way. This isn't though tricks and mind control. It's through positioning, language, how you answer questions, and body language. Almost all of this is unconscious on my part and the buyer's part.

Great selling is great acting. Great selling is providing clarity.
If I absolutely understand what they want, and they absolutely understand what I'm doing for them...a sale is the natural result.

Susie; I hope you don't think I'm doing something wrong, because it's the opposite.

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Climb Online 11 years ago

Originally Posted by Claude Whitacre

Susie; I hope you don't think I'm doing something wrong, because it's the opposite.

Not at all, I do the same myself, and indeed I was joking. I have not had the good fortune of knowing someone like that, but am keen student of the art.
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- ewenmack 11 years ago
  
  About the one call close.
  
  I've experienced different types of one call closes.
  
  One where the caller responded to an ad.
  After verbal agreement to go ahead and buy,
  still had to get her to drive to the bank and deposit money
  into my bank account. Then get her to phone back with deposit number
  so I could verify before I sent out her weight loss product.
  
  This was way back in the late 80's.
  
  The other type was where people would phone in and wanting a quote.
  I needed to go on site and close there. Never occurred to me
  you wouldn't close then and there.
  
  The other is where prospects using a similar
  product and seeing if I can get them a better deal.
  
  They mostly don't hand over the money then because
  they have enough stock to keep them going for a while.
  And you really can't say they are closed until the order is placed.
  
  In summary there is 4 types of situations...
  
  1 You generated the phone call and close over the phone.
  
  2 Generated the phone call and go quote on site and close there.
  
  3 Go in cold where they are using a similar product or service and seeing
  if you can get them a better deal.
  If you can get them a deal and make a good profit yourself
  at the same time, then close them right then.
  
  4 Go in cold where they aren't using a similar service or product
  and close them.
  
  Number 4 situation is going to be tougher.
  
  Best,
  Ewen
  
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bob ross

11 years ago

I have been one-call closing since I was 23 (I'm 32 now) and my wife's mother still refuses to believe that anyone spends thousands of dollars on a first visit.

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Aaron Doud

11 years ago

Originally Posted by bob ross

I have been one-call closing since I was 23 (I'm 32 now) and my wife's mother still refuses to believe that anyone spends thousands of dollars on a first visit.

I always ask people like that how many times they visit a dealership to buy a car. The vast majority only visit one time. There really is no difference.

The only "difference" is the car buyer knew they wanted the car before they came in while the people you are closing likely didn't even know the service or product existed.

But either way if you find something you want why would you want to wait to buy it? As a buyer it makes no sense to wait. Why sellers want to make buyers wait is beyond me.

Once I am interested (and if you can't build interest in one call how can you build interest in multiple calls?) I want to buy so let me.

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Rus Sells

11 years ago

Bullet point list on the premise you've been invited and there's already interest and need. I'm to lazy this morning to outline what I call an ice cold one call close sales call. LOL

1. Introduction
2. Build report / be funny
3. Educate educate educate
4. Build a little more report / be funny
5. Present offer from the perspective of, "this is how we do it with all our clients".
6. Ask for the business and get the check.

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mjbmedia

11 years ago

How about if you phone a cold prospect , and they say they cant talk to you right now as they're 'stuck behind their computer for the next 12 hours or so'?

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cshilling22

11 years ago

Most people assume that everyone else is just like them, and they do not understand when they are not. The people that are saying they do not believe that you can make a one call close are the people who believe that they would never buy something after one call. Since they believe that about themselves they believe that the same fact applies to everyone else. We all know that is not true.

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TheBigBee

11 years ago

I prob could not hold a candle to you Ken, but my success in sales has come from my affability and natural ability to emphasize. In short, I sell me and they get my services as a bonus. It's the only way I know how.

I learned this as a door knocker. Folks would close themselves. "Can I pay you in cash?" Uh yeah...

In short, you don't even need sales skills if you're a highly like able person. Imagine if George W. Bush went into sales instead of politics! More realistically, being the type of person that makes people curious to know you helps..

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Claude Whitacre

11 years ago

Originally Posted by TheBigBee

I prob could not hold a candle to you Ken, but my success in sales has come from my affability and natural ability to emphasize. In short, I sell me and they get my services as a bonus. It's the only way I know how.

I learned this as a door knocker. Folks would close themselves. "Can I pay you in cash?" Uh yeah...
In short, you don't even need sales skills if you're a highly like able person. Imagine if George W. Bush went into sales instead of politics! More realistically, being the type of person that makes people curious to know you helps..

