Closers Only -- Rebuttle Game / Training --

They have failed and he just told you he did. I have sold millions of dollars of advertising, my system works. By the way, "Hang Up" I do this face to face not on the phone. My average deal is large enough to justify making the trip to do this face to face and I do things like this all day. I haven't even told you some of the more brutal things I say and do.
Do you have the nards to tell a prospect "you are a pain in the rear and I think you are going to fail using my program to garner work so I'll show myself out, good bye" and I get up and leave.
Rus Sells, I don't work with light weights, I work with big boys and girls and I treat them as peers. I work with some of the toughest Personal Injury attorneys in the country. I'm sure you have seen their ads on TV.
The bigger your "set" gets the bigger your deals get. So grow a set.

Hey ewen, my first paragraph was a rebuttal, my last a question, not aimed in any way at you personally.

"I'm loving your questions Ken...

You obviously had good reasons to spend that $50,000 on advertising,
can you please tell me what they are?"

-------------------------------------------------------------------

Ewen

"I agree that you should not spend more. In fact, I strongly suggest that you spend less. Much less. When your web presence is optimized for the flow of search regarding your core business offering, the "advertising" is built in to your site and never costs you a dime. Plus, because the searchers that my work bringsto you find you through their own efforts, they 'buy in' that your service is the best. Stop spending $50k on classic advertising and get into the flow of the $14 billion revenue stream that Google created."

The fact that you already spend 50k per year on advertising shows that you understand the value of marketing your business. I would say 2 things, if you are absolutely certain that every cent of that $50k makes you a return than you have a system of testing which enables you to know that advertising makes you money , in which case the reason to spend more is to make more and my marketing solution will enable yuou to do that..
However many people who spend a lot of money on advertising waste money because they don't track the results, in which case I would say, My marketing solution can be tracked to prove it is creating profit for you and you can apply siimlar tracking methods to your curreet advertising to make your $50,000 ad spend go a lot further.

That's a great question. In fact I get that a lot from folks in this line of business. What I've learned through experience is that a lot of times, someone who is spending $50k or more usually has a few bloated items that are not necessarily providing a return.

So, let's readjust our conversation for a moment.

I wouldn't go so far as to say that you should spend any more money on advertising than what your business needs to achieve a profit.

So, the question should probably be adjusted to, how much of that $50k is providing an effective return?

What I'd like to do before asking you to spend a single dime with me is take a little time to go over what's been working out of that budget and what's not. I have a 13 point analysis of the 3 main areas of advertising (print, digital, and referral) that quickly snuffs out the good from the bad.

9 times out of 10, when my clients go through this exercise, they find at least one area of advertising that is basically money being flushed down the toilet.

Let me ask you this, Mr. Customer...if we did this analysis and I could provide you the exact same revenue return and slash your costs by 30%, would that be of interest to you?

(and then, for the most part, you show them that 80% of their marketing efforts are untrackable, and therefore high risk....think yellow pages).

My objection:

Oh, I've tried that internet stuff before. It doesn't work for my business...

Well Ewen, I want to be #1 because I will get more clicks to my website and people will trust my business even more, I don't know what will happen if I don't get it. What is more important the Google pin point thingy (referring to places) that I see coming up, or showing #1 organically? I can only afford 1 services right now.

(almost verbatim something I was asked, she called it the google pin point thingy lol)

Glare all you want, i don't promise sh** , except my effort.

but i do hear that question @ east half a dozen times a wk.
some time that much in a single day, so evidently some one is
being a complete fool, or scammer

Greg I always like price objections (questions) because I know that more than likely the customer/client is ready to buy. They just need a little reassurance that their decision to buy is a good decision.

From your question it is hard to give a specific answer because price is a very relative thing in sales. What the question the client is usually saying is, "please reassure me of the real value, to me, in saying yes to your sales proposal."

Assuming by this point in your presentation you have done your research before hand and asked good questions so you know your clients business fairly well.

Your client could be a retailer selling lower end items or higher end. Higher end retailers and professionals are easier because you can show them a return on ad investment rather easily. And done properly they will almost always say yes just not to look stupid. If they say no it is probably a fact that they just do not have enough money to invest in advertising which is another subject altogether as how to handle.

If your client has a profit potential that is higher ask them or lead them in this direction.

You: What would you say your typical profit is from what your Service/product per sale. Just a ball park.
Them: $1500
You: Do you see how my service could bring you additional prospects?
Them: Yes ( If your are getting no's here your objection is not a price objection. You need to back up to find what is.)
You: How?
Them: ( If they are sold they will now start selling you.)
You: That's right. Ok there is no doubt, as you just said, that more business more than likely will be derived as a result of my service, and one additional sale yielding $1500 revenue will easily cover my service at $1295. Right?
Them: Yes (They can't say no, right?)

