How The Movie Groundhog Day Will Double Your Sales

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Guys; I just wrote this, to include in a book I'm writing. I thought it may help a few newer guys. If you have a suggestion on making the points clearer, I'm all ears. Thanks.



How The Movie Groundhog Day Will Double Your Sales

In a nutshell, here is the movie, starring Bill Murray as Phil, and Andie MacDowell as Rita.
Phil wakes up to find that he is reliving February 2. The day plays out exactly as it did before, with no one but Phil aware of the time loop. This happens every morning, without fail. The same day…over and over. Phil takes advantage of the situation. He decides to seduce Rita, who doesn’t like him. These attempts continually fail. So Phil spends every repeated day, trying to seduce Rita….getting better and better at it, as he learns more about her.
Eventually Phil decides to improve himself and help as many people as he can, with his intricate knowledge of the day. Of course, he gets the girl, and the time loop is stopped.

As I was watching this movie, it dawned on me that if I were in such a time loop, my selling skills would improve dramatically. And if I talked to the same prospects in a “Groundhog day event”, over and over again, they would probably all eventually buy……because eventually… I would be saying the exact right thing, asking the exact right questions, and fitting my presentation exactly to them.

Now, think of a prospect you talked to, but didn’t buy from you. Let’s say that you were in a time loop, where you started your presentation, and only you knew that you were repeating the event. If you kept learning more about the prospect, and kept trying different ideas…would they eventually buy from you? Almost certainly.

We can almost do that now. We can find out quite a lot about our prospects before we ever talk to them. What business are they in? Have they bought your offer before? How did they like it? What would they change, if they could? How often do they make a new buying decision? How does your offer exactly match what they want? How much are they used to paying?

All of this, and more is done through list selection, and either talking to a referrer or during the qualification phase. You ask questions throughout your presentation; to adjust the direction of the presentation, and fit your answers to their needs.

The director of Groundhog Day, Harold Ramis, said that the actual time that Phil spent in his time loop was at least 20-30 years, because it would take that much time to improve yourself, learn new skills, and adjust your world view….to get the results that Phil did.

But Phil didn’t have a mentor. He didn’t have books, training courses, and managers to speed up this learning process. You do.

If you are like most salespeople…you wing it, every time. And in most cases, you are blindsided …caught unprepared, by an objection, or situation that you haven’t prepared for. And on average a beginner salesperson may close 10-15% of his/her sales presentations.
Can you sell everyone you ever meet? No. But you can dramatically improve your chances by being prepared…trained….

In fact, at the highest end of expertise, a diminishing return sets in. Maybe 80% of the people I present to, buy right then. And I don’t make repeated attempts. But to get it to 85%? I’d have to be twice as good….and to get to 90%, I would need a time loop to accomplish it.

And I believe that maybe 10% are just not reachable, no matter what you do. Trust me, if a painless free cure for cancer was found, at least 10% of cancer patients would refuse treatment. It’s just the way some of us are.

So, take advantage of the vast amount of proven sales instruction out there. Read books on the subject. I still read sales books, even after 40 years of selling. And sometimes, I still get an “Aha!” moment. Learn from the top salespeople, the real experts.

Or wait for next Groundhog Day, hoping for a time loop. Your choice.
#day #double #groundhog #movie #sales
  • Profile picture of the author Ron Lafuddy
    Originally Posted by Claude Whitacre View Post

    I'm all ears..
    THaT... is a LIE!

    I looked at your picture. I can't even see your ears.


    I think the key to getting the most out of your sales ability
    is talking to More of the Right People.

    Imagine what it would be like to be handed a list of pre qualified
    hot referrals.

    A person with average sales skills, can still beat the living snot
    out of everyone else on the team, with such a list.

    Develop your referral sources to the point where they are burying you in
    highly qualified, likely-to-buy leads.

    Claude, your next book should be about referral marketing.
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    • Profile picture of the author Claude Whitacre
      Originally Posted by Ron Lafuddy View Post

      THaT... is a LIE!

      I looked at your picture. I can't even see your ears.


      I think the key to getting the most out of your sales ability
      is talking to More of the Right People.

      Imagine what it would be like to be handed a list of pre qualified
      hot referrals.

      A person with average sales skills, can still beat the living snot
      out of everyone else on the team, with such a list.

