Closing on the phone? wow!

12 years ago

Originally Posted by xzorpl

Just got through reading a long post in which "Iamnameless" was talking about how he closes on the phone. I would love to learn this technique for my own business, but how do you secure the deal over the phone?, how do you secure the contract?, how do you collect payment?

how do you secure the deal over the phone << -- ask for a credit card

how do you secure the contract << -- Registered mail and or FAX

how do you collect payment? << -- Run the card thru a processor
( or you can do check by phone )

That's the Basics, you don't need any WSO,
ask your questions here. Plenty of people will help you.

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HypeText

12 years ago

Originally Posted by kenmichaels

how do you secure the deal over the phone << -- ask for a credit card

how do you secure the contract << -- Registered mail and or FAX

how do you collect payment? << -- Run the card thru a processor

You forgot a VERY important step...

Pick Up the Phone and dial...

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kenmichaels

12 years ago

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David Miller

12 years ago

Closing the deal on the phone is one of the most challangeing things you'll ever do. Cold calling can be learned by anyone willing to:

1. Accept the fact that just about anything can be closed on the phone
2. Work consistently and follow a plan
3. Be willing to learn that there are already countless threads in this forum about this topic.

If you aren't willing to do the hard work of looking for them, you won't be willing to do the hard work of cold calling.

Of course, you can check my last WSO. It's free and many forum members found it to be the key to closing on the phone.

http://www.warriorforum.com/offline-...old-truth.html

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The big lesson in life, baby, is never be scared of anyone or anything.

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iAmNameLess

12 years ago

Originally Posted by David Miller

Closing the deal on the phone is one of the most challangeing things you'll ever do. Cold calling can be learned by anyone willing to:

1. Accept the fact that just about anything can be closed on the phone
2. Work consistently and follow a plan
3. Be willing to learn that there are already countless threads in this forum about this topic.

If you aren't willing to do the hard work of looking for them, you won't be willing to do the hard work of cold calling.

Of course, you can check my last WSO. It's free and many forum members found it to be the key to closing on the phone.

http://www.warriorforum.com/offline-...old-truth.html

I think I am fortunate enough in a way to not have found this forum when I first started. I didn't know people set up appointments to sell, I didn't know that cold calling and closing right then and there was more difficult than the next thing. I have come to find it normal. Before I came here I had no idea about half the things people do.

To me, cold calling and closing on the first call was what I set out to do. I never asked for the appointment, I never asked permission to send email.

To the OP: If you call enough, you will get what you ask for. If you go and set out to get appointments, you will get appointments. The reason I don't do that is because it is an unnecessary step to me. I can cold call and get the sale. Why? Because I ask for it.

You DON'T need a WSO on the topic, people have emailed me, PM'd me, asking for one but I don't intend to release one. It isn't rocket science. It isn't something that I want to charge money for, but maybe I will just to build up a big list of serial WSO buyers LOL.

Call the business.

Pitch the business owner, converse with him or her.. if there is a need that you can provide a solution to, then you should be able to close the sale.

How do you close the deal? Ask for payment

How do you collect payment? Get a merchant account, accept the card or check by phone and enter it into your terminal. I have an authorize.net gateway that I just log in and put in all the information. When I first started I didn't do this, I used paypal. I sent a money request to their email. It worked out perfectly fine for me.

How do you get the contract? You CAN set up a form on your website, and have it lead into a form that processes payment through your gateway but if you aren't that savvy no worries. You can just email the contract, ask them to either print it and mail it back to you, or to scan it and email it to you.

I always hear how hard it is to close over the phone. It isn't hard to do when you don't know any different. Since that is what I did from the beginning, it seems asking for the appointment is harder to do. My frame of mind is, why ask for the appointment, take the time to drive, have a presentation and Q&A session, when I can knock it out in a phone call?

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twilight101

12 years ago

Originally Posted by iAmNameLess

I think I am fortunate enough in a way to not have found this forum when I first started. I didn't know people set up appointments to sell, I didn't know that cold calling and closing right then and there was more difficult than the next thing. I have come to find it normal. Before I came here I had no idea about half the things people do.

