My one call close seo script.. CRITIQUE IT nicely (JASON AND JOHN especially)

70 replies
I normally never single out specific warriors in thread titles (I don't know, makes me feel like a noob haha) but I have to because I know these guys AND IAMNAMELESS I forgot to add him in the title, will have great input and I didn't want them to skim over the thread :p

I'm trying to write a good one call close script for "guaranteed first page ranking" seo for 1 keyword for local small businesses. This is to get us in the door, prove we are skilled and unique. What do you think?


Hi __________ is this a okay time to talk?

Alright what I'd like to do is tell you why I called and then you can decide whether we'll keep talking or not, is that okay?

My name is _______ with Sales Source Visibility Group, you may have heard of us.

Real quick, the reason for the call is that for we are offering businesses with websites like yours a guaranteed first page spot on Google for one payment of $299, we guarantee that we will get you onto the first page for your biggest keyword in less than 120 days. If we don’t you will receive a full automatic refund. We’re doing this to show businesses we’re not just like every other internet marketing company, we are extremely skilled and know you only want to pay for results.

Does that sound like a fair deal or what?


Answer any questions they may have.

Okay Great.

We take all payments via major credit card, mastercard, American express, visa and discover, I am going to have the owner Max Berry give you a call to get your information and open your account with us. When would be a good time today for him to call?
It's not a traditional TO more of a call back, I'd like to be the one to set them up and charge the card at first but I can't be on call for transfers all day long I have other things to do.

I usually work with a center I trust and feel comfortable with when it's my own things we're selling but they really do not like to take credit card information.

Any thoughts/comments/critiques not only on the script but the process and TO would be more than appreciated.

-Max Berry
#call #close #critique #jason #john #nicely #script #seo
  • Profile picture of the author kenmichaels
    Originally Posted by MaxwellB View Post

    I normally never single out specific warriors in thread titles (I don't know, makes me feel like a noob haha) but I have to because I know these guys AND IAMNAMELESS I forgot to add him in the title, will have great input and I didn't want them to skim over the thread :p

    I'm trying to write a good one call close script for "guaranteed first page ranking" seo for 1 keyword for local small businesses. This is to get us in the door, prove we are skilled and unique. What do you think?




    It's not a traditional TO more of a call back, I'd like to be the one to set them up and charge the card at first but I can't be on call for transfers all day long I have other things to do.

    I usually work with a center I trust and feel comfortable with when it's my own things we're selling but they really do not like to take credit card information.

    Any thoughts/comments/critiques not only on the script but the process and TO would be more than appreciated.

    -Max Berry
    Your leaving yourself open for a mess of "sales" that aren't really sales.

    have them get the card info. if they don't, its not a sale.
    and as you have it, when you call back to get the card... well your more then likely to have to re pitch them any way... or they will say we changed our minds and hang up on you .

    I have more, but i am not one of the people you asked for help from...
    so im not sure if you want it.
    Signature

    Selling Ain't for Sissies
    {{ DiscussionBoard.errors[6177354].message }}
    • Profile picture of the author MaxwellB
      Originally Posted by kenmichaels View Post

      Your leaving yourself open for a mess of "sales" that aren't really sales.

      have them get the card info. if they don't, its not a sale.
      and as you have it, when you call back to get the card... well your more then likely to have to re pitch them any way... or they will say we changed our minds and hang up on you .

      I have more, but i am not one of the people you asked for help from...
      so im not sure if you want it.
      I only singled them out because they are always so busy they choose carefully who they take time to help out.

      I do agree so far with your comments. I will try to push them to get the information.

      What other suggestions do you have?
      {{ DiscussionBoard.errors[6177372].message }}
      • Profile picture of the author kenmichaels
        Originally Posted by MaxwellB View Post

        What other suggestions do you have?
        OK here goes, and ill try to be gentle ...

        "Hi __________ is this a okay time to talk?"

        that line leaves them an easy out. if they say no... then what?
        your forced to hang up and call someone else.

        "If we don’t you will receive a full automatic refund."

        that is called pitching a refund. and its a a VERY bad thing to do, or to allow your reps to do.

        "We take all payments via major credit card, mastercard, American express, visa and discover,"

        that is not how to ask for the money. but that's probably not a fair assessment as you said you were going to call them back to get the card.

        In your pitch you don't have any tie downs, or any, "yes" questions,
        they have no motivation to buy.

        you have one sales line, basically it says ... first page of google 299. guaranteed.


        If your idea is to have a super quick pitch and get right to the money...
        your going to need a warm up... commonly referred to as a warm and fuzzy...
        after you say who you are, but before you pitch them.


        I could go on and on... but i am not sure how much you really want.
        Signature

        Selling Ain't for Sissies
        {{ DiscussionBoard.errors[6177550].message }}
  • Profile picture of the author Stranger Danger
    Hi __________ is this a okay time to talk?

    Alright what I'd like to do is tell you why I called and then you can decide whether we'll keep talking or not, is that okay?
    I'm not very experienced, but I'd probably get rid of this.

    I know you have your people setting appointments and not closing, but if you could integrate some sort of gateway API on your website and allow them to collect client data and close sales, it would be advantageous.
    {{ DiscussionBoard.errors[6177626].message }}
    • Profile picture of the author MaxwellB
      Originally Posted by kenmichaels View Post

      OK here goes, and ill try to be gentle ...

      "Hi __________ is this a okay time to talk?"

      that line leaves them an easy out. if they say no... then what?
      your forced to hang up and call someone else.

      "If we don't you will receive a full automatic refund."

      that is called pitching a refund. and its a a VERY bad thing to do, or to allow your reps to do.

      "We take all payments via major credit card, mastercard, American express, visa and discover,"

      that is not how to ask for the money. but that's probably not a fair assessment as you said you were going to call them back to get the card.

      In your pitch you don't have any tie downs, or any, "yes" questions,
      they have no motivation to buy.

      you have one sales line, basically it says ... first page of google 299. guaranteed.


      If your idea is to have a super quick pitch and get right to the money...
      your going to need a warm up... commonly referred to as a warm and fuzzy...
      after you say who you are, but before you pitch them.


      I could go on and on... but i am not sure how much you really want.
      HAHAH Ken now your just playing with me stop making me beg!

      Okay how about asking things like,

      "You'd agree that being ranked on google leads to more sales right"

      "And if someone could get you there and guarantee it within 120 days you'd agree that would reduce the risk?

      "Mr. Prospect I don't know of any companies offering this, and that's the exact reason why we are"

      Now how do you actually ask for the money then? If you don't assume the close?

      Help a brother out and tell me what you'd say


      @strangerdanger -they are actually going to be closing that's my goal
      {{ DiscussionBoard.errors[6177638].message }}
      • Profile picture of the author kenmichaels
        Originally Posted by MaxwellB View Post

        HAHAH Ken now your just playing with me stop making me beg!
        When most people throw their script up and ask for help
        they don't really want it, and when people try to help them
        they wind up getting defensive and cranky.

        that's why i didn't go into to much detail, and that's why
        some of the big sales dogs in here haven't jumped into this thread.

        Since i can see your the exception, and you really DO want some help.
        ill help.

        ill break it down, give details as to whats wrong and why, and provide you with some additional options.

        ( i wont create a script for you ) but i will help you make one,
        and a set of rebuttals.

        word of warning tho. no matter how good a script looks on paper
        it doesn't mean squat until its tested.

        a good script starts off as more of a reference, then used, modified
        used, modified... until its working.

        then when its working, you start monitoring stats, so you can tweak
        it for more sales per call.

        so whatever you come up with today... is NOT what it will ultimately be
        and it will most likely take a few weeks and dozens of modifications to
        make it perfect.


        I have something i need to do for about an hr or so. When i get back
        ill help you out.
        Signature

        Selling Ain't for Sissies
        {{ DiscussionBoard.errors[6177721].message }}
        • Profile picture of the author MaxwellB
          Originally Posted by kenmichaels View Post

          When most people throw their script up and ask for help
          they don't really want it, and when people try to help them
          they wind up getting defensive and cranky.

          that's why i didn't go into to much detail, and that's why
          some of the big sales dogs in here haven't jumped into this thread.

          Since i can see your the exception, and you really DO want some help.
          ill help.

          ill break it down, give details as to whats wrong and why, and provide you with some additional options.

          ( i wont create a script for you ) but i will help you make one,
          and a set of rebuttals.

          word of warning tho. no matter how good a script looks on paper
          it doesn't mean squat until its tested.

          a good script starts off as more of a reference, then used, modified
          used, modified... until its working.

          then when its working, you start monitoring stats, so you can tweak
          it for more sales per call.

          so whatever you come up with today... is NOT what it will ultimately be
          and it will most likely take a few weeks and dozens of modifications to
          make it perfect.


          I have something i need to do for about an hr or so. When i get back
          ill help you out.
          Yeah those people that get defensive do it because they have huge ego's and think their script is perfect....I think mine is far from it (although I have a pretty big ego) but no I came here to try to get serious help with this script, If it looks nothing like my original I could careless I just want it to be a good starting block to modify from.