      Develop your referral sources to the point where they are burying you in
      highly qualified, likely-to-buy leads.

      Claude, your next book should be about referral marketing.
      My book on Prospecting completely covers my referral prospecting method, scripts and all.

      My ears? They are hiding behind my cheeks.

      As a manager (who paid all the bills) my worst nightmare was spending time generating high quality qualified appointment, and having an untrained rep waste the lead.

      Wasting a sure sale, is how I would describe Hell..

      And my advanced training always started with how to generate high quality leads. One of my favorite things to say is;

      It's not what you say.
      It's not how you say it.
      It's who you say it to.
      Signature
      One Call Closing book https://www.amazon.com/One-Call-Clos...=1527788418&sr

      "Those who know that they are profound strive for clarity. Those who would like to seem profound to the crowd strive for obscurity" Friedrich Nietzsche
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      • Profile picture of the author Ron Lafuddy
        Originally Posted by Claude Whitacre View Post

        My book on Prospecting completely covers my referral prospecting method, scripts and all.

        My ears? They are hiding behind my cheeks.

        As a manager (who paid all the bills) my worst nightmare was spending time generating high quality qualified appointment, and having an untrained rep waste the lead.

        Wasting a sure sale, is how I would describe Hell..

        And my advanced training always started with how to generate high quality leads. One of my favorite things to say is;

        It's not what you say.
        It's not how you say it.
        It's who you say it to.
        You are missing the point.

        I'm not talking about "untrained" sales help.

        I'm talking about taking someone with "average sales skills".and giving them a superior list of qualified leads.

        They will close more business, make more sales, and make more money than the guys without the list. Everything else being equal.

        And, if you are putting untrained sales reps out there to sell for you - don't blame them for the results.
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        • Profile picture of the author Claude Whitacre
          Originally Posted by Ron Lafuddy View Post

          You are missing the point.

          I'm not talking about "untrained" sales help.

          I'm talking about taking someone with "average sales skills".and giving them a superior list of qualified leads.

          They will close more business, make more sales, and make more money than the guys without the list. Everything else being equal.

          And, if you are putting untrained sales reps out there to sell for you - don't blame them for the results.
          Got it. And I agree.

          Everything else being equal, the rep seeing the highly qualified leads will outsell everyone else in the office. I wish I would have learned that earlier in my career.
          Signature
          One Call Closing book https://www.amazon.com/One-Call-Clos...=1527788418&sr

          "Those who know that they are profound strive for clarity. Those who would like to seem profound to the crowd strive for obscurity" Friedrich Nietzsche
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  • Profile picture of the author SalesGod
    I think i can make this whole post way shorter.
    1. buy better leads
    2. train your sales people better
    easy
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    • Profile picture of the author Ron Lafuddy
      Originally Posted by SalesGod View Post

      I think i can make this whole post way shorter.
      1. buy better leads
      2. train your sales people better
      easy
      Of course if you were as smart as you think you are, your post would have been number one in this thread instead of number six.

      Jes sayin....
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      • Profile picture of the author SalesGod
        Originally Posted by Ron Lafuddy View Post

        Of course if you were as smart as you think you are, your post would have been number one in this thread instead of number six.

        Jes sayin....
        not sure what you mean
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        • Profile picture of the author SalesGod
          how do you define smart?
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      • Profile picture of the author jimbo13
        Originally Posted by Ron Lafuddy View Post

        Of course if you were as smart as you think you are, your post would have been number one in this thread instead of number six.

        Jes sayin....
        Well considering most companies don't do those two simple things he is not wrong.

        Oracle Corporation phoned a friend of mine today to sell him God knows what. He just has a small shop.

        And Microsoft Education tried to sell me something in the past thinking I am a school for some reason.

        If this is what billion dollar companies do...

        Dan
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    • Profile picture of the author savidge4
      Originally Posted by SalesGod View Post

      I think i can make this whole post way shorter.
      1. buy better leads
      I have been flogged for making this kind of statement before... you cant buy better leads. You can buy demographically better. You can buy those that have bought before. you can buy a niche target list. You STILL are not buying better leads.

      For me there are steps beyond that... Just because they fit some financial or demographic target you placed on them, does not make them better.

      If you are in a service based business, is the lead a good fit for you and your company? a list cant tell you that.

