How do you handle stalls to close the deal TODAY ?

by Clautusoar 15 replies
Disclaimer: I sell online marketing(mainly seo), finally made it to the first PAGE of google with my main city keyword {city} seo, but not on the very top yet, so don't give me crap about waiting for leads to come in, i love cold calling now because i don't suck as i used too, i just need to learn how to close the deal, by handling objections and whatever.

since the last thread things have gotten somewhat better, however no sale yet(don't kill me im only on here cause i need advice, i don't want to get made fun of it makes me emotional when i get laughed at for making cold calls, but my day will come)


My opening script has changed from the last thread i made, and as a result i am given more opportunities to ask "needs development questions" and build value to ask for the sale, what im learning is that price is not really much of an objection if you build value up to it, anyway.


I do about 100 cold calls a day now nothing more, those numbers are consistent and i can do it consistently for 4 days straight.

I'm running into a serious, serious, serious, serious, serious problem besides making a sale.

out of 100 people i call now, more than half are interested but unsure,

I keep getting

"I don't see myself needing more business in (whatever city they are in)".


Heres another one, just got off the phone with a guy in which i was 100% sure he would move forward and get started, but noooo. here is how it went.

called a prospect, did my opening script, got through to where i would have the opportunity to ask him "good questions/needs development questions", he first says that he is already on the first page of such and such. I say, to be honest you wouldn't need our services if you already on the first page of xxx city, this gets him to lean in and ask buying questions, how much i charge, if i can do xx service, etc.

We end the conversation, by me sending him some information via email, and telling him i would follow up next week.

Called this week,

"i got your email, call me about in a couple weeks to see where i stand"

I hesitantly said ok, trying to remember how to rebutt this, and now i make a long post about it on the warrior forum. This rejection made me extremely optimistic because i see an area in which if i get past this, success will happen, and also i offered a price that wouldn't cover my expenses.

This experience happens alot, i somehow have a way to get people interested when i call, but when i follow up its like im back to square 1 its frustrating.


After a number of experiences like this i realize i need sales advice, because this happens alot and i never know how to handle these situations.
#offline marketing #close #deal #handle #stalls #today
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  • Profile picture of the author tryinhere
    Hello champ, good to see your still firing away, can I ask just one little question, and it is a good way and meant to be a positive thing.

    Why are you not working with warm leads that call you or want you to call them, and speaking with those people on the phone, over and above cold people your dialling out to ?

    Lets say you had a leads funnel that brought people into your business that they would reach out and ask you to call them for further info or they would call you? or to the like.

    Now in an imaginary world one would think that you would be able to close down even at worst case 10% of the people that called, worst case. Now if you could get only 10 people to call you in a week, only 10 / 2 a day, then you would close one new sale a week or 52 new seo clients in a year.

    You would have a % drop off but I would also say, as time went on 2 more things would happen, your funnel would get stronger and bigger, and your ability to close would also improve.

    Just a thought and wondering if you have thought along these lines / putting energy into a site that will capture people in the are you want to work that want help with their seo services.

    / edit I see you have a website above with page one for a key, but for me I think I would rather call half as many people a day as you do and spend the remaining time really focusing on this and or improving those funnels till you get them right. connect in with some local fb ads and what ever else you have / big focus here rather than cold call blindly every day and your business will turn for the better.

    Don't chase 100 no's a day, have people who are warm come to you. build your marketing and funnels. and yes if you still want to cold call, but get this part crackin.

    Back to the top section you wrote I noticed you said, the guy says I am already on page one of giggle, I am guessing you have said there that being on page one is only part to the puzzle in that there are many other small things such as your meta description and title that will play a big part in getting them through and then what happens from there / page one for one random keyword is great mr. x but there from there we can magnify that many times over, you want keys unlocking multiple doors to your business mr x not just one.

    I think if they just say I am on page one and that's just for one or two keys and they think they have it sorted, that you have some room to hustle there and make them feel a little left out in the cold, they are already proud they have one or two soldiers on page one, mr x let us build you an army.