          I will be looking for your post thank you so much!!
          {{ DiscussionBoard.errors[6177932].message }}
          • Profile picture of the author kenmichaels
            Sorry that took a lot longer then i expected.

            I have some questions for you before i jump in.

            Do you know what these are?

            tie downs
            take aways
            buying signals

            and do you want me to just help you make a script and be done with it.
            or do you want to learn the science of it, so that you will never
            have to ask for help again, and you can learn what has a chance of becoming
            a working script .. before its ever used?

            and last but not least, if you do want to learn the science of it,
            i want to make sure you in it for the long haul. another words...
            we start and then you just disappear....

            i don't want to sound like a jerk but i HATE to waste time.

            also. we do it all here, in this thread... so others can learn
            if they want.

            Still Game?
            Signature

            Selling Ain't for Sissies
            {{ DiscussionBoard.errors[6179172].message }}
            • Profile picture of the author MaxwellB
              Originally Posted by kenmichaels View Post

              Sorry that took a lot longer then i expected.

              I have some questions for you before i jump in.

              Do you know what these are?

              tie downs
              take aways
              buying signals

              and do you want me to just help you make a script and be done with it.
              or do you want to learn the science of it, so that you will never
              have to ask for help again, and you can learn what has a chance of becoming
              a working script .. before its ever used?

              and last but not least, if you do want to learn the science of it,
              i want to make sure you in it for the long haul. another words...
              we start and then you just disappear....

              i don't want to sound like a jerk but i HATE to waste time.

              also. we do it all here, in this thread... so others can learn
              if they want.

              Still Game?
              Let's do it I can see this thread becoming an amazing wealth of knowledge for everyone and yes I do want to learn the science of it, because no I don't really know what those things are I mean i've heard of buying signals but no.

              So yes let's learn the science, and also help make a script in the process There's no way I'll disappear because I'm on here all the time I can't say I'll post back every 2 seconds but I am on here like 16 year old school girls are on facebook.

              And I mean this as sincerely as possible, thank you. This is going to teach me and a lot of people a lot so thanks.
              {{ DiscussionBoard.errors[6179256].message }}
              • Profile picture of the author kenmichaels
                Originally Posted by MaxwellB View Post

                Let's do it
                OK good deal

                Ill start out with what the basics are for a good pitch, and explain some terms you will need to know.

                What i want you to do is tell me what your selling ( yeah i understand from your first post ) .

                but this is different. tell me in laymans terms... pretend i am a school kid.
                lay out all the facts. explain to me what your product / service is.

                also, i am going to find you some reference links as well, right here in the forum
                were some techniques are layed out step by step. If you read them, it will help
                you learn some important info.
                Signature

                Selling Ain't for Sissies
                {{ DiscussionBoard.errors[6179338].message }}
                • Profile picture of the author MaxwellB
                  Originally Posted by kenmichaels View Post

                  OK good deal

                  Ill start out with what the basics are for a good pitch, and explain some terms you will need to know.

                  What i want you to do is tell me what your selling ( yeah i understand from your first post ) .

                  but this is different. tell me in laymans terms... pretend i am a school kid.
                  lay out all the facts. explain to me what your product / service is.

                  also, i am going to find you some reference links as well, right here in the forum
                  were some techniques are layed out step by step. If you read them, it will help
                  you learn some important info.
                  Okay so I'll try to lay it out as if you know nothing.

                  Sales Source uses certain strategies to get small business websites ranked on the first page of google where they will receive more traffic. We are offering to do this for one keyword for $299 and include a guarantee that the ranking will happen in 120 days.

                  Not sure if that's what you wanted?
                  {{ DiscussionBoard.errors[6179420].message }}
                  • Profile picture of the author kenmichaels
                    Originally Posted by MaxwellB View Post

                    Not sure if that's what you wanted?
                    Not really but, that will work for now.

                    Ill bb in one hr, if you not still hanging out in wf, ill find those links, and post the basics for script structure and we can resume tomorrow.
                    Signature

                    Selling Ain't for Sissies
                    {{ DiscussionBoard.errors[6179448].message }}
      • Profile picture of the author Stranger Danger
        Originally Posted by MaxwellB View Post

        I am going to have the owner Max Berry give you a call to get your information and open your account with us.

        Originally Posted by MaxwellB View Post

        @strangerdanger -they are actually going to be closing that's my goal
        Sorry, I noticed the line in the first post and it wasn't clear. I only assumed that you were having your team set appointments, only, based on our previous conversation.
        {{ DiscussionBoard.errors[6177731].message }}
  • Profile picture of the author Jason Kanigan
    MaxwellB, you are asking people for opinions who are not trained in this method. They do not know what the objectives are or why it works. This is not Features and Benefits selling...at least, in that opening couple of lines.

    This was tried by someone else in another thread and became a trainwreck. It's like asking a karate master to critique a jujitsu technique: you're comparing apples to oranges.

    After the first couple lines, I don't agree with the approach. I recommend you head on over here.

    At the start, we DO want to ask if it's a bad time. What if it is?! We don't want to make someone stay on the phone with us...they'll just get angry with US. Half the time people answer the phone, they can't actually talk right then. So yes, we give them the chance to tell us that it IS a bad time, and so we can hang up and reschedule the call. We DO want to move on to the next dial in that case...rather than get associated with whatever bad thing and emotion(s) are going on over there at that time.

    I don't recommend pitching the refund, either. Actually I don't recommend pitching anything at all. Find out whether or not this person has an urgent, emotional problem that you can help solve. That's "qualifying". Then get them to tell you what factors they'll be basing their buying decision around. Then "sell" to those factors. That's how this approach works.
    {{ DiscussionBoard.errors[6179458].message }}
    • Profile picture of the author MaxwellB
      Originally Posted by kaniganj View Post

      MaxwellB, you are asking people for opinions who are not trained in this method. They do not know what the objectives are or why it works. This is not Features and Benefits selling.

      This was tried by someone else in another thread and became a trainwreck. It's like asking a karate master to critique a jujitsu technique: you're comparing apples to oranges.
      I understand what your saying. You knew I was trying for a more consultative approach, and that I like to start it out how you suggested.

      But regardless of the fact that I can't write this specific script for a one call close which is not my area (appointment setting and lead gen) I do know what I am looking for and I won't just do whatever someone suggests without believing myself it is true.

      So what I'm getting at is I want to see what he has to say about it, my approach is usually consultative, I don't know what Ken's is but whatever it is I'm sure I won't be confused.

      I just figured lets see what he's got. Maybe we should have a little comparison...of a features benefits and consultative (from you) approach.
      {{ DiscussionBoard.errors[6179516].message }}
    • Profile picture of the author aaallday2010
      Originally Posted by kaniganj View Post

      MaxwellB, you are asking people for opinions who are not trained in this method. They do not know what the objectives are or why it works. This is not Features and Benefits selling...at least, in that opening couple of lines.

      This was tried by someone else in another thread and became a trainwreck. It's like asking a karate master to critique a jujitsu technique: you're comparing apples to oranges.

      After the first couple lines, I don't agree with the approach. I recommend you head on over here.
      Thank you soo much for that link. That script you gave is awesome.
      {{ DiscussionBoard.errors[6191900].message }}
    • Profile picture of the author Mwind076
      Originally Posted by Jason Kanigan View Post


      At the start, we DO want to ask if it's a bad time. What if it is?! We don't want to make someone stay on the phone with us...they'll just get angry with US. Half the time people answer the phone, they can't actually talk right then. So yes, we give them the chance to tell us that it IS a bad time, and so we can hang up and reschedule the call. We DO want to move on to the next dial in that case...rather than get associated with whatever bad thing and emotion(s) are going on over there at that time.
      While I usually agree with you on everything. I NEVER ask anyone if it's a good time. Here's why. If it is not a good time, you can rest assured they will interrupt you and tell you "hey, I am really busy right now" or "this is not a good time, can you call me back?" or "I'm in a meeting" (which always bugs me...if you are in a meeting why the hell did you answer your phone?).

      Anyway, I don't ask, because I've learned people will tell you they are busy, which immediately allows me to say "that's fine, I completely understand, how about I call you back around 4/later today/tomorrow morning to discuss." Then there is my appointment, and they are expecting me. It is ALL a matter of opinion, but I see that the top callers/trainers always recommend being positive and not leading in a negative way. The only way to completely avoid that is not to even bring it up and put it in their heads to say that it's not a good time.

      I've never run into someone that was scared to tell me it wasn't a good time.

      Edit: ...and then I realized this thread was 4 months old
      Signature

      Looking for answers on how to SUCCESSFULLY market your company?
      Cold Calling, Appointment Setting, Training, Consulting - we do it all!
      PM for more information

      {{ DiscussionBoard.errors[7073707].message }}
      • Profile picture of the author Jason Kanigan
        Originally Posted by Mwind076 View Post

        While I usually agree with you on everything. I NEVER ask anyone if it's a good time. Here's why. If it is not a good time, you can rest assured they will interrupt you and tell you "hey, I am really busy right now" or "this is not a good time, can you call me back?" or "I'm in a meeting" (which always bugs me...if you are in a meeting why the hell did you answer your phone?).