      Just because they are on some list.. do they have the money for what you are selling? do hey have the history in making such parallel if not exactly the same purchase? If they do, when was the last time they purchased?

      I have found it rather surprising how much of this information you can gleen about a potential client before you even talk to them.

      Steps like going to radio or TV websites and looking to see if they have a list of "sponsors" and then using "WayBack" on that specific page... you can get an idea if your prospective client has used those avenues of advertising.

      You can use Newspaper article search to research a company as an example to find out if there was an article on them buying a new piece of equipment, Or when they may have first started offering a service.

      You can use social media.. oh jeeze the mother load of personal of corporate information.

      You can quickly and easily start developing a timeline and a backstory and history on your potential clients. You can in a lot of cases determine where they may be in a buy cycle. Using Vacuums as an example... 8 yr cycle correct? imaging finding they bought a new one last year.. or 6 years ago. Who's door would you knock on? Then imagine reading all the things they love and hate about it.

      This type of stuff is out there. Again.. a lot more than you think. A list is all fine and dandy.. A Lead profile sheet.. its simply a whole other ball game.
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      • Profile picture of the author SalesGod
        Originally Posted by savidge4 View Post

        I have been flogged for making this kind of statement before... you cant buy better leads. You can buy demographically better. You can buy those that have bought before. you can buy a niche target list. You STILL are not buying better leads.

        For me there are steps beyond that... Just because they fit some financial or demographic target you placed on them, does not make them better.

        If you are in a service based business, is the lead a good fit for you and your company? a list cant tell you that.

        Just because they are on some list.. do they have the money for what you are selling? do hey have the history in making such parallel if not exactly the same purchase? If they do, when was the last time they purchased?

        I have found it rather surprising how much of this information you can gleen about a potential client before you even talk to them.

        Steps like going to radio or TV websites and looking to see if they have a list of "sponsors" and then using "WayBack" on that specific page... you can get an idea if your prospective client has used those avenues of advertising.

        You can use Newspaper article search to research a company as an example to find out if there was an article on them buying a new piece of equipment, Or when they may have first started offering a service.

        You can use social media.. oh jeeze the mother load of personal of corporate information.

        You can quickly and easily start developing a timeline and a backstory and history on your potential clients. You can in a lot of cases determine where they may be in a buy cycle. Using Vacuums as an example... 8 yr cycle correct? imaging finding they bought a new one last year.. or 6 years ago. Who's door would you knock on? Then imagine reading all the things they love and hate about it.

        This type of stuff is out there. Again.. a lot more than you think. A list is all fine and dandy.. A Lead profile sheet.. its simply a whole other ball game.
        whos going to take the time to look up all this information every day before you start calling?
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        • Profile picture of the author ewenmack
          Originally Posted by SalesGod View Post

          whos going to take the time to look up all this information every day before you start calling?
          It needn't be done every day.

          You can select lists that are big enough to last a week or longer.

          Most list buyers/renters think
          of selecting on demographics.

          Most list sellers are compilers,
          not based on buying behaviour.

          Where the real magic is in past behaviour.

          Who would be a better prospect...
          one that has donated to 50 charities or one if you were collecting for charity?

          Who would be a better prospect...a women who has brought 70 pair of shoes
          or the one who has bought 10?

          The woman who gets a new kitchen every year or every 20 years?
          BTW A kitchen remodeler has 4 women clients to rip out
          his previous work and replace it with a brand new one.

          Target know if a woman is pregnant by what she bought.
          Non baby products too.

          A store's best customers all drove white Lexus's.

          So the store owner went out and put his sales message in front of more white Lexus car owners in his customer catchment.

          These are deep insights that are out there
          on targeting based on existing customer behaviour and what they share in common with others.

          Best,
          Doctor E. Vile
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          • Profile picture of the author joe golfer
            Originally Posted by ewenmack View Post

            It needn't be done every day.

            Who would be a better prospect...a women who has brought 70 pair of shoes
            or the one who has bought 10?
            Made me think of something. Back when I was a young golfer, I sold women's shoes one summer at a mall shoe store. They would come in, I'd sell them the shoes they want. The manager said, "You should bring out 5 or 6 other pairs they might like."

            I said, "Why?"

            In my male mind, you go in, buy one pair of shoes and leave.

            He said in a good sales manager voice, "Just do it."