    Anyway I am sure you will slam home a run soon and we will all hear your victory shout.
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  • Originally Posted by Clautusoar View Post

    Disclaimer: I sell online marketing(mainly seo), finally made it to the first PAGE of google with my main city keyword {city} seo, but not on the very top yet, so don't give me crap about waiting for leads to come in, i love cold calling now because i don't suck as i used too, i just need to learn how to close the deal, by handling objections and whatever.
    You need to be #1 or #2 for several search terms; Online advertising, local seo, local marketing, online marketing service....plus the city.

    Originally Posted by Clautusoar View Post

    since the last thread things have gotten somewhat better, however no sale yet(don't kill me im only on here cause i need advice, i don't want to get made fun of it makes me emotional when i get laughed at for making cold calls, but my day will come)
    What books on cold calling have you read?

    Originally Posted by Clautusoar View Post

    "I don't see myself needing more business in (whatever city they are in)".
    What question are you asking that gets you that objection. It isn't one you should get often, unless you are triggering the objection. It's also possible that you are hearing it as a way to end the call. But either way, you are probably saying something that gets that objection.

    Originally Posted by Clautusoar View Post

    We end the conversation, by me sending him some information via email, and telling him i would follow up next week.
    What would you be sending him? Why not answer his questions right then?

    Originally Posted by Clautusoar View Post

    Called this week,

    "i got your email, call me about in a couple weeks to see where i stand"

    I hesitantly said ok, trying to remember how to rebutt this, and now i make a long post about it on the warrior forum. This rejection made me extremely optimistic because i see an area in which if i get past this, success will happen, and also i offered a price that wouldn't cover my expenses.
    There are two paths, if you are going to keep cold calling;
    1) Hire someone to write your entire script, including answers to objections. Not me, but there are a few here who do this. It's not free. But it's cheaper than missing sales after hundreds of calls.
    2) learn from books. Keep trying and keep reading books that are on cold calling. But continually calling, and not getting better at it is going to kill you. And posting questions here is the slow...s-l-o-w way to learn.

    Are you calling people in your city, or nationally?

    And...if they keep putting you off it's because you didn't give them reasons to buy...reasons that appeal to them, not to you.
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  • Profile picture of the author ryanbiddulph
    Hi C,

    I don't think its sales advice. Marketing advice, I'd say.

    Because if you gave virtually all of your attention and energy to creating value and to building bonds with top folks in your niche, you'd be drawing in folks really interested in what you offer. Attraction marketing. Versus chasing down folks who may or may not be interested.

    I say, move away from wasted motion and do things from a calculated, precise, attractive-to-customers space, and you will allow in folks who dig your offering, versus pursuing people, especially a high volume of folks who are not particularly intrigued by what you offer.

    Ryan
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    Ryan Biddulph, Blogger, Author, World Traveling Digital Nomad
    Retire to a Life of Island Hopping through Smart Blogging at Blogging From Paradise
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  • Profile picture of the author umc
    Are you offering any incentive if they buy today? Just a thought.
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    • Profile picture of the author Clautusoar
      one month no contract, but what i find is that this doesn't help if their is a underlining objection.
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      • Profile picture of the author helisell
        Originally Posted by Clautusoar View Post

        one month no contract, but what i find is that this doesn't help if their is a underlining objection.
        You need to understand that there is a huge difference between an 'objection' and 'resistance'.

        Anyone cold calling gets loads of resistance, it's natural to resist.

        'Objections' by definition can only happen AFTER you've tried to close (or at least asked a closing question.)

        Your original post made it sound like you were getting objections.

        In its simplest form it goes like this. (after you've qualified and they have shown interest asked questions or whatever)

        In simple language.

        You say: Do you like what I've said?

        Them: Yes.

        You: Would you like to go ahead and get started?

        If they say YES....the deal is done.

        If they say ANYTHING ELSE (including 'send me information' or 'Give me a couple of days to think etc) Th deal is not done and in 99% of cases...never will be.

        So at what point do you think your biggest problem is.