        Anyway, I don't ask, because I've learned people will tell you they are busy, which immediately allows me to say "that's fine, I completely understand, how about I call you back around 4/later today/tomorrow morning to discuss." Then there is my appointment, and they are expecting me. It is ALL a matter of opinion, but I see that the top callers/trainers always recommend being positive and not leading in a negative way. The only way to completely avoid that is not to even bring it up and put it in their heads to say that it's not a good time.

        I've never run into someone that was scared to tell me it wasn't a good time.

        Edit: ...and then I realized this thread was 4 months old
        So we ask them up front. And we ask if it's a bad time, not a good one, because it gets them thinking...out of whatever they were doing, and maybe onto the call.

        They picked up the phone to find out if it was an emergency (for them, not you)...and when they discover that's not what the call is about, they're gone.

        If you start asking them when to call back, identifying yourself, etc., you seriously risk getting associated with whatever negative emotion they're feeling at the time. When you call back, all they'll remember is your name and the bad emotion...not why or what was happening when you first called. Not a pit I'd like to start out in.

        Lots of what I teach and have been taught is counter-intuitive, and it works.
        {{ DiscussionBoard.errors[7073792].message }}
        • Profile picture of the author Mwind076
          Originally Posted by Jason Kanigan View Post

          So we ask them up front. And we ask if it's a bad time, not a good one, because it gets them thinking...out of whatever they were doing, and maybe onto the call.

          They picked up the phone to find out if it was an emergency (for them, not you)...and when they discover that's not what the call is about, they're gone.

          If you start asking them when to call back, identifying yourself, etc., you seriously risk getting associated with whatever negative emotion they're feeling at the time. When you call back, all they'll remember is your name and the bad emotion...not why or what was happening when you first called. Not a pit I'd like to start out in.

          Lots of what I teach and have been taught is counter-intuitive, and it works.
          We'll have to agree to disagree, and like I said, I normally agree with you, but not on this. There's more than one way to skin a cat, and if there is someone that your way doesn't work for, or they want to try another option, they now have one.

          You said in another post on this thread that "Half the time people answer the phone, they can't actually talk right then." So, that means that half the time, it is a GOOD time. If you ask if it is a "bad time" right off the bat, it screams sales/TM, then that automatically puts a bad connotation on the call. You are also pointing out negative words/timing/emotion when there is a good chance it's not a bad time. Why would you even introduce that option to the "half" that answered the phone and has time to talk? My way allows them to go right into the conversation with me without introducing the option for them to get out of it because they know I'm selling/TM/appointment setting by me asking if it's a bad time. Think about this...when his wife calls him, does she ask if it's a good time? No, she just says what she needs to. I want to create the illusion to my target that I am on the same level as someone he knows, that's my angle. He/she (the target) is a grown adult and just as they would interrupt their spouse and say "hey, this isn't a good time" they will interrupt me if it's not. When is the last time you had a call, and it was a bad time, and you didn't stop them and say "hey, it's not a good time, can you call me back?" My experience tells me that adults will tell you if it's a bad time, without you prodding them to say it.

          I've also found that with my approach, when I call back, I can use the original conversation as a way to smooth over and get a dialogue going about them. They already know I care enough not to push them when it was a bad time, and to cater to their needs (which catches them off guard when I push for the appointment time or sale). I've developed a "point" for myself already. I can use that information to say things that put them at ease and let them know I remember THEIR situation, which is the approach we take on our calls.

          Oh, and I don't normally give my name, unless they ask. I simply ask for the better time to call back, and I do it. When I call back I then go back into the pitch like it's a first call, and if I get any resistance, I use the fact that they told me to call back, and any other info I gathered. I also normally ask for an email IMMEDIATELY when they say it's a bad time. It's a trick of the trade to get that on the first call, no matter how it goes. Most people, no matter how busy, would prefer the email over a call. With what I do, email works just as well, if not better to set up the call.

          Again, we are all different, and what works for me works for me. Quite frankly, if someone is that upset/angry/in a bad mood/busy, it doesn't matter what I say, they either need the service/appointment I'm offering or they don't. If they don't, they will find a way to tell me, I don't need to waste my time anyways, I'd rather move on.

          I'm enjoying the two sides of the coin here!
          Signature

          Looking for answers on how to SUCCESSFULLY market your company?
          Cold Calling, Appointment Setting, Training, Consulting - we do it all!
          PM for more information

          {{ DiscussionBoard.errors[7075683].message }}
          • Profile picture of the author Jason Kanigan
            Actually, asking if it's a bad time is a habit. I ask my family, my boss, my fellow employees if it's a bad time to talk. Especially on the phone, you have no idea what they were doing right before you called.

            It doesn't turn positive phone answerers into negative ones. And it doesn't telegraph "sale call." Prospects get a little confused if they are ready to talk, which is where you want them at the start, and start to get out of whatever they were doing and onto the call.

            You are running the risk of getting associated with a bad emotion they're feeling. Then when you call back, the prospect will yell at you and neither of you will know why. If it hasn't happened yet, it will.

            And if they are having a bad day, you lose the chance to have a real conversation. They seem to qualify Out, but actually you shouldn't have attempted to have the conversation that day. Would have been better to get yourself out of the conversation without getting associated with the bad thing, and try another day.

            Overall, I think it's great that you're actually making calls, since most people don't. And if your method is working for you, that's good. I want people to understand the reasons behind why I do things the way I do.

            Originally Posted by Mwind076 View Post

            We'll have to agree to disagree, and like I said, I normally agree with you, but not on this. There's more than one way to skin a cat, and if there is someone that your way doesn't work for, or they want to try another option, they now have one.

            You said in another post on this thread that "Half the time people answer the phone, they can't actually talk right then." So, that means that half the time, it is a GOOD time. If you ask if it is a "bad time" right off the bat, it screams sales/TM, then that automatically puts a bad connotation on the call. You are also pointing out negative words/timing/emotion when there is a good chance it's not a bad time. Why would you even introduce that option to the "half" that answered the phone and has time to talk? My way allows them to go right into the conversation with me without introducing the option for them to get out of it because they know I'm selling/TM/appointment setting by me asking if it's a bad time. Think about this...when his wife calls him, does she ask if it's a good time? No, she just says what she needs to. I want to create the illusion to my target that I am on the same level as someone he knows, that's my angle. He/she (the target) is a grown adult and just as they would interrupt their spouse and say "hey, this isn't a good time" they will interrupt me if it's not. When is the last time you had a call, and it was a bad time, and you didn't stop them and say "hey, it's not a good time, can you call me back?" My experience tells me that adults will tell you if it's a bad time, without you prodding them to say it.

            I've also found that with my approach, when I call back, I can use the original conversation as a way to smooth over and get a dialogue going about them. They already know I care enough not to push them when it was a bad time, and to cater to their needs (which catches them off guard when I push for the appointment time or sale). I've developed a "point" for myself already. I can use that information to say things that put them at ease and let them know I remember THEIR situation, which is the approach we take on our calls.

            Oh, and I don't normally give my name, unless they ask. I simply ask for the better time to call back, and I do it. When I call back I then go back into the pitch like it's a first call, and if I get any resistance, I use the fact that they told me to call back, and any other info I gathered. I also normally ask for an email IMMEDIATELY when they say it's a bad time. It's a trick of the trade to get that on the first call, no matter how it goes. Most people, no matter how busy, would prefer the email over a call. With what I do, email works just as well, if not better to set up the call.

            Again, we are all different, and what works for me works for me. Quite frankly, if someone is that upset/angry/in a bad mood/busy, it doesn't matter what I say, they either need the service/appointment I'm offering or they don't. If they don't, they will find a way to tell me, I don't need to waste my time anyways, I'd rather move on.

            I'm enjoying the two sides of the coin here!
            {{ DiscussionBoard.errors[7077550].message }}
            • Profile picture of the author Irish Intuition
              This is why I prefer lead generation, and/or implementing a 'warmer' mechanism
              Signature




              {{ DiscussionBoard.errors[7077587].message }}
            • Profile picture of the author Mwind076
              Originally Posted by Jason Kanigan View Post

              Actually, asking if it's a bad time is a habit. I ask my family, my boss, my fellow employees if it's a bad time to talk. Especially on the phone, you have no idea what they were doing right before you called.


              Overall, I think it's great that you're actually making calls, since most people don't. And if your method is working for you, that's good. I want people to understand the reasons behind why I do things the way I do.
              LOL, I realized the difference...what you are doing is what you do with friends. I am the type that does not answer my phone if I am busy or don't want to talk (even with friends and family). If I don't answer, you know I'm busy, and most people will email or text me instead. Probably because I spend all day on the phone. People know better than to ask me if it's a bad time, because if it was, I wouldn't have answered the phone. So, if I answer, it's fine, don't waste my time asking me if it's a bad time. I also don't ask my friends or family if it's a bad time, because I don't know many people that answer when it is. Like I said, different things work for different people.

