"Expert Sales Training Right Here! HOT TIPS on Cold Calling, Qualifying, and Closing!"

Hey Jason,

I'll be checking this out now... Also, just a small piece of advice so your posts don't get deleted (I just had to deal with this recently myself!), but if you are advertising things to get people to opt-in to your list, you really want to put the ad in your signature and not directly ask people to sign up from your posts.

I personally don't mind these things when value is being provided, but it can get your posts deleted pretty quickly and then all the time you spent making the post goes down the drain.

-Ben

Only ONE BONUS spot left!

Hey folks...don't forget to come back here after you view the content, and share your thoughts about it!

Just signed up...sounds like good stuff!

let me know how can I get into your program..

Hi everyone, access is still FREE and OPEN! Click on the link in the sig and go!

Jason really knows his stuff, and it has helped me out heaps. Anyone looking to sell their services to offline business' would be an IDIOT for not checking this out!

Thanks to everybody who has signed up!

Just wanted to share some statistics so far:
In the 20-odd hours since I started this thread, it has been viewed 97 times.
The landing page has had 46 distinct views, so about half the thread viewers are clicking through.
Now here's the weird (to me, anyway) part:

Only 10 signed up for the training! Plus two I PMed is 12 total.

What happened? I'd love some feedback here. Did it look like work? The whole thing's about 20 minutes only. It's casual, friendly and filled with tips!

And no one has left a comment about the content, on the site or this thread, yet. Good, bad OR ugly.

Weird! (Be the first!)

I *Have* provided great content, and been told so. Check out other posts.

Since most people learn by video instead of reading these days, I thought a video series would be more effective. I figured enough people had seen what I had to offer and would be interested, and they are: for visits to my site, which I've only been actively working on for about two months, I've had the busiest days ever.

I have sent all the replies manually; it's not an autoresponder.

What I'm wondering about are the people who have watched the content but not said anything about it yet.

I just viewed the videos but before I say anything about them, just a brief response to the post by Voasi, I think you are making an unfair statement by implying that there's no value in what Jason is offering. Depending on one's level of experience in sales, there is in fact, a great deal of good basic selling strategies. It's also unfair to assume that any further correspondence from him would be spam. Particularly in this forum where any offender would be called out pretty quick on a tactic like that.

Now....about the videos, some good basic sales info here but I have to take exception to parts of it.

This is what appears to be an intro to a consultative selling "course" and as such, it serves as a good foundation. However, I (and this is just MY opinion) don't think consultative selling is the single answer to every sales situation. I don't believe anyone would think that. I think it has a great deal to do with what it is you're selling. I've noticed in Jason's posts that he makes mention many times of the need to identify the prospect's problem. Although there a lot of things which are purchased to correct a problem, this isn't true of everything. In watching these videos, and after reading much of what Jason has to say, I am sometimes left with the feeling that my job as a salesperson is to make the prospect see a problem where they may not have seen one. Many products are not an answer to a problem, but simply a worthwhile addition to what they are already doing.

Jason also speaks a great deal about qualifying the prospect. There is no doubt about the importance of this in the sales process but it should start at the very beginning in making the decision to spend time with a client or not. When I think about qualifying, I view it as "is this guy qualified enough for me to invest my time?" To me, qualifying is what happens before, not during the sales process.

These videos have some focus on qualifying and asking questions throughout the sales process. I've always heard this referred to as the "needs analysis". The "steps of the sale" are to me, one of the most ironic elements of sales training. If you spend too much time concerning yourself with your steps, I promise you're going to miss a lot of buying opportunities.

In my current position I have to call on vendors to get some things done. I repeat, I CALL THEM, and it amazes me when they want to go through the steps of the sale after I've asked them "how much?" Even when I haven't called and I've been approached, it's the rare salesperson that recognizes they don't have to go through the steps of the sale. It's almost as if many sales managers have insisted that their reps undertand and follow these steps that they spend no time teaching how to recognize buying signs.

Jason also addresses the issue of follow up and basically lays out that you shouldn't have to waste a lot of time doing it. I believe the same thing. However, in watching the video I got the feeling that he's ignoring the elephant in the room. If you are going to be putting "following up" in it's appropriate place (which to me is the trash can), than you need to be prepared to discuss how to "one call close" the prospect, because there simply is no in-between. I didn't get the impression that he was going there.

All in all, there's a lot of value in taking a look at these videos. I think the people that will get the most value out of these however, are the people that don't think of themselves as salespeople. Jason addresses this very briefly in these videos. The web designer, the seo guru, the wedding photographer, and the others who don't want the label of salesman attached. Get over it folks, if you're asking for money, you're a salesman, and the rules of sales apply to you just as much as they do to the guy that sold you your last car. I can hear you all saying it under your breath....this dude is a jerk!.....really?

Hi David, I appreciate you taking the time to watch the videos and writing these in-depth comments. These things do take quite some time to type up!

I agree that it depends on what you're selling, though I would use consultative selling to sell furniture, home appliances, and lawn care services (and have had clients who do!) just as effectively as selling web design, legal and other services that obviously require a more in-depth investigation of your prospect's world. This IS a basic foundational course and in the brief time I figured most people's attention span would last (about 20 minutes), I cannot get into massive detail about how and why everything works.

I'd like to reply to a couple of the things you mentioned, because I don't think the ideas came across completely or correctly based on your feedback. The first is your comment about "making a prospect see a problem where they don't have one." I absolutely do NOT have that as a goal!

What is important is to uncover the prospect's pain. They invited you to meet with them for some reason. The first reason they give you will not be the real one, because the real one is emotional and not necessarily logical. But this is the reason why they will buy from you without complaining about price...if you can get it. What's vital here is that THEY acknowledge the issue--or else it does not exist.

So to me, even if the product or service the prospect is looking at is an addition to something they have, or they are in a good mood about it, there is still "pain" under the surface that's motivating them to look for a solution. Take a mid-life crisis guy looking at a sports car. Sounds like fun, right? Except that under the surface, he's got issues about youth, vitality and power that can be uncovered, which he believes a sports car will solve. If you find these, it will be much easier to have him want your vehicle, rather than the gearhead salesperson who's concentrating purely on low gas mileage, high horsepower and loud exhaust rumble (though these are features you can use with precision to sell once you know the pain).

Regarding consistent steps in a sales process, I believe you need these in order to know where you are, what's happening, what's going to happen, and have some control over the outcome. Otherwise you're flying by the seat of your pants and whatever happens happens. Another reason I believe you need to go through all the steps of a sales process is to avoid buyer remorse. You don't want that sad call, "I thought it over and I don't want to do it now. Please send the deposit cheque back."

Now about the "one call close" question. I answered a PM this morning from a Warrior who was wondering that very thing. Yes, you can do a one call close--if the prospect has put the pain on the table and acknowledged it; has the budget to meet your needs as a seller; and is a personality fit for you to work with. Then, and only then, do I recommend you tell them that you'll show them how your solution solves their problem, the way they want to be shown, but in return they have to give you a Yes or a No TODAY. No "think it overs"!

So there IS a possibility between one call closes and a drawn-out sales cycle: noting at the end of the scheduled appointment time to your prospect what you've uncovered, and that there isn't time today to completely learn everything you need to know about their world--but it is sounding like you have something for them. If you can continue meeting now, or schedule a time in the very near future to continue, then you both can complete this discovery of concerns.

Again, I could not get into everything in 20 minutes--and nor should I! I believe Sales should be FUN! and this is a way to easily introduce people to that idea. Thanks again David for your comments.

PS Everybody, this training is still open and available! Check it out and please leave your comments.