The Real Secret To "Closing" Over The Phone

14 years ago

Ross,

I thought it was a great post.

And I happen to agree.

I had a friend ask how I close clients on the phone.

The "trick" is, beyond knowing what you're doing, it's just being someone they like and feel they can trust.

And being someone who will listen and ask the right questions goes a long ways towards building that trust.

That alone can cement you against competition.

Nice work!

-Scott

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Ross Bowring 14 years ago

Thanks Scott. We all tend to like people who listen to us. It's so rare that people really do.

But when someone truly puts ego aside and listens... the feeling you enjoy is unmistakable.

And it's a feeling you want more of.

--- Ross
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- Ross Bowring 14 years ago
  
  Heads up...
  
  Part 2 just went live...
  
  Marketing... copywriting... and all things related to making your business more profitable.
  
  --- Ross
  
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hitext2

14 years ago

As with everything, it is the quality of the offer that is the key to success. That is, if you are good at what you can do and can prove it, closing the sale is not that hard. But everything helps!

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Hagbard Jones

14 years ago

Really nice work on both parts, Ross.

You're single handedly keeping that site afloat.

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Ross Bowring

14 years ago

Originally Posted by Hagbard Jones

Really nice work on both parts, Ross.

You're single handedly keeping that site afloat.

Hagbard, thanks for reading!

I'm definitely tambourine percussion to Vin's lead vocals on that site. He's got a ton of great content in the works that's all him and his other guest contributors... nothing to do with me.

Where was your guess to Part 2 :-)

--- Ross

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Hagbard Jones

14 years ago

Originally Posted by Ross Bowring

Hagbard, thanks for reading!

I'm definitely tambourine percussion to Vin's lead vocals on that site. He's got a ton of great content in the works that's all him and his other guest contributors... nothing to do with me.

--- Ross

Cool man.

I get that you can't toot your own horn in this case. A look at the dates and contributors of recent pieces tells the whole story.

Looking forward to some new content by the other excellent contributors. Glad to hear you endorse the upcoming stuff. Keep up the good work.

Where was your guess to Part 2 :-)

I'm not much of a joiner. :-)

Thanks
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MontelloMarketing

14 years ago

Ross doesn't have to toot his own horn. I'll toot it for him.

But as loud as we toot him... I also toot my other guest authors. They all bring tremendous depth to the Clambake that other marketing/copywriting blogs can only dream of having.

So... toot him all you want... Ross deserves it... but don't take anything away from anyone else.

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Hagbard Jones

14 years ago

Originally Posted by MontelloMarketing

Ross doesn't have to toot his own horn. I'll toot it for him.

But as loud as we toot him... I also toot my other guest authors. They all bring tremendous depth to the Clambake that other marketing/copywriting blogs can only dream of having.

So... toot him all you want... Ross deserves it... but don't take anything away from anyone else.

Wouldn't dream of taking anything away from anyone else. Merely acknowledging that there hasn't been anything from anyone else.

Don't take me wrong. I've read every word of every post since discovering the 'bake in July. And yeah, the content is first rate. Just bummed that I've been clicking that particular bookmark in vain a lot the last month.

I'm as geeked as anyone that there's more content in the pipe.

Thanks
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MontelloMarketing 14 years ago

It's thanks to all my guys... some of the best in the business... that the bake is doing so well. I know we'll get more from Ross soon... Hans... Daniel... and Matt O'Connor's showing up soon too.

And those are just the guest authors!
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Greg Jacobs

14 years ago

We got one of our names into some DB and a well known IM "coaching" company called. Very ingenious in their approach, wish I had a recording, we were having too much fun huddled around the phone to think about it at the time.

Among other things.... they manipulated the psychology of the conversation so that they never had to "Ask" for the sale, they got it so you were asking them " whats next..." though a series of triggers that lead you to UNDENIABLE LOGIC that you needed whatever stuff they had.

by forcing you to ask for it, the sale became easy and on their terms...

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Ross Bowring

14 years ago

Originally Posted by Greg Jacobs

We got one of our names into some DB and a well known IM "coaching" company called. Very ingenious in their approach, wish I had a recording, we were having too much fun huddled around the phone to think about it at the time.

Among other things.... they manipulated the psychology of the conversation so that they never had to "Ask" for the sale, they got it so you were asking them " whats next..." though a series of triggers that lead you to UNDENIABLE LOGIC that you needed whatever stuff they had.

by forcing you to ask for it, the sale became easy and on their terms...

Greg,

There's an aspect of that "What's next?" approach in Jacque Werth's "High Probability Selling"... an overlooked how-to master-course in ethical selling IMHO.

It's worth a read and a re-read if you get chance and want to learn more.

Amazon.com: High Probability Selling: Re-Invents...

Thanks for reading!

--- Ross

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lchiles

14 years ago

OK this is CRAZY- you are a master of suspense. There, there's your answer. Now that your ego has been satisfied, tell me I won

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Ross Bowring

14 years ago

Lawton... I'm getting no Chris Matthews thrill up the leg from this whatsoever :-)

Vin and I were trying to record a call yesterday to answer everything, but the dude's working with shoddy equipment! (and I'm too backwards and literally backwoods... to have Skype...) It's like Abbot and freakin' Costello behind-the-scenes. Oh, the hilarity.

--- Ross

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MontelloMarketing

14 years ago

Hey hey hey... Not my equipment... Blame googlevoice.

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BrianMcLeod

14 years ago

Originally Posted by MontelloMarketing

Hey hey hey... Not my equipment... Blame googlevoice.

I sure wish GoogleVoice would record OUTBOUND calls.

It's easy to hit "4" on an incoming call, but a pain in the ass
to ask somebody to call you back so you can hit the red button.

BTW, and I'm WAY late on this but great job, Ross.

You know I'm a "phone guy" and you've really laid out some
invaluable gems in your two posts.

Well done.

Brian

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Brian McLeod

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Ross Bowring

14 years ago

Originally Posted by BrianMcLeod

I sure wish GoogleVoice would record OUTBOUND calls.

It's easy to hit "4" on an incoming call, but a pain in the ass
to ask somebody to call you back so you can hit the red button.

BTW, and I'm WAY late on this but great job, Ross.

You know I'm a "phone guy" and you've really laid out some
invaluable gems in your two posts.

Well done.

Brian

Brian, seriously... in my book, you're THE phone guy... (BTW --- thank you for all the calls inside your Mastermind. Listened closely to every last one. Learnt new things from each.) If you're reading this now join Brian's Marketing Mastermind. It's FREE. Yes, you. You are like so out of the loop right now.

--- Ross

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Ross Bowring 14 years ago

Vin and I just recorded a phone call that explains everything.

He's in his copywriting cave furiously editing out all my unnecessary swearing right now.

Keep an eye out. Or both.

--- Ross
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- MontelloMarketing 14 years ago
  
  Actually Ross... I got lazy.
  
  I didn't even censor it. The whole thing is there for the world to listen to...
  
  Audio warts and all.
  
  Oh, and yeah... by "it's there" I mean it's up on the clambake right now.
  
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Ross Bowring 14 years ago

Originally Posted by MontelloMarketing

Hey hey hey... Not my equipment... Blame googlevoice.

I take it all back.

--- Ross
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