              Not sure what you mean by it's great that I'm actually making calls...I've been doing it for almost 9 years now, so it does work for me
              Signature

              Looking for answers on how to SUCCESSFULLY market your company?
              Cold Calling, Appointment Setting, Training, Consulting - we do it all!
              PM for more information

              {{ DiscussionBoard.errors[7081726].message }}
          • Profile picture of the author Claude Whitacre
            Originally Posted by Mwind076 View Post

            We'll have to agree to disagree, and like I said, I normally agree with you, but not on this. There's more than one way to skin a cat, and if there is someone that your way doesn't work for, or they want to try another option, they now have one.

            You said in another post on this thread that "Half the time people answer the phone, they can't actually talk right then." So, that means that half the time, it is a GOOD time. If you ask if it is a "bad time" right off the bat, it screams sales/TM, then that automatically puts a bad connotation on the call. You are also pointing out negative words/timing/emotion when there is a good chance it's not a bad time. Why would you even introduce that option to the "half" that answered the phone and has time to talk? My way allows them to go right into the conversation with me without introducing the option for them to get out of it because they know I'm selling/TM/appointment setting by me asking if it's a bad time. Think about this...when his wife calls him, does she ask if it's a good time? No, she just says what she needs to. I want to create the illusion to my target that I am on the same level as someone he knows, that's my angle.
            Mwind076: I see your point. I've used both approaches. Kanigans gets me to talk to less people, but get more appointments (I don't close on the phone usually).

            I think I know why. Asking "Is this a bad time" isn't something your wife would ask, but it's something your friends would ask. I do. It's a habit (like Jason says), but it's polite. It does get a few more people off the phone. What it does do, however is obligate (in a small way) the prospect to hear your idea, at least the first question or two.

            And, if you ask "Is this a bad time?" It forces the prospect to be engaged. If they say "No" (the natural response) you now have permission to talk.
            Another very impostant part of Kanigans method is that you didn't give your name or the name of your company yet.

            There is nothing to say "No" to. And it's not a question a telemarketer would ask. And it's a rapport building device (albeit a small one).

            I'll tell you what is awkward for me; After a minute they say "I have to go, I'm busy" and now I am in the position of playing 'When can I tell you the rest of my deal after it was sliced in two by this interruption."

            The only thing I do differently that Jason, is that I give my name when I call. "Hello, this is Claude Whitacre, Is this a bad time?"

            The only reason I do that is that I say the name like it should mean something (and that's all they need to know! HA!) And there is a small chance they have heard of me. I'm calling trade organizations to book speaking gigs. Asking "Is this a bad time?" is a courtesy.

            Anyway, as long as it works.
            Now, I'm going to suck up to Mr. Michaels.
            Signature

            Warrior HeySal is fighting for her life. You can help.
            Click Here: https://www.gofundme.com/heysal

            {{ DiscussionBoard.errors[7078427].message }}
  • Profile picture of the author Jason Kanigan
    Well, your script really isn't consultative. It's still a "pitch."

    What I said above, you wanting to uncover urgent, emotional problems they're having, and meeting those factors they tell you are important to their buying decision, are how that works. You're not asking any questions about their world in your current script.

    What Ken gets together for you will work just as well, if you are diligent about applying it.
    {{ DiscussionBoard.errors[6179562].message }}
    • Profile picture of the author MaxwellB
      Originally Posted by kaniganj View Post

      Well, your script really isn't consultative. It's still a "pitch."

      What I said above, you wanting to uncover urgent, emotional problems they're having, and meeting those factors they tell you are important to their buying decision, are how that works. You're not asking any questions about their world in your current script.

      What Ken gets together for you will work just as well, if you are diligent about applying it.

      I know it's not consultative, I told you why in the PM.

      But if they will work just as well, why choose one over the other? personal preference/personality/style?
      {{ DiscussionBoard.errors[6179617].message }}
  • Profile picture of the author Jason Kanigan
    Yup. One style will speak to you over the other. That's IF you know there's more than one style of selling ;-)

    The key question is what will you consistently apply?
    {{ DiscussionBoard.errors[6179646].message }}
    • Profile picture of the author kenmichaels
      Originally Posted by kaniganj View Post

      Yup. One style will speak to you over the other. That's IF you know there's more than one style of selling ;-)
      That's pretty spot on.

      However he wants to make a pitch that he can give to his reps.

      Making a pitch for one person to use, and making a pitch for a group
      of people to use effectively ... is a little different.

      A one person script you can tailor to a very specific personality.

      A group pitch has to a bit broader, while leaving room for each individual rep to add his/ her personality to it.

      and as far as "this was tried on a different thread and was a train wreck"

      i don't care. dude asked for help, nobody was helping, so i figured i would.
      Just because it failed before, doesn't mean it will fail this time.

      and if it does... o well, least we tried.
      Signature

      Selling Ain't for Sissies
      {{ DiscussionBoard.errors[6179909].message }}
  • Profile picture of the author kenmichaels
    ===============================================

    All sales scripts that work have the same basic format.

    Open / introduction
    warm up / qualify
    Body / tie downs / yes questions / closing bullets
    close / asking for the money.


    You absolutely have to have a clear cut direction from the first word
    up to when you hang up the phone. If you don't. You will be all over
    the board and the script wont work. ie, you wont make sales.

    Pros often refer to the "shape" of a pitch, A perfect pitch is shaped
    like a "V" the top open part is your opening, and where the "V" meets at
    the bottom is the close. Everything in the middle is designed to get you
    to the close with enough information and commitments to get the sale.

    So lets break it down, I will show you why each section is important.

    "The Open" also known as the introduction.

    Well you have to start some where and seasoned sales people can usually
    tell in the first 5-30 seconds if the prospect is a buyer or not.

    It also sets the tone for the entire call, and if you don't open properly
    you can lose control of the conversation and any potential of a sale.

    "The Warm up" also known as a warm and fuzzy

    The warm up is used a few different ways, and depends on the sales style of the rep.

    however, regardless of your "style" it is very important.

    Some people prefer to use a innocent question or statement to get
    the warm up started,

    example: "its raining like cats and dogs here today, whats the weather like
    were you are right now?"

    The objective is to get the prospect talking enough for you to determine
    a few important things as well as to get the conversation flowing.

    When you are in the warm up stage its the perfect time to assess the situation,
    is the prospect

    arrogant ? nice? pushy? busy and not paying attention to you?
    annoyed you called, happy to talk to someone...


    It also gives you enough time to start mimicking his behavior,
    which in my experience is a huge key to phone sales.
    And it gives you the perfect segway into the body of the pitch.

    Personally when i do a warm up, its actually a pre qualification routine.
    that's a whole different approach, one you do NOT want your reps trying
    with out some serious training.

    "The Body" also known as "the pitch"

    The body of the pitch needs to have several things structured properly
    in order to be successful.

    It has to fulfill a need or build desire
    It needs to create excitement
    it needs to get the prospect in the frame of mind to say yes
    It needs to have tie downs

    It needs to get information from the prospect that will allow
    you to rebut him properly, find his hot buttons,as well as find
    the bullets you will need when you ask for the money.

    and all of this needs to be done as smoothly and concisely
    as possible. You really want to be as quick as possible
    these people are business owners, they have stuff to do,
    and the more calls you make the more money you make,
    so its in your best interest as well


    it needs to walk them down a path. If its done correctly when
    they get to the end of the path, they don't have any option other
    then to buy from you.

    Ive heard many pros describe a pitch as painting a picture in the prospects mind.

    I happen to agree with that.


    "The Close" --

    Is simply when you go for the money.
    ( notice, i didn't say ask for the money )

    Personally i don't ask. When i close, I tell them "go get a pen, a piece of paper and your credit card, and ill hold while you get that"

    and i wont say another word. I wait for them to get it, or i wait until they
    say a objection, then and only then do i speak

    There are many different ways to close, that one just happens to be my
    favorite and it is extremely effective.

    Some people prefer doing a "soft close"

    example: "would you like to get started today?"

    or an even softer example:
    "would you like to get started today with option A or option B?"

    Personally, i don't like providing options in the close, but that's just my preference.


    ------
    Definitions, examples , and purpose of

    tie downs
    take away's
    buying signals
    bullets
    -------

    "tie downs"

    well first off, there are several types of tie downs ...
    depending on how you use them, depends on the "type" of tie down.
    I think there are four or 5 categories.

    I don't remember what the technical names are and i don't think it really matters.

    ALL tie downs are supposed to do one essential thing, regardless of the fancy names associated with them.

    Tie downs are to get the customer to agree, to say yes ... to commit to the idea and or sale.

    the easiest tie downs are simply added to the end of any sentence you think is important. like this.

    Getting your business on the first page of google is important ... isn't it?
    Getting your business on the first page of google is important ... right?
    Getting your business on the first page of google is important ... correct?

    Getting more business in your door is whats important ... isn't it
    Getting more business in your door is whats important ... right?
    Getting more business in your door is whats important ... correct

    its basically a small yes, one they wont be afraid to say yes to
    it helps them to get into the frame of mind to say yes to the sale.

    You can reverse it as well

    isn't it ... important to get more business in your door.

    if you use too many tie downs they become ineffective, and
    if you use the same type over and over, it sounds salesy
    and you don't want that.