I am SOOOO glad you brought this up.

Being affable is a skill. It takes a complex series of nonverbal mental processes...before you talk, and are affable. It feels natural to you, because it's now hardwired into your brain. But you are more than that.

When I started out selling, I knew nothing, but I was funny. But I was funny all the time. In short doses, it's entertaining, after an hour it's irritating.
I had to train myself to concentrate on the methodology of selling.

So you aren't just affable. You use it to your advantage, but there is more to it. There is technique in what you do. It just may not be thought of that way.

The truth is, almost no sales are made because someone likes you. Maybe a $10 trinket..or maybe a sale to your Mother..but that's about it.

I don't know you, but you must also be coming off as trustworthy and wanting to help. Affable isn't enough. You were selling, you just think of it a different way.

You said: In short, you don't even need sales skills if you're a highly like able person. . No, that's not true. I've had over a thousand new salespeople come through my door (that I trained for myself and others). Maybe 20% were extremely likable. They did have an advantage.
But it was never enough. Being "Unlikable" will kill a sale, but if you are asking for any real money, you have to also be trusted, show value, answer questions with answers that further the sales, and ask for the business as though everyone buys.

Willie Loman was well liked. You're more.

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TheBigBee

11 years ago

Originally Posted by Claude Whitacre

I am SOOOO glad you brought this up.

Being affable is a skill. It takes a complex series of nonverbal mental processes...before you talk, and are affable. It feels natural to you, because it's now hardwired into your brain. But you are more than that.

When I started out selling, I knew nothing, but I was funny. But I was funny all the time. In short doses, it's entertaining, after an hour it's irritating.
I had to train myself to concentrate on the methodology of selling.

So you aren't just affable. You use it to your advantage, but there is more to it. There is technique in what you do. It just may not be thought of that way.

The truth is, almost no sales are made because someone likes you. Maybe a $10 trinket..or maybe a sale to your Mother..but that's about it.

I don't know you, but you must also be coming off as trustworthy and wanting to help. Affable isn't enough. You were selling, you just think of it a different way.

You said: In short, you don't even need sales skills if you're a highly like able person. . No, that's not true. I've had over a thousand new salespeople come through my door (that I trained for myself and others). Maybe 20% were extremely likable. They did have an advantage.
But it was never enough. Being "Unlikable" will kill a sale, but if you are asking for any real money, you have to also be trusted, show value, answer questions with answers that further the sales, and ask for the business as though everyone buys.

Willie Loman was well liked. You're more.

Awesome feedback as per usual. We can probably go on for days on end on here about this... But when I said be like able, I didn't mean JUST the "entertaining" kind of like able. You remember that video someone shared recently with a guy who was selling cleaner door to door? It was a great SHOW. He put on a show that the folks liked... My style is to use laughter to break the ice, then I move right into; "I will make you love me where you will donate bone marrow if I so needed it" mode.

I don't force it. I really am intrigued by people. I like meeting new people, so I never have to fake genuinely taking an interest in them... It's why I know half the stuff I know now, lol....Does it work all time, NOPE. But enough...

Like you said, being with someone for 10 mins during a sales presentation may be a great experience - after an hour, you want your money back as you wring the guys' neck!

See, that sort of like-ability is not genuine. It's fake. It's entertainment. It works up until a certain price point ($200 is probably as far as you can go with that act.)

The like-ability I am referencing, and why I brought up George W. Bush - (Reagan would be a much better example), in particular is the kind of like-ability that has it so that people feel they connected with you. Before Reagan was a politician he was a salesman. He got jobs he wasn't even qualified for (GE Rep, Gov. etc) because he was like-able and he sold his like-ability at a premium.

If I had the like-ability Reagan had, I'd be releasing a WSO each week with guaranteed 500k in sales every time!

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Claude Whitacre

11 years ago

Originally Posted by TheBigBee

The like-ability I am referencing, and why I brought up George W. Bush - (Reagan would be a much better example), in particular is the kind of like-ability that has it so that people feel they connected with you. Before Reagan was a politician he was a salesman. He got jobs he wasn't even qualified for (GE Rep, Gov. etc) because he was like-able and he sold his like-ability at a premium.

"in particular is the kind of like-ability that has it so that people feel they connected with you. ".

That's it! It's still a highly developed set of skills that you have internalized.

I never developed that. I don't feel it, and I can't fake it. I have to rely on everything else at my disposal.

But having people connect with you is the single most important part of sales. Ken Michaels has it. Most great salespeople have it.
It's far deeper than being liked.