To me, cold calling and closing on the first call was what I set out to do. I never asked for the appointment, I never asked permission to send email.

To the OP: If you call enough, you will get what you ask for. If you go and set out to get appointments, you will get appointments. The reason I don't do that is because it is an unnecessary step to me. I can cold call and get the sale. Why? Because I ask for it.

You DON'T need a WSO on the topic, people have emailed me, PM'd me, asking for one but I don't intend to release one. It isn't rocket science. It isn't something that I want to charge money for, but maybe I will just to build up a big list of serial WSO buyers LOL.

Call the business.

Pitch the business owner, converse with him or her.. if there is a need that you can provide a solution to, then you should be able to close the sale.

How do you close the deal? Ask for payment

How do you collect payment? Get a merchant account, accept the card or check by phone and enter it into your terminal. I have an authorize.net gateway that I just log in and put in all the information. When I first started I didn't do this, I used paypal. I sent a money request to their email. It worked out perfectly fine for me.

How do you get the contract? You CAN set up a form on your website, and have it lead into a form that processes payment through your gateway but if you aren't that savvy no worries. You can just email the contract, ask them to either print it and mail it back to you, or to scan it and email it to you.

I always hear how hard it is to close over the phone. It isn't hard to do when you don't know any different. Since that is what I did from the beginning, it seems asking for the appointment is harder to do. My frame of mind is, why ask for the appointment, take the time to drive, have a presentation and Q&A session, when I can knock it out in a phone call?

I have been told don't sell on the phone offer them a report and email it to them. I like your method and it makes perfect sense to close the deal on the phone. I am going to get my list together and start calling Monday. I am offering reputation management so i am sure it can work for this service. Thanks for giving me confidence

Thanks

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xzorpl

12 years ago

Thanks! Just knowing that something is done every day is a great confidence booster. Thank all you for your input It will not be wasted. Of course I will receive any other input anyone has to offer! F.A. Perry

Thanks

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Jason Kanigan

12 years ago

You may pitch, or you may ask questions to find out whether what you offer is a solution for a problem your prospect is experiencing. If it is, then you can present your solution.

Either way, once the solution is presented or demonstrated, it is time to ask for the sale. Know what means of accepting payment you have set up beforehand.

If you want a straightforward method of asking, here's one:

"If I provide you with this solution, it will be $999 down and $59 a month for the service. We take credit card, paypal, or check. How would you like to take care of the $999 and get started? "

Sending emails is a waste of time. Sending literature in the mail is a waste of time and money. Requests for these are just put-offs: the prospect wants to be rid of you, but is being polite. You don't have to accept the put-off. "Can I ask a quick question? "Sure." "What is it that you think an email or literature mailed to you will help you do?" When they answer this, I'm sure you'll see there is a way to counter this (baloney) objection right now:

"I'll get an idea about your company, how long you've been around, what you do..."

"Oh! Well I can let you know all of that right now. Here's what we do--"

And you'll discover this is not what they wanted after all. They really wanted you to go away.

Don't waste time with people who don't want to buy.

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Jay Rhome

12 years ago

Appointment setting is great when you hire telemarketers as it is very simple to teach and there's a lot of turnover in that field - you'll be dealing with new people all the time so have it as simple as possible to get them calling and producing.

But I agree that if you're doing it yourself or have qualified reps, why not do it all on the spot and go for the sale? Now it often takes some follow up calls, but you CAN close on the phone in one go.

And you can use direct mail and email BEFORE calling them, and use that as the "excuse" to phone them. Not mandatory but I've found it helps. It can be a "second contact" (or 3rd+ if they went to your site, saw a video, etc.) even if you're phoning for the first time, and at the very least be some sort of common ground and the reason you called.

I like to use join.me which allows for super easy screen sharing to actually talk over the phone while I demonstrate my products/services. People need access to the Internet for that but it works so much better as it's visual, shows you're real, etc. And you can have TOS contracts on your site and Buy Buttons too so everything is done right there on the call and the web. For contracts, sites like echosign and others allow legally binding e-signature.