    -----
    "take aways"

    Now this is one of the easiest things to do, but one of the most complex to explain.

    I could right a book on this subject alone, actually i bet someone already has,
    if you can find one, buy it. Its one of the single greatest tools in the
    sales tool box.

    A take away is all about timing, knowing who your talking to
    and the mental fortitude to lose the sale, or walk away from the deal.

    Done wrong, you have egg on your face, and you WILL lose the sale.

    Done properly, you have taken control of the conversation,
    slapped some sense into the prospect
    and physiologically made them want what you have.

    Like closes there are "soft" take aways and "hard" take aways...
    I prefer the brutal ones... designed to shock em silly for a minute.

    Here are a few examples:

    This obviously isn't for you.

    your company and my company are not a good fit, i am going to let you go now.

    if your really worried about the price, then its obvious that your business
    isn't ready...

    You said your in business to make money, if you don't see getting on the first page of google helping you to do that.. then there is nothing i can do to help you

    take aways are generally used as part of a rebuttal while closing.

    i know a lot of people that consider a take away as a close.
    its not, its a technique used as part of a close. that's an important distinction.

    ----
    "Bullets" I don't know what the technical name for bullets are.

    bullets are pieces of information that will be useful when you rebut
    and when you close.

    example:

    You said you needed to increase sales or your going to have problems.

    You said you have been wanting to get a site up

    You said google would help your business.

    You said you saw the potential of more traffic

    any little piece of information they have said that you can throw back
    at them to remind them why your product, service is needed.

    You generally use the bullets as a part of a rebuttal or part of the close.


    ----------
    Buying Signals

    Buying signals are words, sentences, and sounds that
    show you the prospect really is interested, your product /service

    Some are extremely subtle, some are more direct.

    One thing you have to be aware of is, you can get a buying signal
    anywhere in your pitch, from the moment you say hi.
    You always need to be on the look out foe the queues

    Some of the more seasoned pros will try to elicit buying signals
    through out the pitch

    If you hear one you can use a tiedown to get a commitment
    and fast track your pitch to the sale, or save the info from the
    tie down to use a bullet when you close.

    This is especially helpful if the sale hinges on the amount of your product.

    Examples of Direct:

    How much does this cost?
    This sounds good / great.
    This is exactly what i need or want
    I have been looking for something like this
    how long before i see results?

    Examples of more subtle buying signals:

    can i make changes in the middle of a campaign?
    how many keywords is best
    do they buy right from my site
    can you customize
    why is your company better then XYZ company

    The more tricky buying signals are in the voice of the prospect
    its not so much what they say, but how they say it. I guess
    the word would be "tonality" and i have no idea how to explain it.
    Signature

    Selling Ain't for Sissies
    {{ DiscussionBoard.errors[6181317].message }}
    • Profile picture of the author mak25
      Ken, your post is gold. Hopefully there are those who will see what great info you just passed along. For FREE. No WSO.

      I wish David Miller would chime in too, his opinions and info are always great to read.
      And his humor is second to none.

      As with Nameless, Durham, etc. You guys know who you are.


      Mike
      {{ DiscussionBoard.errors[6181479].message }}
    • Profile picture of the author jstratford
      It's good to see people helping people as is the Warrior tradition. Thanks everyone for your contributions and especially KenMichaels for the telemarketing sales script development framework.
      {{ DiscussionBoard.errors[6182493].message }}
  • Profile picture of the author kvnkane
    looking forward to more ken, if its not too much to ask could you provide an example script at the end which brings all of these points together. now i know this is a lot to ask but it would sure help alot of us newbies out... wouldnt it? (see what i did )
    Signature

    {{ DiscussionBoard.errors[6181601].message }}
  • Profile picture of the author NickSway
    Terrible sales pitch, but a very solid thread of great responses. I haven't had time to read them all, but all these responses can help anyone increase their conversions. Nice thread!
    {{ DiscussionBoard.errors[6181776].message }}
    • Profile picture of the author MaxwellB
      Originally Posted by NickSway View Post

      Terrible sales pitch, but a very solid thread of great responses. I haven't had time to read them all, but all these responses can help anyone increase their conversions. Nice thread!

      It was only thrown together so I could get some help and not have posters start with a blank slate but thank you so much for the incredibly insightful and knowledgeable response.


      @Ken - That was great I never knew all of these parts and I appreciate the help.

      first question-

      1. With the warm and fuzzy would you really want to talk about something unrelated to the service your selling? You said business owners are very busy which I know.

      Could you say something like "real quick Dave what's the main ways your marketing your business"
      {{ DiscussionBoard.errors[6188161].message }}
      • Profile picture of the author jimbo13
        Originally Posted by MaxwellB View Post

        You first said you tell them to get pen and paper and their credit card out, then you said you prefer a soft close of "would you like to get started today.

        Am I mistaken and those are actually 2 different parts or which is best
        He may clobber you for writing that.

        The pen etc is Kens preferred close

        The other was an example of a soft close that some may prefer.

        Dan
        {{ DiscussionBoard.errors[6188212].message }}
      • Profile picture of the author kenmichaels
        Originally Posted by MaxwellB View Post


        first question-

        1. With the warm and fuzzy would you really want to talk about something unrelated to the service your selling? You said business owners are very busy which I know.

        Could you say something like "real quick Dave what's the main ways your marketing your business"

        The short answer to both questions is Yes. And NO.

        It really depends on the rep, who is making the call.

        There are primarily two schools of thought on using a warmup for cold calling business. I will break both of them down so you can understand what they are, and then you can decide what the best angle will be for you / your reps / your script.

        Both views are completely opposite of each other, and die hard pros
        will argue in the favor of the one they agree with until they are blue
        in the face.

        The deciding factor for making the right choice really depends on the rep who is making the call. It comes down to the reps personality and experience.

        One other thing to keep on mind, the very definition of "warm up" is
        "small talk" or "chit chat" ....

        In a nutshell its that first few minutes of a conversation in sales where you are creating trust, evoking a bond, learning what makes the prospect tick in a non threatening way.

        Personally, I am all for the warm up, period. no body can talk me out of it. But i have seen where it wont work, and needs to be removed from the pitch.

        That is when you have reps who don't know how to do it, or don't understand what its really for.
        For example our over seas VA's. They don't get it. So for them to do a warm up is a waste of time, so the script goes right from the introduction to the body.



        NO "Warmup"

        Some pros believe that you should never make any small talk when cold calling.

        They believe any type of pleasantry at the beginning of a cold call is fake / phony. Their belief is to dive right into business, regardless of the situation.

        So to say something a simple as "how are you today" send up red flags
        and is misleading, because you don't really care, and the prospect knows it.


        YES "Warmup"

        Some feel strongly ( i am one of them ) that you should make some basic connection with the prospect before getting down to business.

        It is only natural to extend pleasantries, just like you would on any other a phone call. The idea is to make the conversation as natural as possible.

        With that said, if you don't chit chat, in a non sales conversation with
        your buddies, family, who ever... then you should not attempt it
        on a sales call, ( unless your objective is to practice "warm ups" )
        because it WILL sound fake... and you will turn the prospect off instantly.


        Also, never ask about something you don't care about.
        I don't care how good of an actor you think you are,
        they will be able to tell.

        So if you are using the warm up technique, warm up with stuff that actually interests you...

        One of the keys to warming up is adapting on the fly, every call is different every prospect is different.

        Some business owners wont want to chit chat, as a matter of fact they will be insulted if you try,

        flip side is some will be insulted if you try to jump right into the pitch

        Because of this, its very difficult to create a pitch with an actual
        warm up in it. As a matter of fact most pitch creators don't even try.
        they assume the reps know what a warm up is, and right after
        intro and before the body of the pitch, they simple leave several blank
        lines with the word WARM UP in a bold large font.



        It might seem like i am talking in circles here, and maybe i have confused
        you as to whether or not to use a warm up or even how to approach the
        warm up in your script.

        That's not my intention. Even tho i know this stuff like the back of my hand, i have never tried to wright any of it out before, it harder then it sounds ( at least for me any way )
        Signature

        Selling Ain't for Sissies
        {{ DiscussionBoard.errors[6195845].message }}
  • Profile picture of the author ebizman
    If you really want to do a one call close, then your pitch should be this...

    "Hi Mr. Biz owner...would you like to get your website #1 on Google, GUARANTEED?!..." ask for CC info and process.

    make 100-200 calls like this per day and I bet you'll get a bite.
    Signature

    ...I love cold calling.

    {{ DiscussionBoard.errors[6182536].message }}
  • Profile picture of the author Adwizard
    Awesome thread... keep it up Ken... don't be dissuaded by anyone for trying to help someone... ever!!!


    Posted from Warrior Forum Reader for Android
    Signature
    Building Businesses Beyond their Four Walls by
    Thinking Outside the Box... since 1993.
    Is anyone capable of designing a mobile site for
    this e-commerce site for a fee:
    {{ DiscussionBoard.errors[6182772].message }}
  • Profile picture of the author Adwizard
    Awesome thread... keep it up Ken... don't be dissuaded by anyone for trying to help someone... ever!!!


