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List of Qualifiers and Price

by Mav91890
34 replies
Hey everyone, Mav here again.

I'm at cold calling again and am working on my script, at the moment, mainly qualifiers and how I get my price across. I currently offer web design and some basic online marketing.

My qualifying questions at the moment:

1. So you're the manager of the company/owner of the company. And how's that going for you?

2. Assuming they have a site - So how's your site working out for you? Is it pulling in a lot of online customers?

3. What do you like and dislike about it?

4. What would you change or improve with it and (your current supplier) - If they have a web guy already.

5. What's your biggest headache when it comes to the online portion of your business?

6. What's your ultimate objective?


So those are my qualifiers, I know this section needs some work.

I also need a money qualifier for sure but don't know the best way to find out if they can afford what I have to offer.

What qualifiers would you add/remove if this was your script?


Also, I've been wondering the best way to bring up the price, because I have an upfront fee for the program and a $50 recurring monthly subscription. Normally when I go for the first close in my script I'll say Now getting started is very simple, just a question of some basic information and a cash outlay of only $xxxx.xx.

I'm fine with that but adding the recurring payment for hosting/maintenance/basic advertising seems a bit too much. But it's not like I expect to close them on the first try anyways.

How would you word it?
#list #price #qualifiers
  • Profile picture of the author kenmichaels
    Originally Posted by Mav91890 View Post

    Hey everyone, Mav here again.

    I'm at cold calling again and am working on my script, at the moment, mainly qualifiers and how I get my price across. I currently offer web design and some basic online marketing.

    My qualifying questions at the moment:

    1. So you're the manager of the company/owner of the company. And how's that going for you?

    2. Assuming they have a site - So how's your site working out for you? Is it pulling in a lot of online customers?

    3. What do you like and dislike about it?

    4. What would you change or improve with it and (your current supplier) - If they have a web guy already.

    5. What's your biggest headache when it comes to the online portion of your business?

    6. What's your ultimate objective?


    So those are my qualifiers, I know this section needs some work.

    I also need a money qualifier for sure but don't know the best way to find out if they can afford what I have to offer.

    What qualifiers would you add/remove if this was your script?


    Also, I've been wondering the best way to bring up the price, because I have an upfront fee for the program and a $50 recurring monthly subscription. Normally when I go for the first close in my script I'll say Now getting started is very simple, just a question of some basic information and a cash outlay of only .xx.

    I'm fine with that but adding the recurring payment for hosting/maintenance/basic advertising seems a bit too much. But it's not like I expect to close them on the first try anyways.

    How would you word it?
    This might help:
    http://www.warriorforum.com/offline-...ml#post6181317

    Your "qualifiers" aren't really qualifiers.
    Separate your questions. The way you have it above is going to
    make people shut down.

    If you want to ask them if they are the owner - ask - don't tell them.

    Never say things like "cash outlay" - its almost as bad as bringing
    up politics or religion.

    "But it's not like I expect to close them on the first try anyways."

    Why not?

    Your best bet - based on what I read above is - scrap all of it and start over.
    You are so far off track that fixing it would be harder then starting over.
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  • Profile picture of the author Mav91890
    Well what I posted isn't framed the same way on my script. For example, I don't say oh, so you're the owner, hows that going for you? I ask that and am always sure to ask questions separately not together, ever lol.

    Sorry for the confusion.

    And when I say I don't expect to close him the first time, I mean on the first close attempt on that same call.

    I'll take a look at your link. I'm glad I have an expert in here

    Thanks for the help!
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    • Profile picture of the author kenmichaels
      Originally Posted by Mav91890 View Post

      Well what I posted isn't framed the same way on my script. For example, I don't say oh, so you're the owner, hows that going for you? I ask that and am always sure to ask questions separately not together, ever lol.

      Sorry for the confusion.

      And when I say I don't expect to close him the first time, I mean on the first close attempt on that same call.

      I'll take a look at your link. I'm glad I have an expert in here

      Thanks for the help!
      That's good. I am a retardedly literal type of person and fairly anal retentive
      when its comes to script building.

      Not an expert - just tons of experience.