Ok, you notice I didn't allow myself to get pinned down defending my fee from a position of the actual time and steps to do things like make a web site, do social media or SEO for example. Don't let them make you justify your profit (price point). So many sales people get trapped by this and end up not closing and being very frustrated and they begin trying to justify their fee to themselves. Very dangerous territory for a salesperson to get into. If you are not comfortable with your price point....RAISE IT!

Another thing to realize is lets say you are working with a car dealer. Think about it, in many cases they are probably more skilled or at least equally skilled in selling as you, right?:rolleyes: Now who's selling who here. I have had so much fun with this at times and I will do some nutty things and I have asked a person to change chairs with me and say obviously I'm not getting anywhere here. How about you sell me for a while? (Now you have to read your customer right first) I can't ever remember being thrown out for doing that and most times will make a sale.

Don't be afraid to burn a prospect and have fun. Even the grouchiest prospect will often crack a smile and from there forward I got it in the bag. Ever see a sign no solicitors (salespeople) allowed? Assuming you are doing business legally and properly in your community you are not breaking a law prospecting them. (No trespassing is different. But such a sign is stupid at a place of business if they have customers coming in.) I had a sales trainer/mentor one time go into that situation with me in tail. The prospect did see us and the first thing out of my trainer's mouth was. "I just wanted to see if you are as afraid of salesmen as your sign said", with a big grin on his face. My mentor made a sale and that person was a steady client for years. I learned something from that as I hope those reading have.

I know I'm wandering off a bit here but the bigger point I want to make is, "make selling fun for yourself". Your prospect is many times a mirror and will reflect the picture of what you are at the moment. Fun reflects fun, fear reflects fear, anger reflects anger, smile reflects smile, shake head up and down reflects likewise and etc. reflects etc.

There are basic rules in selling (psychology) and the above ranks at or near the top. If you can get a grasp on what I just said and do it, you will be on your way to the top 5%. I believe we are all sales people, even the cat and dog. So the above, I believe, applies to all life.

Think about it!....No question this time.

Old Dog

P.S. Don't take making that call too seriously, have fun! Your prospects/clients will love you for it. Do all the smilies :rolleyes: with them.

Question: Why is your quote so expensive?
[/QUOTE]
My answer;
"Compared to what?"
I just want the prospect to vent. It gives him time to give me his opinions, and it give me time to look for openings, common ground, and sometimes they just talk themselves out of the argument.
Are they saying that you are asking more money than they expected, because they had a made up figure in their mind? Are that comparing you to a quote from an internet guy for a different service? (this one is pretty likely)
Are they comparing your quote to a different form of advertising?
Is it a way to get you to discount (In other words they always say it's expensive)?

A lot of my selling is letting them vent. Prospects love to give their opinion. They also love to tell stories where they are either the hero, or the victim. Listening to them vent is one of the best things I've learned to do to establish rapport, and to give me information to determine the direction of the conversation. Asking a question, and then really listening to the answer is a great compliment.

Nobody can dis-agree with you when you are listening to them.
I know that sounds like a slogan. But it's real.

To be honest, I started this "asking questions and letting them vent" out of laziness. But it works.

I also get "The last guy that I paid for online marketing didn't do anything!"
I say "So tell me about that"...and I listen.

Another slogan sounding moment.....
I find it easier to sell an angry prospect than a neutral one. I'm dead serious.

Because an angry person is involved emotionally. Once you listen thoroughly to their grief, they start to swing toward neutral...and the momentum helps carry them over to your side.
And I hope I don't offend anyone with this, but it's the reason "make up sex" is so great (I've heard). Once the "I'm angry" gauge starts moving away from one side to "I like you. You understand what I want"... it's far easier to keep it going.

Anyway. I hope this helps someone. Now, I'm going back to work.

There was an earlier question that went like this,
Me: "May I speak to Mr. Business Owner?"

Gatekeeper: "Maybe, who's this?"

Rus, the business owner isn't long term but his business should be. When and if he sells you need to have your service sold to the new business also. A new fresh excited owner will consider you the absolute authority especially when you tell them the story of what you did for Bob. Upgrade/Upsell in the works......P.S. I love to fish Rus, that is what selling is to me. I'd be happy to drown some bait with you anytime.

Also ....Ken you had me "grinnin" from the first sentence in your rebut. You nailed it! (You're sharp as a tack!) I have had that objection several times over the years and closed each time on added value when selling = higher selling price. Some may choose to move on but as long as I believe I have a value to offer a prospect, I will keep casting until the worm is drowned and I may still keep casting a bare hook for awhile.