    Posted from Warrior Forum Reader for Android
    Signature
    Building Businesses Beyond their Four Walls by
    Thinking Outside the Box... since 1993.
    Is anyone capable of designing a mobile site for
    this e-commerce site for a fee:
    {{ DiscussionBoard.errors[6182775].message }}
  • Profile picture of the author John Durham
    You go Ken. Maxwell, Ken has this, he's right on... he said it all pretty much!
    {{ DiscussionBoard.errors[6182935].message }}
    • Profile picture of the author David Miller
      Nothing I can add that Ken hasn't' touched on. Short of putting the words in their mouths (literally) there isn't much more to be done.
      Signature
      The big lesson in life, baby, is never be scared of anyone or anything.
      -- FRANK SINATRA, quoted in The Way You Wear Your Hat
      {{ DiscussionBoard.errors[6182980].message }}
  • Profile picture of the author MonteMichaels
    Great post Ken! That should help out many people here.
    {{ DiscussionBoard.errors[6183018].message }}
  • Profile picture of the author I_AM
    Great thread! I learn something new every time I visit this site. I'm actually taking notes, and developing my script from the information shared here.
    {{ DiscussionBoard.errors[6196359].message }}
    • Profile picture of the author MaxwellB
      @Ken

      No you are not confusing me. I understand. I do agree it depends on the rep. Some of my reps will not want to do it and some will. As for me I have no clue I havn't cold called a day in my life. Okay maybe like an hour but never more. I'm fortunate to just have a lead generation company with reps to call for me

      Anyway some of them will warm up and some won't. It's largely up to them.

      If you have time for another segment on the next part that would be great, that's the introduction right?
      {{ DiscussionBoard.errors[6197158].message }}
      • Profile picture of the author kenmichaels
        Originally Posted by MaxwellB View Post

        As for me I have no clue I havn't cold called a day in my life. Okay maybe like an hour but never more.
        You might have to change that, at least while you are making and testing your script.

        You might be able to get away with it, if you have the time to listen to every pitch the reps do.

        Nothing will be better then YOU getting on the phone, there may be rough spots, or maybe a flow issue, it can look good on paper, but you wont be able to catch the issue by reading it, only by using it, you cant expect the reps to tell you.

        you would have a 6th sense type of thing happening, while you were
        on the phone, you would know right away whats going wrong / right
        even if you did not know exactly, you would know the area.

        it will be very hard for you to perfect it, if your counting on someone else's feedback.
        Signature

        Selling Ain't for Sissies
        {{ DiscussionBoard.errors[6198519].message }}
        • Profile picture of the author MaxwellB
          Originally Posted by kenmichaels View Post

          You might have to change that, at least while you are making and testing your script.

          You might be able to get away with it, if you have the time to listen to every pitch the reps do.

          Nothing will be better then YOU getting on the phone, there may be rough spots, or maybe a flow issue, it can look good on paper, but you wont be able to catch the issue by reading it, only by using it, you cant expect the reps to tell you.

          you would have a 6th sense type of thing happening, while you were
          on the phone, you would know right away whats going wrong / right
          even if you did not know exactly, you would know the area.

          it will be very hard for you to perfect it, if your counting on someone else's feedback.
          For this I feel like I could. I am very passionate about this being how we bring SEO clients on board. I think with a good script it will convert extremely well. Also since it's a one call close that also makes me want to cold call more. Part of the reason I don't like to is all that rejection and all you get is an appointment. I like a do or die scenario better.

          So yeah with this one I think I could do it.
          {{ DiscussionBoard.errors[6200016].message }}
          • Profile picture of the author kenmichaels
            Originally Posted by MaxwellB View Post

            So yeah with this one I think I could do it.
            Good, it will make your life a LOT easier.

            OK time to start actually making the script, if you haven't already.

            This is what you should do.

            Make a list of 10 things that make your product / service stand out
            or above your competitors.

            Make a list 10 of your strong selling points.

            Make a list of 10 things you expect to prospects to ask questions about.

            Some of that info will go into the script in a way to reduce questions
            and the need to rebut, the rest will most likely become rebuttals.

            Post those, also, now that you know the format for a script
            make one and post it, don't worry about it being any good.

            Just follow the format.
            We will tear it apart and build it back up.
            Signature

            Selling Ain't for Sissies
            {{ DiscussionBoard.errors[6202702].message }}
            • Profile picture of the author MaxwellB
              Originally Posted by kenmichaels View Post

              Good, it will make your life a LOT easier.

              OK time to start actually making the script, if you haven't already.

              This is what you should do.

              Make a list of 10 things that make your product / service stand out
              or above your competitors.

              Make a list 10 of your strong selling points.

              Make a list of 10 things you expect to prospects to ask questions about.

              Some of that info will go into the script in a way to reduce questions
              and the need to rebut, the rest will most likely become rebuttals.

              Post those, also, now that you know the format for a script
              make one and post it, don't worry about it being any good.

              Just follow the format.
              We will tear it apart and build it back up.
              Just to remind everyone the service is a guaranteed first page ranking on google for one time payment of $299.

              Things that make it stand out
              1. Money back Guarantee
              2. One time payment/price
              3. 120 day time frame
              4. No empty promises, just results
              5. It's a "trial" to show we know what we're doing

              I can't think of anything else

              Selling points: alot of the same things as above

              1. First page ranking will increase visitors and sales
              2. The ranking is guaranteed in 120 days
              3. We're doing it so small businesses can try us out risk free.
              4. One time payment not monthly payments
              5. I know you don't like to sell the refund but there's no risk, if we don't get the rankings in 120 days they get their $299 back.

              I can't think of anything else

              Things businesses MIGHT ask/say (objections)

              1. How can you do it for only $299
              2. How can you absolutely guarantee you'll get us there in 120 days or we don't pay.
              3. What if you don't get us to the first page in 120 days?
              4. How long will it stay on the first page?
              5. Can you keep it on the first page?
              6. How do I know you won't just take my money?
              7. What if you don't give me a refund?
              8. We don't need first page rankings
              9. We're already on the first page

              I can't think of anything else

              This is what I came up with...(prospect) means the prospects name.



              REP:Hi (prospect name) is this a bad time to talk?

              REP:Well (prospects name) what I want to do is ask you a few questions and tell you why I called and you can decide whether we’ll keep talking or not, sound fair enough?

              REP: My name is (reps name) by the way, (Prospect) do you have a website?

              REP: (Prospect) would you agree that having more local visitors to your website will grow your business?

              REP: (Prospect) would you also agree that having your website rank on the first page of google will help grow your business?

              REP: IF a company actually did what they said they could and got you onto the first page you’d be happy right?

              REP: Has an internet marketing company ever guaranteed that they could get you onto the first page, I mean a real pay for results do or die guarantee?

              REP: Prospect I’m sure you know where I’m going, again my name is (reps name), with Sales Source Visibility Group, you may have heard of us. We know that there are tons of promises thrown around by internet marketing companies. We want to make it easy for businesses to work with us so we offer a straight forward guarantee. We guarantee we will get your business to the first page of google for one relevant keyword for $299. If we don’t do it within 120 days you receive an automatic, full refund so there is absolutely no risk for you and you get exactly what you pay for. We are doing this to prove our worth and then we can talk about doing a longer term month to month package after we prove we know what we’re doing.

              Assume the close

              You said a first page ranking would help grow your business right?

              Let me ask you a few quick questions so we can get you set up here.

              1. What is your website address?

              2. And you’re a _______ company? (if your sure you know what they do OR) “I can usually tell from the business name but what does your business do?

              3. And is there a specific keyword you really want to rank on the first page for? It’s okay if your not sure

              Great, and your Account Manager will also call you and recommend keywords which will be most beneficial for you as well.

              So as I said (Prospect) we charge only a one time $299 for this guaranteed page one service, we take payments via all major credit cards, visa, mastercard, discover and American express, go ahead and grab whichever one of those is going to work best for you today, let me know when you have it.

              Okay and what is the name on the card?

              The card number?

              Expiration?

              The CVV code on the back of the card? ( or 4 digit code on the front for AMEX)

              And lastly (prospect) what’s your email address?

              Perfect, (prospect) we would like to welcome you to Sales Source, within 48 hours we will email you a copy of this conversation and your Account Manager will call you or email and introduce himself okay?

              (Prospect) Thank you and have a great day.
              Personally I like it but we'll probably tear it up.

              So before you say anything I know you don't like that as a method of opening the conversation with the bad time to talk line but I honestly don't know another way to make sure they have time to go through the whole pitch.
              {{ DiscussionBoard.errors[6203927].message }}
              • Profile picture of the author econnors
                I know I'm no expert, but I'd like to step up to the plate...if nothing else, I'll increase my batting average. :-)

                Originally Posted by MaxwellB View Post

                REP:Hi (prospect name) is this a bad time to talk?

                REP:Well (prospects name) what I want to do is ask you a few questions and They don't care what you want... tell you why I called and you can decide whether we'll keep talking or not, sound fair enough? Maybe say "if it makes sense to keep talking." I think that's how the original script reads. Saying they can decide puts them in too much control, IMO...