      Glad you found that helpful, it was late and I probably could
      have said things 100x better.

      any way ... it's not late now so if you have any direct questions.
      I'll try to help you.
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  • Profile picture of the author Mav91890
    Last night I spent an additional eight hours finishing my script. It's quite a bit different than your style, it's based off the straight line.

    I changed the term cash outlay to investment and have much better questions.

    In your opinion whats the best way to qualify someone to make sure they can afford what I offer?
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    • Profile picture of the author kenmichaels
      Originally Posted by Mav91890 View Post

      Last night I spent an additional eight hours finishing my script. It's quite a bit different than your style, it's based off the straight line.

      I changed the term cash outlay to investment and have much better questions.

      In your opinion whats the best way to qualify someone to make sure they can afford what I offer?
      Ask them what type of advertising they do now and how often.

      Extrapolate the current amount they are spending as the base
      for what they can afford.

      Then come up with clever ways to verify they were not just throwing
      made up numbers at you.

      Another words ask the same questions repeatedly - only different
      so they don't realize it's the same set of qualifying questions.

      It is how detectives, psychologist's, reporters, etc .... get to the real info.

      That might seem difficult - with practice it's very easy.

      Edit:
      I am not familiar with the "straight line." I know who wrote the book
      but not the actual formula - can you explain it to me?
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  • Profile picture of the author Mav91890
    The actual system was coined by Jordan Belfort, you know from the wolf of wallstreet. It places a lot of emphasis on tonality.

    That you must be sharp as a tack, enthusiastic as hell, and a figure of authority. Also, the client must love your product, love and trust you, and your company.

    Basically you open, qualify, pitch expecting the first no while still maintaining everything above. Then you keep looping over and over again to knock out his buying beliefs and objections. Basically, Belfort would train his salesmen to keep looping over and over again wearing down the prospect until they buy.
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    • Profile picture of the author kenmichaels
      Originally Posted by Mav91890 View Post

      The actual system was coined by Jordan Belfort, you know from the wolf of wallstreet. It places a lot of emphasis on tonality.

      That you must be sharp as a tack, enthusiastic as hell, and a figure of authority. Also, the client must love your product, love and trust you, and your company.

      Basically you open, qualify, pitch expecting the first no while still maintaining everything above. Then you keep looping over and over again to knock out his buying beliefs and objections. Basically, Belfort would train his salesmen to keep looping over and over again wearing down the prospect until they buy.
      Ahh - I am familiar with that strategy - I have always heard it referred to as "Grinding"

      It works and is effective. Little heads up thou. It will wear you "the rep" out.

      Fastest way to burn out a budding salesperson? ... Teach him how to sell like that.
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  • Profile picture of the author Mav91890
    Alright, makes perfect sense. I'll put that into action. Now when I present my price, how would you word it?

    So far I just have - and as for the payment goes, it's an investment of only $ xxxx.xx plus our $50 monthly maintenance and basic marketing setup.

    The whole addition of the $50 monthly fee just seems really clunky. What do you suggest?
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    • Profile picture of the author kenmichaels
      Originally Posted by Mav91890 View Post

      Alright, makes perfect sense. I'll put that into action. Now when I present my price, how would you word it?

      So far I just have - and as for the payment goes, it's an investment of only $ xxxx.xx plus our $50 monthly maintenance and basic marketing setup.

      The whole addition of the $50 monthly fee just seems really clunky. What do you suggest?

      and as for the payment goes, < - that makes them key in on the word payment.
      and it also comes off as a negative. When your "in" the money - NEVER
      say anything that implies negativity. Also never be weak by "justifying" the price

      Any justifying should have happened long before the close.

      If you wind up rebutting, explaining, justifying or anything else during the
      actual close - you just lost your sale - can you back pedal and re-hook him?
      Yes - but it is extremely difficult and requires immense skill.


      it's an investment of only < that's is taking two different concepts, both strong
      on there own ... but weak as hell tied together.

      Concept one - "Investment"
      Concept two - "only"

      Investment implies - future greatness by investing in this ...

      Only implies - can you believe its ONLY this price - what a deal for you!

      See what i mean? Not congruent at all. I hereby dub that "bad stutter point"
      The exact opposite of what you want. You want them not thinking at this point
      you want it to be smooth as melting butter ... because anything else
      can make them go "huh - is this a good idea? "

      and that stutter point is a sales killer.