And your earlier post: "I will make you love me where you will donate bone marrow if I so needed it" was insightful and made me laugh out loud.

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kenmichaels

11 years ago

Originally Posted by TheBigBee

I prob could not hold a candle to you Ken,

but my success in sales has come from my affability and natural ability to emphasize.

In short, I sell me and they get my services as a bonus.

Based on what you said. I think we both sell the same way.

I always sell me first. I do it in my pre qualification process
and then nudge it along through the sale if I need to.

I am NOT by nature an affable guy. I am by nature a very quiet
--- don't talk much --- semi introvert --- super laid back.

I can literally go days with out talking to friends and family.
It drives them nuts. I just don't have anything to say.
I am not trying to be rude or make people uncomfortable.
My circle of close friends have come to understand this about me.

But anyone who doesn't know me. They get really nervous.

THEN I put on my sales hat.

from the second its on everything is different. I connect with everyone,
everyone thinks I care... and I do.

I started with simple mirroring, then over the years it morphed
into something else entirely. What that something is, I have no idea.

THEN I have my boss hat.

From the moment that is on I am high energy, demanding and
a my way or the highway type. My employees have a nick name for
me ... Its not a nice one. They don't really like me... Except for payday
then, they all love me

Everything except for the quiet introvert is a learned skill for me.

Not sure why I typed all this out. Its pretty personal and unless I am selling
or with the wife, I don't do personal ... But you struck a chord,
so I responded.

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Aaron Doud

11 years ago

I agree likable is an advantage. It doesn't take the place of knowing how to sell but it can help you sell.

I am sure a lot of "8 car a month" guys are likable. They can be average selling on personality. What they don't see if they could be a superstar if they took their natural advantages and teamed them up with training and skill.

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KingOfContentMarketing

11 years ago

I think there was a WSO of offliners called the Rat Pack or something. You one-call close kings should make one. I even gave you the title right there: "The One-Call Close Kings." Or, "Kings of the One-Call Close: How You Can Turn Ice Cold Calls Into Hot Bundles of Cash!"

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Claude Whitacre

11 years ago

Originally Posted by joe golfer

I think there was a WSO of offliners called the Rat Pack or something. You one-call close kings should make one. I even gave you the title right there: "The One-Call Close Kings." Or, "Kings of the One-Call Close: How You Can Turn Ice Cold Calls Into Hot Bundles of Cash!"

That's not a bad idea actually. I do have a book coming out (just needs formatted) with the the title One Call Closing. But if a few of the salesey guys here want to pitch in, I'd be happy to contribute.

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cshilling22

11 years ago

Originally Posted by Claude Whitacre

That's not a bad idea actually. I do have a book coming out (just needs formatted) with the the title One Call Closing. But if a few of the salesey guys here want to pitch in, I'd be happy to contribute.

I am not a one call closing expert, but I can write the introduction!

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kenmichaels

11 years ago

Originally Posted by joe golfer

I think there was a WSO of offliners called the Rat Pack or something. You one-call close kings should make one. I even gave you the title right there: "The One-Call Close Kings." Or, "Kings of the One-Call Close: How You Can Turn Ice Cold Calls Into Hot Bundles of Cash!"

That rat pack was a WSO by a person who was banned.
As a benefit for a person who I heard passed away recently.
So I am pretty sure nobody can buy it.

Originally Posted by Claude Whitacre

That's not a bad idea actually. I do have a book coming out (just needs formatted) with the the title One Call Closing. But if a few of the salesey guys here want to pitch in, I'd be happy to contribute.

I have been told for years to write some books on sales.

I have just never had it in me. This forum might be slowly changing my mind.
Well .. more accurately about a dozen people who hang out here.

I have never read a book on sales ( yet ) it might kind of hypocritical
to write one ... or even help write one.

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Claude Whitacre

11 years ago

Originally Posted by kenmichaels

I have never read a book on sales ( yet ) it might kind of hypocritical
to write one ... or even help write one.

No. You need to pass on what you know. Otherwise it's all wasted. You can change lives. Knowing that gives you a kind of obligation, doesn't it?

Did I hypnotize you yet?

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KingOfContentMarketing

11 years ago

Originally Posted by Claude Whitacre

No. You need to pass on what you know. Otherwise it's all wasted. You can change lives. Knowing that gives you a kind of obligation, doesn't it?

Did I hypnotize you yet?

With great power comes great responsibility.

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kenmichaels

11 years ago

Originally Posted by Claude Whitacre

No. You need to pass on what you know. Otherwise it's all wasted. You can change lives. Knowing that gives you a kind of obligation, doesn't it?