                REP: My name is (reps name) by the way, (Prospect) do you have a website?

                REP: (Prospect) would you agree that having more local visitors to your website will grow your business? Maybe you should tell him some fact about having local visitors growing his business and follow that with "wouldn't you agree?"

                REP: (Prospect) would you also agree that having your website rank on the first page of google will help grow your business?

                REP: IF a company actually did what they said they could and got you onto the first page you'd be happy right? This gives me negative flashbacks of a company that didn't do what they said they would do. I don't want to hear any more...I think that's what a client would say here...they already have an idea that marketing companies can be slimy. Don't add to that perception...

                REP: Has an internet marketing company ever guaranteed that they could get you onto the first page, I mean a real pay for results do or die guarantee? Why does it matter?

                REP: Prospect I'm sure you know where I'm going Why would you say this? They know where you're going? So what's the point of the conversation?, again my name is (reps name), with Sales Source Visibility Group, you may have heard of us. Why are you introducing yourself again? Too much time has been spent telling the prospect who you are. We know that there are tons of promises thrown around by internet marketing companies. We want to make it easy for businesses to work with us so we offer a straight forward guarantee. We guarantee we will get your business to the first page of google for one relevant keyword for $299. If we don't do it within 120 days you receive an automatic, full refund so there is absolutely no risk for you and you get exactly what you pay for. We are doing this to prove our worth and then we can talk about doing a longer term month to month package after we prove we know what we're doing. I think you should nix that entire part. If anything, end it with confidence. That sounds a bit unsure. You may say something like "We're so confident in our ability to deliver, we offer you a 120 day guarantee - you get to page 1 or you get all of your money back. No questions asked.

                I'm also unsure as to whether the guarantee should be offered as a rebuttal. Selling guarantees on performance isn't the way to go in my book, but the choice is yours. Either way, word it with confidence.

                Assume the close

                You said a first page ranking would help grow your business right?

                Let me ask you a few quick questions so we can get you set up here.

                1. What is your website address?

                2. And you're a _______ company? (if your sure you know what they do OR) "I can usually tell from the business name but what does your business do?

                3. And is there a specific keyword you really want to rank on the first page for? It's okay if your not sure How wide is the variability in keywords here? That's something to consider as you're calling.

                Great, and your Account Manager will also call you and recommend keywords which will be most beneficial for you as well.

                So as I said (Prospect) we charge only a one time $299 for this guaranteed page one service, we take payments via all major credit cards, visa, mastercard, discover and American express, go ahead and grab whichever one of those is going to work best for you today, let me know when you have it. That's a bit wordy...I'd say something like "we accept all major credit cards. Which one will be your poison today (or something lighthearted to take their mind off the fact that they are getting ready to pay).

                Okay and what is the name on the card?

                The card number? "Go ahead with the numbers whenever you're ready." I read that asking for the "card number" or "account number" can make people a bit apprehensive.

                Expiration?

                The CVV code on the back of the card? ( or 4 digit code on the front for AMEX)

                And lastly (prospect) what's your email address?

                Perfect, (prospect) we would like to welcome you to Sales Source, within 48 hours we will email you a copy of this conversation and your Account Manager will call you or email and introduce himself okay?

                (Prospect) Thank you and have a great day.
                {{ DiscussionBoard.errors[6204161].message }}
              • Profile picture of the author kenmichaels
                Originally Posted by MaxwellB View Post

                So before you say anything I know you don't like that as a method of opening the conversation with the bad time to talk line but I honestly don't know another way to make sure they have time to go through the whole pitch.
                Its not that i don't like it, and its not even that i disagree with it.

                It gives them an out, when i am selling i don't give outs.

                An opening like that is designed to root out the lay down,
                the low hanging fruit, its actually designed to get people to say no.
                so that you can move on to some one that says yes.

                There is absolutely nothing wrong with that.

                Me, i am a different type of salesman. I enjoy the verbal duel,
                the challenge, the fight... it gets my heart hammering in my chest

                I want to rebut and rebut with the prospect until he has no
                recourse but to buy from me, because its the only thing that makes sense.

                I treat every phone call as a chess game, and my goal is to win.

                Not to say, o, its a bad time, well is 3 or 4 o'clock tomorrow a better time?

                screw that, if someone picks up the phone and says HI to me...

                Game on ....

                ============

                Now as far as what you posted, ill give it a good going over tomorrow.

                I did give it a quick read through, and i noticed, your making the assumption everyone understands the benefits of Google. Your also assuming the prospect understands
                what keywords do.

                that's not going to work. so when you have some time, think about that

                also, you still pitching a refund. that whole 120 guarantee needs to be a rebuttal
                not in the pitch... From what i can tell, and tell me if i am wrong,

                your trying to dazzle em with awesomeness for 299, and want to use the
                guarantee as proof. and then after you prove yourself, you want to up sell them.

                is that the jist?
                Signature

                Selling Ain't for Sissies
                {{ DiscussionBoard.errors[6204443].message }}
                • Profile picture of the author MaxwellB
                  Originally Posted by kenmichaels View Post

                  Its not that i don't like it, and its not even that i disagree with it.

                  It gives them an out, when i am selling i don't give outs.

                  An opening like that is designed to root out the lay down,
                  the low hanging fruit, its actually designed to get people to say no.
                  so that you can move on to some one that says yes.

                  There is absolutely nothing wrong with that.

                  Me, i am a different type of salesman. I enjoy the verbal duel,
                  the challenge, the fight... it gets my heart hammering in my chest

                  I want to rebut and rebut with the prospect until he has no
                  recourse but to buy from me, because its the only thing that makes sense.

                  I treat every phone call as a chess game, and my goal is to win.

                  Not to say, o, its a bad time, well is 3 or 4 o'clock tomorrow a better time?

                  screw that, if someone picks up the phone and says HI to me...

                  Game on ....

                  ============

                  Now as far as what you posted, ill give it a good going over tomorrow.

                  I did give it a quick read through, and i noticed, your making the assumption everyone understands the benefits of Google. Your also assuming the prospect understands
                  what keywords do.

                  that's not going to work. so when you have some time, think about that

                  also, you still pitching a refund. that whole 120 guarantee needs to be a rebuttal
                  not in the pitch... From what i can tell, and tell me if i am wrong,

                  your trying to dazzle em with awesomeness for 299, and want to use the
                  guarantee as proof. and then after you prove yourself, you want to up sell them.

                  is that the jist?
                  That's the jist. As far as benefits of google and understanding what keywords are I am planning to use a specialized list of businesses 1) with websites, that 2) advertise online in some form of fashion.

                  And I don't think I'm assuming, I'm asking them questions they can disagree and say "no I don't think being on google will help much"

                  Question about the refund, why wait until they ask "what happens if you don't get me to page one" because that will be asked every single time if you don't tell them about the 120 day guarantee. You may have a random lay down here and there but everyone will want to know what happens if we don't follow through with the guarantee.
                  {{ DiscussionBoard.errors[6206732].message }}
            • Profile picture of the author Aussie-Jim
              Originally Posted by kenmichaels View Post

              Make a list of 10 things that make your product / service stand out
              or above your competitors.

              Make a list 10 of your strong selling points.

              Make a list of 10 things you expect to prospects to ask questions about.

              Some of that info will go into the script in a way to reduce questions
              and the need to rebut, the rest will most likely become rebuttals.

              Post those, also, now that you know the format for a script
              make one and post it, don't worry about it being any good.

              Just follow the format.
              We will tear it apart and build it back up.
              Great advice - I've seen this work in copy (RW and online) as well.
              {{ DiscussionBoard.errors[7084359].message }}
  • Profile picture of the author Teez
    TO Say I AM OVERJOYED

    Right now at finding this would be the biggest understatement of my year Ken you've analysed this scene for me so succinctly I can honestly say I've watched it over and over and over and over and practiced in the mirror all to no avail on the phone.


    I am extremely grateful as I'm actually believing right now that I can do what Vin Diesel did its 4am right now and I don't think I can sleep I'm too keen to apply everything you said

    tie downs I never even highlighted them a you did
    takeaways the confidence to do this is inner belief in your capabilities and we all have this because we've all had a discipline of IM we know we are awesome at.


    Ken again thank you ever sooooo much.
    Signature

    My first stab at success is the Nike Air Yeezys this is what made me believe.

    You can't be scared of rejection on the quest to perfection.

    {{ DiscussionBoard.errors[6210458].message }}
    • Profile picture of the author sundaymorning
      Originally Posted by Teez View Post

      TO Say I AM OVERJOYED

      Right now at finding this would be the biggest understatement of my year Ken you've analysed this scene for me so succinctly I can honestly say I've watched it over and over and over and over and practiced in the mirror all to no avail on the phone.

      Boiler Room "reco scene" Vin Diesel closing the sale - YouTube

      I am extremely grateful as I'm actually believing right now that I can do what Vin Diesel did its 4am right now and I don't think I can sleep I'm too keen to apply everything you said

      tie downs I never even highlighted them a you did
      takeaways the confidence to do this is inner belief in your capabilities and we all have this because we've all had a discipline of IM we know we are awesome at.