      I can help you with your close. Best way is for you to post it here verbatim.

      Now you mentioned tonality as part of what your learning -
      in the close - never - ever - ever - under any circumstances change your
      tonality - I don't care if you spill boiling hot coffee on your manhood ...

      Changing it here signals "actual change" to the prospect and at this point
      ( the close ) a change up is a definitive deal killer.
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      • Profile picture of the author socialentry
        Originally Posted by kenmichaels View Post

        it's an investment of only < that's is taking two different concepts, both strong
        on there own ... but weak as hell tied together.

        Concept one - "Investment"
        Concept two - "only"

        Investment implies - future greatness by investing in this ...

        Only implies - can you believe its ONLY this price - what a deal for you!

        See what i mean? Not congruent at all. I hereby dub that "bad stutter point"
        The exact opposite of what you want. You want them not thinking at this point
        you want it to be smooth as melting butter ... because anything else
        can make them go "huh - is this a good idea? "

        and that stutter point is a sales killer.
        hey ken,

        If I wanted to spot these stutter points in my own scripts without nescessarily resorting to outside help, how would I go about it?

        It's definetely a detail I would have glossed over if I didn't read about it here.
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        • Profile picture of the author kenmichaels
          Originally Posted by socialentry View Post

          hey ken,

          If I wanted to spot these stutter points in my own scripts without nescessarily resorting to outside help, how would I go about it?

          It's definetely a detail I would have glossed over if I didn't read about it here.
          "resorting to outside help" - do you mean paid help?

          If that is what you mean - get a friend ( non sales person ) to read it
          verbatim to you. - don't heckle by telling them they are reading it wrong,
          don't try and teach them how to read it - and don't let your feelings get in the way.
          - any mistakes you hear are your fault - not theirs.

          This is the time for you to shut your mouth and truly listen.

          Now if you mean without any help whatsoever - when you feel like you have
          your script as good as you can make it. Put it away and don't look at it.
          Try not to even think about it. Give yourself a solid week or longer.

          Then read it out loud yourself. Record it and then listen to it.

          Most issues will be glaring as you read it aloud - the more subtle ones
          will be fairly easy to detect from the recording.

          - The only other way I know how to accomplish what you want, is the way
          I do it. It's simple - get on the phone and use it. Record each call and listen
          to them. Personally, I get a physical reaction akin to a punch in the gut when
          I hear a "bad" spot, then I adjust and try again .... and again ... and again.

          I know some people make scripts and put them on the floor untested.

          My skill set is not good enough for that.
          Scripts I produce require testing - testing and more testing.
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  • Profile picture of the author Mav91890
    Now that you mention it, I can see how using investment and only together isn't congruent at all.

    As part of the straight line, there are many soft close attempts. One at the end of every loop. Each new loop is there to give the prospect new, enticing information to get them up to a 10 in both the love of your product, you, and your company.

    So a quarter of the script really is the close. As for changing tonality when going for the soft close, Belfort says to go into it with absolute certainty, followed by its no big deal.

    I will send you/post the script (have to transfer from paper to computer first) and an audio file to let you know exactly what I mean when I get home.

    As an example you'd say with absolute certainty - and believe me, if you do even half as well as the rest of my clients - (casual/no big deal) - you're going to be very, very impressed. Sound fair enough?

    Remember that with each new loop, the more powerful the information in the rebuttal and the more powerful the language gets.
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  • Profile picture of the author kenmichaels
    Does Belfort mention "priming" or the "primacy effect" in relation to scripts?


    The reason I mention it is because you should always start your sentences
    or your "new thoughts" with a positive ...

    If he doesn't - you should get yourself a basic understanding of them.

    I can explain them both if you want - but I probably wont be able to
    do it as well as someone else.
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  • Profile picture of the author Mav91890
    I haven't heard him mention it. The sales course he sells is a 10 hour program, I've probably listened to it and taken notes on it 7 or 8 times total and haven't heard him say anything about priming.

    Could you give me a quick example of using it.
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    • Profile picture of the author kenmichaels
      Originally Posted by Mav91890 View Post

      I haven't heard him mention it. The sales course he sells is a 10 hour program, I've probably listened to it and taken notes on it 7 or 8 times total and haven't heard him say anything about priming.