            "Um..okay." So after my next customer asked for a pair of shoes, I brought them out on top of a precariously balanced stack of alternative selections.

            She loved the first ones. "Ma'am, while you are here, let me show you these pairs that just came in this morning."

            She bought five pairs and I made enough commission to pay for my foosball habit for a week.

            Young Joe Golfer learned a lot that day. "You are not the market," I said to myself as I headed to the arcade down the mall.
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        • Profile picture of the author savidge4
          Originally Posted by SalesGod View Post

          whos going to take the time to look up all this information every day before you start calling?
          So let me explain where the process comes from. I used to sell SEO. I would set an appointment and then go in and try and sell a potential client. Part of the presentation was identifying what the potential clients rivals were doing and how. Pointing out the possible easy wins, along with the points that were going to take a bit more work.

          I had a F A R better close rate with the rivals after being rejected by the primary target. I simply had more data on what they were doing and how.

          It was basically easier to set an appointment with the guy in last place, but easier to sell to the guy in first that wanted to stay there. Here is that you are doing right, and this is what could be done to stay there.

          Low laying fruit is a process of finding those that are at the tipping point. They know they need your product or service and you are Johnny on the spot and the TIMING in your call is correct.

          Getting into an appointment with a company that has or is clearly using your service type is a bit harder "We already have someone" or "We are good with that" or "We have a 1st place listing for keyword so and so, why would we need you?" <-- my favorite objection.

          The answers to the objections comes from the profile sheet. "You may have #1 for this, but by percentage this term so and so where you are ranked 14th from a ROI standpoint would give greater return."

          A far cry from getting: "We have a 1st place listing for keyword so and so, why would we need you?" and you reply: "Oh... sorry for wasting your time, have a great day." <click> dial next call.

          What gets real interesting in this process is the more you understand about someone and their business.. the more you are worth.

          So... If you are a cold calling machine knocking out 300 calls a day.. no I am not suggesting you do this type of research for every call. BUT I would take the time and work a system like this on a client or 2 a day. Start your day with 30 minutes or so of research. call for a few hours take a break.. do some more research call again for a few hours do some more research call it a day.

          If you only developed a profile sheet for one potential client a day, and did that EVERY day. you have a small list of 30 potential clients every month that would be heads above the rest on your list.. and again.. before you even called them.
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          Success is an ACT not an idea
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          • Profile picture of the author SalesGod
            I understand what you mean now. this actually makes sense for b2b. with most of my work like you said im a cold calling machine, we make 350 to 400 calls every day per marketer when calling B2C. with that being said when i was workin in outside sales back in the day, i would cold call to set up appointments and then do extensive research on my prospect before i ran the appointment. I agree research does definatly boost closing ratios. to bad i cant do it for the 60,000 I loaded in my system.
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            • Profile picture of the author savidge4
              Originally Posted by SalesGod View Post

              I understand what you mean now. this actually makes sense for b2b. with most of my work like you said im a cold calling machine, we make 350 to 400 calls every day per marketer when calling B2C. with that being said when i was workin in outside sales back in the day, i would cold call to set up appointments and then do extensive research on my prospect before i ran the appointment. I agree research does definatly boost closing ratios. to bad i cant do it for the 60,000 I loaded in my system.
              Here is the thing... you COULD. I am not going to identify any product here... BUT you could say run a reverse search on say Facebook, Twitter and LinkedIn and start sucking in data like a mad man. Favorite team, past times, brands they are following etc.

              To give you a real example I have a mailing list of 90,000+ doctors. I know how long they have been practicing. I may or may not know where they interned, I might be able to gleen any amount of information that they do side business type stuff ( MLM etc )

              My sales team consists of a doctor or 2. the more we know about the prospect... those leads go into the hands of the Doctors. Questions like "where did you goto Med School?" Oh you went to Northwestern? What years? I went there from this to that. ( we already know the answer to this ) "Did you intern at such and such? oh coincidence me too.. What did you think of Doctor so and so?"

              VERY quickly changes the dynamic of the conversation. GREATLY increases the Trust factor.

              The software I use, sucks in like 1000 contacts per hour. Drops the data of my choice into a nice little spread sheet ( hint you can use phone numbers as the base of the search )

              I need to really drive the point home here.. this really is not for the beginner. You would be spinning your wheels, and yes this process would be more of a waste of time than a benefit.

