22 replies
Note: This audio is open to mis interpretation and seems to not go along with alot of other things I teach. But in a year at a call center, you give lots of different speeches for lots of different purposes on lots of different days regarding lots of different variables...

In the big picture it all fits together...being focused and in control doesnt mean "dont love" doesnt mean "dont be nice to people" just means "MOVE FAST AND GET TO PEOPLE YOU CAN PITCH".

Hope people can assimilate this and know how to fit it into to the rest of the teachings.

Click Here For A Good Rant/Lesson on Focusing Your Pitching.

It doesnt lead to my website or an optin or anything, just a warrior post, thats all.
#audio #cntrol #conversation #focus #post #taking
  • Profile picture of the author Jason Kanigan
    (posting this in the correct place, this time...)

    Hi John,

    "You need to stand for something." I absolutely agree! And you DO need to qualify your prospect!

    I agree with everything you had to say here. If you as a salesperson are sloppy with your approach, and you don't have a consistent sales process, you will fail. "Your head must be In The Game!"

    Your example about trying to sell a website to someone who wants a boat makes sense. This prospect needs to be quickly qualified in or out.

    When we hear "You're the professional, you tell me," you need to make sure they aren't pumping you for a free education, which they will then disappear and find for the cheapest price. When I sell, I do it free of the price objection almost every time.

    You made an excellent point about "wanting to be liked." Being liked is not a necessary factor for selling! This hope often blocks people from becoming good salespeople. Great salespeople are tough. Being tough means keeping on target, keeping on process, qualifying prospects in or out quickly, finding out their budget, and getting them to sign on the line and get started IF they qualify! Much of consultative selling is about asking the uncomfortable question. Pressure comes from having the prospect realize and acknowledge that they have a serious problem which you can solve.

    I've seen a guy use a 3-minute egg timer. If he hasn't gotten into a good, qualified conversation with the prospect by the time the sand runs out, he politely ends the call and moves on to the next dial.

    John, you and I are not far apart on what we expect in Sales. We differ only on our approach.
    {{ DiscussionBoard.errors[5050295].message }}
    • Profile picture of the author newbizideas312
      Being liked cuts resistance in 1/2 though...I do agree with the fear for most salespeople, but not everyone is going to like you, and the more you work, the more things you can try to perfect your sales.
      {{ DiscussionBoard.errors[5052649].message }}
      • Profile picture of the author John Durham
        Originally Posted by newbizideas312 View Post

        Being liked cuts resistance in 1/2 though...I do agree with the fear for most salespeople, but not everyone is going to like you, and the more you work, the more things you can try to perfect your sales.
        The more people like you the better, just dont forget why you are on the phone.
        {{ DiscussionBoard.errors[5064691].message }}
        • Profile picture of the author dtaylor
          Thanks John,
          Always good content from your posts.

          You hit the nail on the head: You have got to keep the conversation on track. If the prospect won't stay on your track, get them off the phone.

          That is why it is so critical, especially for new salespeople, to use a script and to memorize and practice your answers to the most common objections. That lets you know ahead of time where the prospect is going so you can guide the conversation.

          There is no "easy" way. The only way to get good at selling is to get in front of as many prospects as possible, in as short time as possible. For most of us that means getting on the phone and setting appointments or simply selling on the phone.

          {{ DiscussionBoard.errors[5064991].message }}
  • Profile picture of the author Richard Tunnah
    Loving your posts John even though I'm not a telemarketing man I can fully appreciate the valuable information you are willingly posting here. Thanks.

    {{ DiscussionBoard.errors[5050328].message }}
  • Profile picture of the author P1
    Ahh, I was just about to go out now I HAVE to listen to this first!

    {{ DiscussionBoard.errors[5050358].message }}
  • Profile picture of the author Richard Brands
    Fully valuable information. hope this make me more comfortable on my deals. highly appreciated.
    {{ DiscussionBoard.errors[5050753].message }}
    • Profile picture of the author John Durham
      Originally Posted by Richard Brands View Post

      Fully valuable information. hope this make me more comfortable on my deals. highly appreciated.

      What makes many UN comfortable on doing deals... Is not knowing where the conversation is going. Stay focused on your objective and you will always know where it is, or where it SHOULD be heading...

      If its not a prospect its not a prospect, but you have to MASTER your pitch... You do that by knowing exactly what you want to accomplish.

      Otherwise you will end up trying to become a "boat broker" before you leave the office, and not a very convincing nor competent one. lol

      Hopefully some will get the point of this.
      {{ DiscussionBoard.errors[5050799].message }}
  • Profile picture of the author Jason Kanigan
    You definitely want to qualify your prospect in or out as quickly as possible. It's much easier to work with people who are desperate for what you have to offer. They may not know what it is, just that they need a solution to their urgent problem, but you have that solution. Your questioning and qualifying skills can speed up your sales cycle.

    We are not interested in solving ALL of our client's problems: just the ones we have expertise in. If you're stuck all day talking about problems that your prospect has which you can't solve, you're doing it wrong--no matter what selling methodology you're using.
    {{ DiscussionBoard.errors[5051256].message }}
  • Profile picture of the author Michael Bucker
    Excellent post, I totally agree. I tend to use the word "direction" but that’s simply just my word. My saying is he who has direction has control.

    However not having a since of direction will kill any deal. If one does not guide the conversation all the way to the close, and allows empty conversation, the close ratios will indeed be very low.