As time goes on you fellow warriors will always hear me often say... I have not done you a favor telling you about my offer, I only have done you a favor buy making sure you have my product or service...

Old Dog...

You know John/Susie, that's fantastic. I don't hear that very often.
John/Susie, could you tell me a little about the systems you have in place to keep it that way?


As far as your charity question... Yes.
I have done that in the past for a job.
I didn't have the money for new clothes so I went to Goodwill and bought the clothes.
I got the job. I also still go sometimes to look the part.
For example, the first job I had outside of farming was as a bus buy at a restuarant.
I went into the restaurant for the interview, dressed as all the other employees.
I started right then! I was 14!
I still do that from time to time. If I am going to an auto repair shop, and I see a mechanic shirt with my name on it, I will buy it.
Then, wear it to meet with the prospect. I am not a suit and tie person.
Everytime I have done this, with trade services, I have closed the deal.
I always try to look like them. Goodwill is more likely to have a mechanics shirt than a dept. store.

My question: How do I know this is for real? I have never heard of this before...

How to established credibility in a new market with a new service....???

makes perfect sense. I am having same issue, so i just started posting common questions i hear.

keep in mind, even tho we know it like the back of our hand,
some of these questions / rebuttals will be new to the people
who need them.

I think it is overly arrogant and something that will turn people off. Your services, are in question, not his business. You could have someone on the line right then ready to buy and that statement could completely turn them off. If you haven't experienced that then it is just because you haven't had enough calls where you said that.

See how that works?

"You know, Mr. Whitacre, that's a great question, and you must have a reason why you're asking -- why is that important to you?"
[Listen for hot buttons, and frame their concerns into a trial close].

"So, if I can guarantee you work exclusivity with me and no other of your competitors, is there any other reason that would stop you from moving forward today?"


Objection:

Pitching burial insurance -- "My kids have enough money to take care of the burial for me, and I'm on a fixed income, you know."

That's not a problem.
MWind, do you mind if I just ask you why you got that service 3 months ago?


My Logic:
I always respond with... "That's not a problem" first.
Then, turn it around into a question to get her (in this case) to tell me her reasons she buys

I love this answer. If more marketers would do this it's $$$ in the bank. When we're newbies we tend to say "Sure, what's your email address and are happy that we got that far. Take it further. Take it as far as you can go.

Sue

mnall0l Not a clue what we are doing

"I want to think about it".

You & Reardon may be on the same page with this one.. I did the Tom Hopkins "Just to clarify my thinking, what do you need to think about is it the ...(followed by questions leading them to) Is it the money?" also.

It works. I used it for years and it worked like a charm. Maybe 40% of the time I would get a sale after this objection (assuming the presentation was solid). But there is more involved after their response. Then, I would have to "Reduce it to the rediculious", and the whole sequence took some time.

Then, an old Encyclopedia salesman let me watch him in the home. He got that objection and got the sale. He only had one answer for every objection....and it was amazing. I memorized the close and it works as well and is faster than the Tom Hopkins close..

"I need to think about it".

Of course you do. And I don't work with just anyone. It's my decision too. I only want happy customers. I don't want customer that I have to badger to buy, or customers that have doubts. In fact, I only want to work with people that are so excited that they can't wait to get started. So the only question is, are you one of those people?"

This doesn't work except in about 35% of cases. But in those cases, it really snaps their brains to attention. And if they still whine, that means it's over.... and I can leave (or hang up).

Either way, I win. I just want to move forward or leave. (or hang up)

I was in a person's home once closing for three hours (I'm tenacious) The husband looks at me and says "We just need to think about it".
I said "I've been here for three hours. Think faster". I kid you not, they bought. I tried it about 5 more times with ..well....bad results. But I wanted to share that.

I still haven't heard a complete response to "I need to talk to my wife"
(Unless I missed it)

Added later: To Mwind076..Shorter horse..I just got it!:rolleyes:

Ken; I don't think it's a circle. I think it's linear. I think that you don't need 90%, because it's now internal. It's just a thought and I could be wrong.

And about salespeople not making that final step?
I don't think they can. For example, I can't be a world class boxer or tennis player. Their training is now part of them. Their responses are reflexes. Not possible for most of us.

I think that the unconscious knowledge of the underlying principles of how things work...is wisdom.

And I wonder if it is "the final step". I'll bet somebody knows. It just isn't me.


Oh! A question; "After the economy killed our growth, we have cut out or delayed any new marketing"