              I think you have to be in the game for an amount of time to understand what data you are looking for, and how it ultimately benefits you.

              The bottom line is this... the Data above and beyond "The List" is out there.. are you willing to invest the time and money to get it is the question.
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              • Profile picture of the author SalesGod
                Originally Posted by savidge4 View Post

                Here is the thing... you COULD. I am not going to identify any product here... BUT you could say run a reverse search on say Facebook, Twitter and LinkedIn and start sucking in data like a mad man. Favorite team, past times, brands they are following etc.

                To give you a real example I have a mailing list of 90,000+ doctors. I know how long they have been practicing. I may or may not know where they interned, I might be able to gleen any amount of information that they do side business type stuff ( MLM etc )

                My sales team consists of a doctor or 2. the more we know about the prospect... those leads go into the hands of the Doctors. Questions like "where did you goto Med School?" Oh you went to Northwestern? What years? I went there from this to that. ( we already know the answer to this ) "Did you intern at such and such? oh coincidence me too.. What did you think of Doctor so and so?"

                VERY quickly changes the dynamic of the conversation. GREATLY increases the Trust factor.

                The software I use, sucks in like 1000 contacts per hour. Drops the data of my choice into a nice little spread sheet ( hint you can use phone numbers as the base of the search )

                I need to really drive the point home here.. this really is not for the beginner. You would be spinning your wheels, and yes this process would be more of a waste of time than a benefit.

                I think you have to be in the game for an amount of time to understand what data you are looking for, and how it ultimately benefits you.

                The bottom line is this... the Data above and beyond "The List" is out there.. are you willing to invest the time and money to get it is the question.
                Great Stuff thanks for posting. I dont say that very often.
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          • Profile picture of the author Claude Whitacre
            Originally Posted by savidge4 View Post

            It was basically easier to set an appointment with the guy in last place, but easier to sell to the guy in first that wanted to stay there. Here is that you are doing right, and this is what could be done to stay there.
            I'm glad you said that. It's an insight we don't see often. Yes, I found exactly the same thing. The last place guys were the easiest to see, but the hardest to get money from. The best clients were the hardest to see, and the easiest to sell. It was a balancing act, to find the most profitable middle targets. It was the same no matter what I sold.


            Originally Posted by savidge4 View Post

            Low laying fruit is a process of finding those that are at the tipping point. They know they need your product or service and you are Johnny on the spot and the TIMING in your call is correct.
            And that is where the speed cold caller comes in. Call fast enough, that you'll find the .5% that are ready to buy...and you just surprise them.


            Originally Posted by savidge4 View Post

            The answers to the objections comes from the profile sheet. "You may have #1 for this, but by percentage this term so and so where you are ranked 14th from a ROI standpoint would give greater return."

            A far cry from getting: "We have a 1st place listing for keyword so and so, why would we need you?" and you reply: "Oh... sorry for wasting your time, have a great day." <click> dial next call.
            I love that. It's very hard to keep most prospects on the phone. But a true, specific answer like that, will snap their mind into focus. It would certainly get my attention. And you have just proven your value and expertise, in one answer to one objection.
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            One Call Closing book https://www.amazon.com/One-Call-Clos...=1527788418&sr

            "Those who know that they are profound strive for clarity. Those who would like to seem profound to the crowd strive for obscurity" Friedrich Nietzsche
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            • Profile picture of the author savidge4
              Very much as you have stated in the OP... over and over this plays out.. what could I say if they say this, what could I do if they do that.... Over time, you develop those answers. Its the experience that makes you a better sales person. Rejection is the insight to prevailing and making the sale, IF you do the work, and analyze.

              For Y E A R S I did not do that last little bit. I shotgun sold, I went from one call to the next, from one door to the next, and all I closed were the lay downs. Looking back... man what a ton of work that was. Like I said in the earlier post.. the stuff we are talking about here its not for the beginner... you literally have to walk through that struggle. you have to have had the epiphany... "There must be a better way".

              I am right now having this really cool experience with some really smart people. Before I joined the team they had closed 4 deals... They were shotgun selling... they were traveling here and there and there and here and back to there and here. It was craziness.