What baffles me is the "non-Internet" people out there. Sure I can take the CC info over the phone, but contracts and all else is a pain in the butt. And the ratio of closing success is a lot smaller with people that can't see anything, like a chart, an email, a website, a contract. Any tips on that one? After all, 20+ years ago, sales were closed over the phone and people didn't use the web so... And what's the legality of taking the CC payment but sending the contract AFTER?

Thanks
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browntwn

12 years ago

Originally Posted by Jay Rhome

And what's the legality of taking the CC payment but sending the contract AFTER?

Oral contracts are perfectly valid. The paper contract is just a confirmation of what was already orally agreed to over the phone.

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vndnbrgj

12 years ago

Originally Posted by browntwn

Oral contracts are perfectly valid. The paper contract is just a confirmation of what was already orally agreed to over the phone.

Oral contracts aren't any good unless the whole conversation is recorded.

Otherwise, you can get into a lot of he said, she said.....

If you use Agreements, not Contracts, always get it in writing.

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David Miller

12 years ago

Many will say that an oral agreement is "legal" but that is a meaningless term in relation to contracts. The correct term is "binding" as any statement can be legal.

(No doubt Sandalwood will be breaking out the "Blacks" on this.)

All contracts must contain specific elements to be binding on each party to the contract. In short, there must be an:

an offer
acceptance
consideration

Than there are additional issues such as consent and competence and jurisdiction.

But, if you are involved in conducting Credit Card transactions over the phone the best way to be absolutely safe is to record the conversation, and you have to let the purchaser know that you will be doing that.

I've used this as a close many times, because it serves that purpose as well if you use it properly.

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kenmichaels 12 years ago

Originally Posted by David Miller

the best way to be absolutely safe is to record the conversation, and you have to let the purchaser know that you will be doing that.

IMHO , its the ONLY way.

" for your protection as well as ours we are going to record the verification process "
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Jay Rhome

12 years ago

Originally Posted by David Miller

Many will say that an oral agreement is "legal" but that is a meaningless term in relation to contracts. The correct term is "binding" as any statement can be legal.

(No doubt Sandalwood will be breaking out the "Blacks" on this.)

All contracts must contain specific elements to be binding on each party to the contract. In short, there must be an:

an offer
acceptance
consideration

Than there are additional issues such as consent and competence and jurisdiction.

But, if you are involved in conducting Credit Card transactions over the phone the best way to be absolutely safe is to record the conversation, and you have to let the purchaser know that you will be doing that.

I've used this as a close many times, because it serves that purpose as well if you use it properly.

Make sense. But for the techie stuff... how do you record your call on a normal line or cell phone? Is there a way to say to the prospect when the deal is just about to get closed that you'll start recording the call before sending the agreement so we're both on the same page?

I mean, saying it's a recorded call at the beginning is a sales killer, and so is disrupting the sales flow, but it probably is less damaging when you're already at the end, it means the prospect listened to you and is really interested, but how do you about recording it like that (not from Skype and the like, but from "real" phones like David displays in his amazing free WSO)?

Thanks
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kenmichaels

12 years ago

Originally Posted by Jay Rhome

Make sense. But for the techie stuff... how do you record your call on a normal line or cell phone? Is there a way to say to the prospect when the deal is just about to get closed that you'll start recording the call before sending the agreement so we're both on the same page?

I mean, saying it's a recorded call at the beginning is a sales killer, and so is disrupting the sales flow, but it probably is less damaging when you're already at the end, it means the prospect listened to you and is really interested, but how do you about recording it like that (not from Skype and the like, but from "real" phones like David displays in his amazing free WSO)?

" recorded call at the beginning is a sales killer"
that's not true brotha, i do it on every call.

i don't know how to record off a cell phone, but with a real world phone
a 2 dollar splitter and a cassette deck will work fine.

skype, and all the online phone systems have a 3rd party programs you can buy to record.

this is how i transition. ( after i get the credit card )

bob, grab a pen an paper, i give them my numbers and best time to
reach me, then i say

bob once again , congratulations, welcome to the team,
we have one more thing to do. we need to verify your order,
for your protection as well as ours we are going to record it.

please hold, while i transfer you.