Did I hypnotize you yet?

Originally Posted by joe golfer

With great power comes great responsibility.

I cant tell if you guys are being funny ...

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Claude Whitacre 11 years ago

Originally Posted by kenmichaels

I cant tell if you guys are being funny ...

Ken; I wasn't trying to be funny. Except with the hypnosis part. I was teasing Susie Haynes, not you.

Joe was being funny. and I thought it was funny.

There are very few people in this world that have a deep understanding of the selling process. You are one of them. my thought is that it would be such a waste if you let that insight die with you.

You can even dictate and have your book transcribed. I have a friend that I met with, did an in depth interview...and VIOLA! he just sends the recording to a transcription service, and then an editor. Cheap and almost painless.

I own a tad over 2,000 books on selling, marketing, how the brain works, psychology, and related subjects. I've read nearly all of them. Out of all the books on selling I've ever read, maybe four or five stand out as truly useful.

I know....know...that if you wrote a book on selling, yours would be included in the top five. The same goes for Misterme.

I was being 100% sincere. Joe Golfer was playing with us. (and I got a kick out of it)

I love playing too (more than most), but selling is very serious business to me. Teaching is very serious business too. Teaching ambitious salespeople how to sell? You're improving lives. Nothing is better than that.
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Rearden

11 years ago

I'll take the somewhat dissenting position.

Multiple presentations are a must when selling into large corporate accounts.

You have multiple factors at play and different biases with different levels of power.

For example, let's say you have a multi-location car dealer. You have end users of the product (techs). You have managers of the service (service managers). You have GMs, then you have the potential for corporate interplay.

Odds are you are going to have to fact find and present to multiple parties before pitching the big man, if you're lucky enough to get an appointment. Odds are you'll have to coach an intermediary to pitch your idea, because there's no other way.

My experience is the interplay at the corporate level is much more political, drawn out, and with multiple motivations (end users want ease of use, but the service manager might like the incumbent and will block you, but the GM might like the cost savings but takes an opinion of the service manager seriously, etc.).

The benefit of taking out these opportunities is that the big guys have vast and seemingly endless budgets, tend to stick around a lot longer, and are not as often motivated to switch due to price.

But if you are selling boiler plate products you can fact-find relatively easily on the first visit with the decision maker who can write the check, then sell them and close them on te first call.

I sold guarantees to make me comfortable at it when I first started selling, and it worked fine for me. You can stand behind that in your pitch and get a lot of buy in just that way.

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Claude Whitacre

11 years ago

Originally Posted by Rearden

I'll take the somewhat dissenting position.

Multiple presentations are a must when selling into large corporate accounts.

You have multiple factors at play and different biases with different levels of power.

Reardon; There is no dissenting position. You are talking about corporate sales. It's a different world when you are selling to these people. I have a friend that makes major sales in that arena...and I can't relate to it at all. A different set of skills.

Politics...positioning...in fighting.....committees...proposals....Sorry..I just threw up in my mouth.

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Rearden

11 years ago

LOL -- seriously.

When my boss says I should take a *prospect* (but could be a suspect) out to lunch?

I cringe at the idea.

I will say this. How I was trained to sell B2B in my opinion has been HEAVILY influenced on minimizing the presentations, and asking the tough questions up front (trial closes) to do what it takes to get the business with as little BS as possible.

We are taught to trial close at the conclusion of the first meeting (which is a pure fact-finding presentation). "If I can do X, pricing aside, can we do move forward, get the agreement signed, and start the process of having us as you vendor?"

You may not get a yes or a no, but at least you'll get some direction on what needs to happen next.

With all that said, having done both, I highly prefer selling direct to consumer or to small business owners.

Bag 'em and tag 'em!

Originally Posted by Claude Whitacre

Reardon; There is no dissenting position. You are talking about corporate sales. It's a different world when you are selling to these people. I have a friend that makes major sales in that arena...and I can't relate to it at all. A different set of skills.

Politics...positioning...in fighting.....committees...proposals....Sorry..I just threw up in my mouth.

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KingOfContentMarketing

11 years ago

Claude is hypnotizing you...

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KingOfContentMarketing

11 years ago

I was kidding with the "great power" line which i think is from Spiderman who I think borrowed/modified it from FDR who borrowed/modified it from someone else.

I wasn't kidding about the WSO/ book. These are lots and lots of books on sales but very few on the art of one-call closing.

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anybody want to talk sales?

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