        If we can pinpoint that then I'll be able to help you.
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        Just an old goat who knows quite a lot about sales and marketing.

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        • Profile picture of the author Clautusoar
          Now, what can i do as a sales guy to flip that around and make them get started.

          if they throw a "give me a couple days to think" objection.

          you think this will work

          I understand, you want to think it over, thats fine, but let me ask you this.....

          What would be the one biggest reason why you would not get started today ?


          In your experience from selling on the phone, what are some helpful closing tips you can recommend ?

          I know building value, by asking need development questions and some anxiety questions are important and powerful as well. Also referred to as spin questions.

          I tend to get more closing objections than anything right now. Keep in mind im closing on the first call.

          Like i want to think about it, don't have the budget(sometimes these are real objections after i spent 20 minutes on the phone).Send me more information.

          THANKS UMC
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          • Profile picture of the author tryinhere
            Originally Posted by Clautusoar View Post

            Now, what can i do as a sales guy to flip that around and make them get started.
            if they throw a "give me a couple days to think" objection.
            As mentioned above if your getting there, it tells you that you need to work smarter before this happens, at this point your 99% lost, again as above, so here just abort and start again. don't keep flogging a dead horse.
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          • Profile picture of the author helisell
            Originally Posted by Clautusoar View Post

            Now, what can i do as a sales guy to flip that around and make them get started.

            if they throw a "give me a couple days to think" objection.

            you think this will work

            I understand, you want to think it over, thats fine, but let me ask you this.....

            What would be the one biggest reason why you would not get started today ?


            In your experience from selling on the phone, what are some helpful closing tips you can recommend ?

            I know building value, by asking need development questions and some anxiety questions are important and powerful as well. Also referred to as spin questions.

            I tend to get more closing objections than anything right now. Keep in mind im closing on the first call.

            Like i want to think about it, don't have the budget(sometimes these are real objections after i spent 20 minutes on the phone).Send me more information.

            THANKS UMC
            If they are keeping on the phone for 20 minutes you're doing something right.

            Re: The think about it objection. The response you put is so old hat that I laughed out loud. Don't feel bad......I was taught that over 40 years ago and it wasn't that good then. That is just a glib 'seems like it should work' technique that doesn't do anything other than antagonise the potential customer.

            After 20 minutes of conversation you should have moved them so close to the finish line that they just fall over it....not suddenly come out with the 'think about it' objection. So that tells me something is not right during your qualification.

            As I said before you need a Qualification sheet. Otherwise your interaction will be disjointed and so full of holes that you'll just keep stumbling.

            I suspect you are not connecting with them correctly. After 20 minutes you should be conversing like old friends. You should be able to breeze through this objection.....with words similar to 'Think about it? Really? Which part?'

            Written down it looks out of context but what I mean is, you are not being seen as a real solution for them, they don't view you as an authority.

            An analogy: You're a doctor of seo. They know little or nothing about it. You examine them, come up with a prognosis, provide a prescription.....and they want to think about it?????

            A real doctor never has that problem....because of the trust....and the process that he goes through.

            Selling is a very sophisticated process, if any of the parts are missing...it won't work.
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            Just an old goat who knows quite a lot about sales and marketing.

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          • Originally Posted by Clautusoar View Post

            Now, what can i do as a sales guy to flip that around and make them get started.

            if they throw a "give me a couple days to think" objection.

            you think this will work

            I understand, you want to think it over, thats fine, but let me ask you this.....

            What would be the one biggest reason why you would not get started today ?
            As mentioned by two other experts here, if you are getting that objection, it's already too late. Any time you start answering objections, it becomes a contest of wills...you are arguing with them. the sale is almost always lost by then.

            If you ask them the right questions, show your expertise, and position yourself as an adviser (Yes, you can cold call and be an adviser) they should be eager to get started.
            But it may take you a long time to get to that point.

            In the meantime, don't use the close you posted.

            If you get an objection...any objection...just say "Oh?", and let them talk.
            Sometimes it just takes a person a little time to get used to the idea of buying from you.