              What we are selling is literally something I have never sold before. There are some aspects of the programs we are selling I still don't have a clue about. Its complicated stuff.. BUT there is a lot of money in it. I have had to do some things that I had played with in the past.. but this time it was real deal needed.

              We have a specific target. Not just doctors but specific types of doctors. So I start developing a sales platform from the ground up. The first thing I did was set out to create a buyers profile. Something I have been playing with in other areas I created a landing page and then used retargeting.

              What gets really cool, is I was / am not using the retargeting as a method to create conversion, but a method of tracking. Where are these people going? what are they looking at? What are they reading? and in some cases what are they searching for?

              I will forever not ever start a marketing campaign without doing this first again. The insight and the data that I got from this process has been ridiculous.

              The next step was developing the user profiles and pulling data from anywhere that had an available API to do so. I think we are up to 9 sources in total. When we pull any one contact up in our CRM right now, we have a pretty complete profile. I can honestly say it is down right scary. Birthdays, schools, favorite teams, Married or not, Kids, your run of the mill addresses, phone numbers and on and on.

              At this time we are not bulk sending anything, we are not calling 300 people a day. We are contacting like 60 to 100 people per week, and we are closing a deal a week ( deals in this case compose of a group of individuals - so its not just one person we are closing it is 3 to 8 people that "Make a deal" ). as compared to a deal every 9 weeks.

              Defining, Refining, and Targeting your prospects is the way to go... BUT, unless you have the experience of failure, and have worked yourself beyond that.. all of this would be a great expense and a good amount of time spent, and I just cant see it increasing your results. Just because you may have the data.. doesn't mean you will know how to use it. Or better yet, know what data to grab.

              If you are just starting, you are left with about 3 options. you could cold call, you could develop a simple online sales funnel, or you could do a mailer type piece. Of these 3 options, Cold Calling has the least amount of moving parts. Its you, a phone, and a list of numbers.

              The mailer piece if I was starting out would probably be of interest. There is still you and the phone and a mailing list, then there is the added variable of the printed piece, where they are sent, when they are sent etc. IF you can get that printed piece to work at 1% you have doubled your conversion percentage ( in general ) over cold calling. AND what is enticing with this method, is that the prospect is now calling you.

              Lastly is the online sales funnel. I know there are guys and gals here that use them. The reality is they are not so easy to set up. There can be 5 and 10 and 20 moving working parts in a funnel setup. All of these steps have to be clicking along for the endeavor to be successful.

              I am going to speak for myself here, but think I am going to say what many would... A funnel is not easy to set up, you have to get traffic, you have to test them, you have to tweek them and test some more, and THEN you may see some results. Go out to the main board here, or the Conversion Rate Optimization board.. you will see people with .002% conversion rates.

              The methods above ( Cold Calling and Direct Mail ) we are talking .5 and 1% is totally doable right out of the box. In the long run is an online funnel probably better? Yeah, straight up no questions asked. But of all the choices is it the hardest to set up? This depends on your experience to this point. No experience? then its going to be a up hill battle.. dabbled with it before then not so much.

              Originally Posted by Claude Whitacre View Post

              I'm glad you said that. It's an insight we don't see often. Yes, I found exactly the same thing. The last place guys were the easiest to see, but the hardest to get money from. The best clients were the hardest to see, and the easiest to sell. It was a balancing act, to find the most profitable middle targets. It was the same no matter what I sold.

              And that is where the speed cold caller comes in. Call fast enough, that you'll find the .5% that are ready to buy...and you just surprise them.

              I love that. It's very hard to keep most prospects on the phone. But a true, specific answer like that, will snap their mind into focus. It would certainly get my attention. And you have just proven your value and expertise, in one answer to one objection.
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  • Profile picture of the author SalesGod
    Yep everyone tries to train sales people by coming up with all these long stories with all this theoretical advice. when really the solution is easy.
    - buy good leads
    -train your people good

    your people cant close? cool find out why their not closing and solve the problem..
    your people cant set appointments? cool find out what their doing wrong and solve the problem.

    if your a sales manager and you cant find out what problems your people are having you shouldnt be a sales manager. if you follow the simplest advice and keep it simple you will learn much faster. even in training. sure the story above was a good read but all the had to be said was a simple solution. KISS. but to be honest id rather have all sales people that arnt working with me and my team lisen to other people and continue to suck because that just means ill be paid higher.
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