    The person you described as just allowing any old subject to dominate the conversation, appears timid. In the words of Zigglar "Timid sales people raise skinny kids"
    {{ DiscussionBoard.errors[5051324].message }}
  • Profile picture of the author Nathan Alexander
    Thanks John, putting it on while I clean here in a bit. Much appreciated sir...
    {{ DiscussionBoard.errors[5051534].message }}
  • Profile picture of the author Ben_R
    thanks John never realised you had a room full of telemarketers -to train - made me listen attentively and 7m raised - ill be listening again

    thanks for the information - very generous
    {{ DiscussionBoard.errors[5051662].message }}
  • Profile picture of the author John Durham
    300 views WHOOO HOOOO! Im famous! lol

    Where is the bath tub full of green m&ms..., oh and wheres my my water boy....?

    What kind of venue is this anyway!?

    Im calling my agent!
    {{ DiscussionBoard.errors[5065733].message }}
  • Profile picture of the author chrisnotes
    I am pumped about starting my business and have had a few sales thus far. If it wasn't for you John and many other people on this wonderful thread I wouldnt have done anything and would be still sitting on my butt still. And I hate to burst in on this lovely thread but I have a big concern. So let's say we make 2-3 sales a week offering various services to our customers for an entire year, may it be websites, mobile sites, SMS, SEO, Facebook, or whatever. You could be outsourcing or doing it all on your own. Well what do you do when you reach the point that you can't take on any more work because you have so many customers already? Even when outsourcing how do you keep track of every customers information, especially when they need updates periodically to their stuff? If you've reached a limit, assuming there is one, how do you keep building income for the next year with an already solid business plan? Maybe I'm over thinking this but I'd lime to quit my job and do this thing. But today on my drive it accured to me, well what do I do next year if this is working and i can't take on more work? Sure I'll set up some recurring income- but is that enough to survive on? I hope you guys understand what I'm asking here and would had started a thread if I was able to. Thanks in advance! Great inspiration right here!
    {{ DiscussionBoard.errors[5065892].message }}
  • Profile picture of the author John Durham
    @ Chrisnotes

    Ill be honest with you... 100 customers equals about 10 customer service emails per day. So you spend an hour answering emails, and a couple of hours managing outsourcers.

    In theory it seems hard, but in reality, all the pistons fire at different times, so you arent getting bombarded with CS every day from every customer.

    After the initial first week you may not even hear anything from a customer all year, or maybe just once a month. There is an occasional one that will hit you up twice per week for the first month, but as they settle in the CS slows down.

    Just make sure you have created a business model that supports you, and gives you extra money to run your business by designing it that way...

    The biggest hurdle is building the residual, because in the beginning, everytime you stop selling it damns up your finances, but there is another side if you keep going.

    Just watch the margins, and keep the fresh sales flowing so there isnt any financial downtime until you have the residual that will carry you through.

    Know your financial goals... design your model, and then do things according to your design.

    At 50 customers, I need to be bringing in this much, at 100 customers I need to be bringing in this much...

    As long as there isnt financial struggle at that point you will be fine. Just watch your profit margin... Customer service down the road can be as easy as paying someone to work 20 hours per week for an hourly wage.

    Designing websites will become cheaper too, as you will hire an hourly designer eventually instead of giving someone 30% of your earnings for something you could get done at 10% or less.

    Sales people are the ones you will want to pay because they "create" income.

    The more you grow, the more leverage you have.

    As my friend David says, its easy to pay a guy 30% at the $20k level for a non income producing position... but when you get to 100k per month, and you dissect your pie, and you see that the BIGGEST chunk of it every month is going out to ANY single individual vendor... and your business needs those finances to grow... Thats too big. Its not even fair to you anymore, being the one who does everything else...You scale down cost in that area.

    You will hire hourly people eventually when you get into bigger money.

    Ps. Or you could just do like some of these other guys around here, or like and charge $1,000 per month, then you would have less customers to manage and would achieve fulltime residual income faster.
    {{ DiscussionBoard.errors[5066111].message }}
  • Profile picture of the author chrisnotes
    Wow, thank you so much! I'll keep trucking then!
    {{ DiscussionBoard.errors[5066410].message }}
  • Profile picture of the author John Durham
    As long as I can make money with them Michael Im good... It would be cooler if M&M's were the way of giving kudo's...I'll take a whole truckload please!
    {{ DiscussionBoard.errors[5165200].message }}
  • Profile picture of the author kymobilemedia
    Thanks for the great post. Over the past few months I have learned how to do a lot of services for offline clients, but you have taught me to start with a single service and focus on that service at first. Then I can always up sell.

    My problem is picking a service to start with. I have narrowed it down to website design with your report you posted, google places optimization, and Facebook pages.

    Since there a lot of businesses in my area without a website, I think I am going to start there and try it for a week of cold calling and email.

    Then, if I am getting results after 1 week, I will keep going until I get 100 web design clients with recurring hosting. Then I can up sell the most likely clients to other services.

    Your thoughts?

    Thanks again for the great advice. I really appreciate it. It has helped me get focused so that I can stop trying to learn everything, and focus on one thing at a time.

    {{ DiscussionBoard.errors[5165514].message }}
  • Profile picture of the author danielkanuck
    I enjoy your informative posts and your free audio's like the one in this post. This information is purely sublime. I'ma have to put some of this into use.
    {{ DiscussionBoard.errors[5165771].message }}
  • Profile picture of the author John Durham
    Buuping this for all the guys starting cold calling today.

    Free audio in the OP. Enjoy.

    Its a little rougher than the usuall in some But I think it will help.
    {{ DiscussionBoard.errors[6576825].message }}
  • Profile picture of the author moodykitty
    Thank you, just listened to it. Very motivational
    I would rather live my life as if there is a God, and die to find out there isn't, than live my life as if there isn't, and die to find out there is.
    {{ DiscussionBoard.errors[6577510].message }}

Trending Topics