            When you just say "Oh?', it leaves every door open to them. they don't feel pressure....they don't feel like you are pitching....and you sound like you are genuinely surprised that they didn't just say "OK, let's get started".

            As the are telling you their reason for not buying (usually created as they speak), they will either give you a problem you can easily solve, a question you can easily answer, talk themselves into buying....or talk themselves out of buying. In any case, you know the answer and can end the call.

            I don't know what your price point is, but you may get a legitimate "I have a partner I need to agree with this, if I move forward".

            Then I just ask if we can get him/her on the call. Maybe yes, maybe no...but at least you'll know.

            But one huge key to selling is that they are pursuing you, and not you pursuing them. Amazingly, you can even cold call and position yourself as the pursued. But you have o be completely consistent, and it's a pretty advanced form of selling.

            The good news is, you are calling, and that's the hardest part. And you are keeping them on the phone, which is a big step forward.

            But you don't know how to sell. You are learning from hacks on Youtube.

            Read great books on selling;
            The Perfect Close
            SPIN Selling
            Just Sign Here
            Influence
            Cold Calling Techniques That Really Work


            Seriously, you need to learn how to sell. These books will give you a good start.
            If you are just going to watch Youtube videos and come here for "Tips" expecting to make this work, you're going to be disappointed.

            You're either in this business, or you're not. And if you keep doing what you are doing now, you won't make it work.

            40 years ago, when I started out in selling, it took me three months before I made my first sale.....but I read books on selling, talked to successful salespeople, tested ideas, and kept working....

            Within a year I was the best guy in the office. But I kept learning.

            Why read great sales books? Because in two hours you can get a lifetime of experience from a professional. And it's cheap....really really cheap.
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  • Profile picture of the author helisell
    Imagine walking along a passageway with your customer in an office block.

    There are open doors on either side as you walk along [these are little escape routes for the customer.]

    As you stroll along the passageway in discussion your job is to close each one of these escape routes as you come to it [or if you're doing a great job...before you come to it]

    From what you've said, it sounds like you are managing to close quite a few doors as you go along...but....the customer keeps getting out of that door you left open.....the one about 'send me some info in an email'

    So....you need to close that door firmly''before you start the walk!' get it?

    The door needs to be closed by you during your qualification.

    Having asked all the 'right' questions [and I don't know if you are doing that because you haven't said what questions you are asking] you would start to close the door they keep getting out of.....plus the whole 'deal'

    Forgive me if this sounds too theoretical I'll get to the point.

    1. Based on what you've learned so far you need a qualification sheet printed in front of you [and a pen]

    2. Having gained interest you need to say something like 'ok Mr customer, based on what you've said, it sounds like I may be able to help' How about if I fire a few questions at you and we take it from there ok?

    3. You now go through your qualification sheet...as the customer opens up you'll learn to make it far more conversational.

    4. Last question is 'OK Mr customer I think I have a pretty good picture of your situation....unless there is anything else you can think of?'

    5. If I can put something together for you that will....
    [I'm making these up but you know what they'll be]

    a. Increase your online presence and get you more visitors
    b. Show you how to track your results and give you a better picture etc etc etc
    c. and so on....and If I can do all that within the money we talked about........pause

    'Would there be anything that would stop us going ahead right now?'

    Find out what would stop him.....'email me crap etc etc' and handle it.

    This is like sales 101 and you should be able to find info like this in any good sales book [not that there are many good ones, I wouldn't bother with the Grant Cardone stuff either at is not at all appropriate for what you are doing.

    Implement the above and you'll be well on your way to having a pro system in place.

    Obviously there's more to it but these are the principles you need.

    Good Luck
    Signature

    Just an old goat who knows quite a lot about sales and marketing.

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  • Get this book and read it. It's a far better investment of your time than watching random Youtube videos.

    At least you'll get a real idea of what phone selling is all about.

    Power Phone Scripts by Mike Brooks.

    https://www.amazon.com/Power-Phone-S...2BBH7VDVCWQA8M
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