      Could you give me a quick example of using it.
      priming

      Think of primes as subtle ques that influence your attitudes, your responses,
      most often without you noticing

      Priming is a way to bypass your brains conscience decision making process and
      work directly with its unconscious process

      Another words - I tell you what to think and you accept it without even knowing it.

      Copy people use it with bold fonts and rhyming words, or saying things like
      Limited to 5 per person

      - because its priming you to buy MORE THEN ONE
      - even more basic priming, the color "red" makes you hungry and makes you act.

      Priming is such a powerful, persuasive tool because your brain is always looking for shortcuts.

      --
      primacy effect

      The first information stands out, your brain uses that to color all later information

      Your brain actually starts to shut down after the first word or two,
      basically it's the brains way of making room for memory.

      It takes a short cut and doesn't pay attention to the rest of the information.

      In a nutshell "word order", "congruent thought order" and "sentence order"
      are fairly important when attempting to create a pitch

      ---
      Hopefully some one will come along and explain it better for you.
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  • Profile picture of the author Mav91890
    I'm on a new computer so I'm installing a program to get a video clip for you. Thanks man, your help means a lot.
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  • Profile picture of the author Mav91890
    For example he says to start your new loop with - The true beauty of the program is ... and you go back to building up your product. Get him to agree I'm right and knock out the objection that he doesn't know me or my company before it even comes up. Then focus on reintroducing myself and selling him on myself then transitioning to my company.
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    • Profile picture of the author kenmichaels
      Originally Posted by Mav91890 View Post

      For example he says to start your new loop with - The true beauty of the program is ... and you go back to building up your product. Get him to agree I'm right and knock out the objection that he doesn't know me or my company before it even comes up. Then focus on reintroducing myself and selling him on myself then transitioning to my company.
      "The true beauty of the program is"

      That can probably be considered a form of priming. - I'm not sure.
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  • Profile picture of the author Mav91890
    Alright, makes sense. I'm just downloading windows movie maker to clip this video to show you, don't have my sony vegas on here yet
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  • Profile picture of the author Mav91890
    There are a lot of little phrases like that, that he recommends. When I get the script typed up, you'll be the first one to have it so you can look through it if you want.
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    • Profile picture of the author kenmichaels
      Originally Posted by Mav91890 View Post

      There are a lot of little phrases like that, that he recommends. When I get the script typed up, you'll be the first one to have it so you can look through it if you want.
      No need - just post it here - somewhere along the line someone
      might find the info useful. .
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  • Profile picture of the author Mav91890
    Here's a video clip of what I was referring to, should be done uploading in a few minutes, sorry about the quality, was in a rush.

    Let me know what you think.

    - https://www.youtube.com/watch?v=66uX...ature=youtu.be
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  • Profile picture of the author MichaelWinicki
    Keep in mind Mav91890, the prospects JB targets with his scripts throughout that presentation, have been qualified to one extent or another. These aren't cold calls, except when he talks about walking up & down the street offering folks the opportunity to redo their mortgages in order to save money, but that was face to face and it was an incredibly short script, "Hey, what rate you pay'n on your mortgage?"

    I think you're trying to accomplish too much in the very first call (which was also a problem with your first script) and you need to qualify the folks before you hit them with a longer pitch that is built along the straight-line formula. I like the "straight line" but it's going to work so much better the more you qualify the prospects.
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  • Profile picture of the author Mav91890
    That's not what I got from it. Throughout the straight line video series, he says you use this for cold calling people over and over again.

    And yes I agree, that's why I put much, much more time in redoing the qualification part of my script.
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    • Profile picture of the author MichaelWinicki
      Originally Posted by Mav91890 View Post

      That's not what I got from it. Throughout the straight line video series, he says you use this for cold calling people over and over again.
      Maybe you watched something different from what I heard.

      But still even at his brokerage firm they called people that had money... they had lists that were qualified to some extent.

      And typically selling business to business is a longer selling cycle than business to consumer which is what JB specialized in.

      I still think you're expecting too much out of the initial call... but like everything else, time will tell if you're on the right path or not.
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  • Profile picture of the author Mav91890
    How would you suggest I qualify them better? Do a follow up call? Could have sworn JB said you can use this to one call cold close.