Thanks

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xzorpl

12 years ago

Originally Posted by David Miller

Many will say that an oral agreement is "legal" but that is a meaningless term in relation to contracts. The correct term is "binding" as any statement can be legal.

(No doubt Sandalwood will be breaking out the "Blacks" on this.)

All contracts must contain specific elements to be binding on each party to the contract. In short, there must be an:

an offer
acceptance
consideration

Than there are additional issues such as consent and competence and jurisdiction.

But, if you are involved in conducting Credit Card transactions over the phone the best way to be absolutely safe is to record the conversation, and you have to let the purchaser know that you will be doing that.

I've used this as a close many times, because it serves that purpose as well if you use it properly.

David is so right on this. Any verbal agreement is in fact an implied contract however, in this age of litigation and a general disregard for honesty, people will generally revert back to their baser instincts to protect their own selfish interest i.e. they will either lie or conveniently forget. For this reason a contract should be in place to protect your interest and effort.

There is way too much mystique surrounding contracts, as David stated, there are really only 3 essential elements to a contract, offer, acceptance and consideration. Beyond these essentials are the particulars that should be spelled out to avoid misunderstanding. It is usually in this area that litigation occurs. It must also be strongly noted, that regardless of the strength of any contract, it will always be subject to the interpretation of other attorneys and more often than not, the best argument usually prevails.

With that said any valuable contract involving multiple thousands of dollars should be submitted to a competent contract attorney for review and revisions or addendums before you submit it for acceptance to a potential client. After you do this once, you will then have a template for most if not all future contracts.

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David Miller 12 years ago

I guess I should add this in regard to verbal agreements. If and when a verbal agreement is challenged, in virtually all jurisdictions, either party may ask for discovery.

What will be asked in almost any event, will be an explanation as to why the verbal agreement was never reduced to writing. The reason for this, as it was explained to me by attorneys I work with, is because there is an assumption that any verbal agreement is typically assumed to be a temporary measure until time permits it to be set in writing.
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browntwn

12 years ago

Originally Posted by vndnbrgj

Oral contracts aren't any good unless the whole conversation is recorded.

Otherwise, you can get into a lot of he said, she said.....

If you use Agreements, not Contracts, always get it in writing.

Oral agreements and oral contracts in this context are the same. The legal elements of contracts have been posted already, as has the warning that any recording be done legally.

The proof of an oral contract/agreement is usually easily shown by looking at the performance (the acts) both parties took after the deal was made. If we are talking about enforcing an oral contract when one party backs out right away before doing anything - the reality is that is not going to court unless a lot of money is at stake - and if that is the case then writings confirming the contract should be sent.

My point was that there is really no reason not to a accept payment from someone who wants to make a deal with you over the phone and follow up with a contract or agreement later.

(There are some contracts that by law (at least where I live in California) need to be in writing. They are not usually the ones done over the phone anyway... but for the curious (can't post link so just search statute of frauds if curious what must be in writing))

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Jay Rhome

12 years ago

Originally Posted by browntwn

The proof of an oral contract/agreement is usually easily shown by looking at the performance (the acts) both parties took after the deal was made. If we are talking about enforcing an oral contract when one party backs out right away before doing anything - the reality is that is not going to court unless a lot of money is at stake - and if that is the case then writings confirming the contract should be sent.

My point was that there is really no reason not to a accept payment from someone who wants to make a deal with you over the phone and follow up with a contract or agreement later.

Yep, I pretty much agree now that I think about it. After all, if the client paid you by CC over the phone, I don't think he'll be the type to balk at an agreement sent afterward for the protection of both parties. And if he does, better refund him now, be done with it, and go to the next one.

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MonteMichaels

12 years ago

Originally Posted by kenmichaels

Quote:

i don't know how to record off a cell phone, but with a real world phone
a 2 dollar splitter and a cassette deck will work fine.

I use a 40 dollar Olympus recorder with my cell phone, which is the only phone number that I have for my business. I record my calls with a piece that fits right into my ear and plugs into the cell headset jack. Got it from Radio Shack when I was looking for the same solution.

Those guys are great. We tried a bunch of different ideas that did not work until they had me try that out.

Posted from Warrior Forum Reader for Android

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Closing on the phone? wow!

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