    EDIT** - I just checked and in the seminar info it says how many cold calls will you need to make to get to your goal? This is the part where he has the funnel. So many cold calls leads to so many connects, leading to how many pitches, which leads to how many sales.
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  • Profile picture of the author Mav91890
    You may be right. Although, I see quite a few people on here who claim to be successful with one cold call closes.

    But I guess we'll see. If I need to I'll have to reassess my situation and follow a new strategy. I honestly know nothing about how to make multiple calls and close Bob on say the fourth one. I just don't know the structure of how the call would go.

    Thanks.
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    • Profile picture of the author MichaelWinicki
      Originally Posted by Mav91890 View Post

      You may be right. Although, I see quite a few people on here who claim to be successful with one cold call closes.

      But I guess we'll see. If I need to I'll have to reassess my situation and follow a new strategy. I honestly know nothing about how to make multiple calls and close Bob on say the fourth one. I just don't know the structure of how the call would go.

      Thanks.
      The great thing about all this stuff is that it is measurable. Hey, would it shock me to find that a one-call close was better (brought in more $$) than a two-call close? Or a three-call close? Nope.

      But I would sooner believe that if you offered a free report or something else to help qualify folks on the initial call AND start to establish rapport/credibility- and then try to close on a follow up call, that this method would close more prospects and would be less likely to burn out the telemarketers.
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      • Profile picture of the author kenmichaels
        Originally Posted by MichaelWinicki View Post

        The great thing about all this stuff is that it is measurable. Hey, would it shock me to find that a one-call close was better (brought in more $$) than a two-call close? Or a three-call close? Nope.

        But I would sooner believe that if you offered a free report or something else to help qualify folks on the initial call AND start to establish rapport/credibility– and then try to close on a follow up call, that this method would close more prospects and would be less likely to burn out the telemarketers.
        It only takes a person a tenth of a second to make a decision.

        Doing anything that requires multiple phone calls or sending information
        is really the sellers choice - not the buyers.

        Establishing report/ credibility can be done (imho should be done)
        as your qualifying.

        Doing it that way removes all hesitation in the buying process.
        One reason is because it gives you the ultimate "authority stance"
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        • Profile picture of the author Mav91890
          Originally Posted by kenmichaels View Post

          Establishing report/ credibility can be done (imho should be done)
          as your qualifying.

          Doing it that way removes all hesitation in the buying process.
          That's exactly what my sales training from JB says, almost word for word lol.

          Honestly, I don't expect to be closing people left and right over the phone just starting out again. What I do expect is that if I put in the hours and a shit ton on hard work I can learn this skill and become good at influencing people.
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    • Profile picture of the author kenmichaels
      Originally Posted by Mav91890 View Post

      You may be right. Although, I see quite a few people on here who claim to be successful with one cold call closes.

      But I guess we'll see. If I need to I'll have to reassess my situation and follow a new strategy. I honestly know nothing about how to make multiple calls and close Bob on say the fourth one. I just don't know the structure of how the call would go.

      Thanks.
      I am one of those people AND I learned to not depend on the "quality of the lead"
      in order to do it. I create the quality from the live contact by asking questions
      designed to find fit,need,desire, the ability to pay and by what means.

      Anybody can do this. You don't have to be smart, witty or even well spoken.

      In the beginning all it takes is practice, memorization, confidence and perseverance.

      There is a thread kicking around in here somewhere that i actually step
      through the pre-qualify - qualify and close ... ill see if i can find it for you.
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  • Profile picture of the author kenmichaels
    Here ya go Mav.

    This entire thread has a lot of great posts from people with real talent. You should
    probably take the time to read all of it. I am surprised none of them have have
    jumped in this thread to help you out yet.

    Here is a post I made in that thread that shows how I build authority and pre-qualify

    and this one shows how I step through the close and handle the money

    Hope it helps
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  • Profile picture of the author Mav91890
    I very much appreciate it and will be sure to go through it all tonight. Thanks!
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    • Profile picture of the author kenmichaels
      Originally Posted by Mav91890 View Post

      I very much appreciate it and will be sure to go through it all tonight. Thanks!
      anytime

      I enjoy discussing sales - this particular conversation even helped me
      by showing me i need to figure out a better way of explaining "priming"
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