      Ken again thank you ever sooooo much.

      I LOVE THIS MOVIE SO MUCH!!!!! If you haven't seen Boiler Room I highly highly suggest it . But this was a good point well made.
      {{ DiscussionBoard.errors[7071367].message }}
  • Profile picture of the author MaxwellB
    @Teez

    I'd say top 2 best sales scene, tied with Alec Baldwin's in Glengarry Glenross

    Thanks for sharing!
    {{ DiscussionBoard.errors[6210509].message }}
  • Profile picture of the author kenmichaels
    @ Max, i haven't forgotten about you or this thread.
    If i have the time tonight i will get back to it, if not tonight a.s.a.p


    @ Teez,
    I am glad it helped, keep us posted on how it works out for you.
    also i answered your PM, but wf has been funky last few days,
    so i am not sure if you got it or not.
    Signature

    Selling Ain't for Sissies
    {{ DiscussionBoard.errors[6227004].message }}
  • Profile picture of the author Teez
    Hi Ken unfortunately I didn't get your pm, but Ill pm you now
    Signature

    My first stab at success is the Nike Air Yeezys this is what made me believe.

    You can't be scared of rejection on the quest to perfection.

    {{ DiscussionBoard.errors[6242808].message }}
  • Profile picture of the author wilder1047
    This is a great thread.

    My only question is how do you get them to sign a contract while still making it a one call close.

    Do you accept the money and THEN send the contract over?

    Not that I want to be perceived as being untruthful, but I don't necessarily want to say in the pitch that there's no guarantee being on the front page is going to generate more business, it's something I'd have outlined in the contract for them to understand.

    Or just get the credit card info, and then send the contract over, before running it just to have them that little bit more obligated to going forward with the services?
    {{ DiscussionBoard.errors[6253066].message }}
    • Profile picture of the author MaxwellB
      Originally Posted by wilder1047 View Post

      This is a great thread.

      My only question is how do you get them to sign a contract while still making it a one call close.

      Do you accept the money and THEN send the contract over?

      Not that I want to be perceived as being untruthful, but I don't necessarily want to say in the pitch that there's no guarantee being on the front page is going to generate more business, it's something I'd have outlined in the contract for them to understand.

      Or just get the credit card info, and then send the contract over, before running it just to have them that little bit more obligated to going forward with the services?
      No contract. A recorded phone conversation acts as a verbal contract and yes a verbal contract is a real thing and it is legally binding.

      You don't need to tell them that your not guaranteeing them new business. Did you ever tell them that you ARE? You say exactly what you you do guarantee and that's it.

      You don't guarantee their business will never fail after working with you, you don't guarantee that they will grow into a billion dollar company, but you don't have to say what you DON'T guarantee...just what you do guarantee.
      {{ DiscussionBoard.errors[6257991].message }}
      • Profile picture of the author PanteraIM
        Hi __________ is this a okay time to talk?

        Alright what I'd like to do is tell you why I called and then you can decide whether we'll keep talking or not, is that okay?

        My name is _______ with Sales Source Visibility Group, you may have heard of us.

        Real quick, the reason for the call is that for we are offering businesses with websites like yours a guaranteed first page spot on Google for one payment of $299, we guarantee that we will get you onto the first page for your biggest keyword in less than 120 days. If we don’t you will receive a full automatic refund. We’re doing this to show businesses we’re not just like every other internet marketing company, we are extremely skilled and know you only want to pay for results.

        Does that sound like a fair deal or what?


        Answer any questions they may have.

        Okay Great.

        We take all payments via major credit card, mastercard, American express, visa and discover, I am going to have the owner Max Berry give you a call to get your information and open your account with us. When would be a good time today for him to call?
        I know this may have been answered before but I would like to point a couple of things out if I may:

        Part of the reason why one call closing works is because of the urgency that gets created, it becomes self-defeating when you turn it into a CB after such a direct pitch.

        Benefits don't sell, questions do. It's even better if you could phrase each of your benefits as a question. This makes it conversational instead of doing the 'bla bla' 1950s type of sale.

        The offer is premature and you will go down in a pile of flames if you tried this on 1000 leads. You should at the minimum qualify their interest before showing your hand, even better to probe what their objectives are and propose this as a solution than indiscriminately pitching every person you get on the phone.

        It's important to get their agreement very early in the call to get them into a receptive state of mind using tie downs, yes set questions and to also provide a visceral context on what it means for THEM.

        'You know how people search for xxx in y area?'

        'Yeah'

        'We are the people that get you found online, and with 88% of people searching before they buy, you gotta be found online right?'

        'I guess so'

        I know there's been some excellent advice in this thread and I'm not attacking you by any means, but this script is lacking fundamentally in many areas. I'd be interested in seeing the finished script if anyone gets around to doing it, otherwise I might when I get the chance to test.
        Signature

        Cryptocurrency and financial technology - fintechwriters.com


        {{ DiscussionBoard.errors[7903390].message }}
  • Profile picture of the author rolltide
    were you able to come up with a script maxwell?
    Signature

    Make $150 everytime someone backs up their computer!
    http://goo.gl/07M6K

    {{ DiscussionBoard.errors[6258260].message }}
    • Profile picture of the author MaxwellB
      Originally Posted by rolltide View Post

      were you able to come up with a script maxwell?
      Sorry I've been meaning to get back to you. I have not yet come up with a finished script just the one I posted here.

      I am hoping Ken will be able to continue to help working on it soon.

      I have spoken to several fellow call center owners and they think getting the CC on the first call is going to take longer than 3 hours....they are thinking .15/hour so 1 sale every 5 hours at best...

      I mean one process could always be cold call to set appointments but I'm dying to get away from that and get decisions quicker ie on the first call.
      {{ DiscussionBoard.errors[6258571].message }}
      • Profile picture of the author kenmichaels
        Originally Posted by MaxwellB View Post

        Sorry I've been meaning to get back to you. I have not yet come up with a finished script just the one I posted here.

        I am hoping Ken will be able to continue to help working on it soon.

        I have spoken to several fellow call center owners and they think getting the CC on the first call is going to take longer than 3 hours....they are thinking .15/hour so 1 sale every 5 hours at best...

        I mean one process could always be cold call to set appointments but I'm dying to get away from that and get decisions quicker ie on the first call.
        max, 2 things.

        1) sorry its taking so long for me to get back to this thread.
        2) 3 hours to get a credit card? i dont know who your talking to.
        but do not hire them.

        there are all kinds of different call centers, and the ones your talking too
        are just going to waste your time and your money, and leave a bad taste
        in your mouth. It might be in your best interest to hire local, if you can.
        Signature

        Selling Ain't for Sissies
        {{ DiscussionBoard.errors[6260150].message }}
        • Profile picture of the author MaxwellB
          Originally Posted by kenmichaels View Post

          max, 2 things.

          1) sorry its taking so long for me to get back to this thread.
          2) 3 hours to get a credit card? i dont know who your talking to.
          but do not hire them.

          there are all kinds of different call centers, and the ones your talking too
          are just going to waste your time and your money, and leave a bad taste
          in your mouth. It might be in your best interest to hire local, if you can.
          No I personally thought 1 sale every 3 hours. But a few other center owners think it would be 1 in every 5 hours.

          What do you think the metric would be for this type of sale?

          Oh and no problem take your time with the thread.
          {{ DiscussionBoard.errors[6260568].message }}
  • Profile picture of the author Sarevok
    I would add an appeal for newbs who don't know anything about SEO.

    For example I'd add a line to the script - "It doesn't matter how beautiful your website is, without our SEO expert SEO optimization, it's possible your website will never be visited by your target demographic"
    {{ DiscussionBoard.errors[7076557].message }}
  • Profile picture of the author kenmichaels
    Every time this thread pops up, i get PM'S about making people scripts.

    Please don't.

    There are at least 5 people who hang out here that do scripts.
    they all advertise it in there sigs....

    thank you.
    Signature

    Selling Ain't for Sissies
    {{ DiscussionBoard.errors[7077624].message }}
    • Profile picture of the author Claude Whitacre
      Originally Posted by kenmichaels View Post

      Every time this thread pops up, i get PM'S about making people scripts.

      Please don't.

      There are at least 5 people who hang out here that do scripts.
      they all advertise it in there sigs....

      thank you.
      Ken: Brilliant series of posts. The best part is that you chose your approach after a real understanding of alternative approaches. It's always a pleasure watching you, John Durham, Jason Kanigan, and David Miller work.
      Signature

      Warrior HeySal is fighting for her life. You can help.
      Click Here: https://www.gofundme.com/heysal

      {{ DiscussionBoard.errors[7078523].message }}
  • Profile picture of the author 300SMG
    Great replies Ken. All of it spot on and much of it can be used even when dealing in person or with pre-qualified calls. Much of the buying interest comes through and really helps you work the conversation to a more comfortable to do "salesy" sounding communication.
    {{ DiscussionBoard.errors[7081289].message }}
  • Profile picture of the author PaulintheSticks
    I've heard two schools of thought on how to deal with the "I'm busy" objection.

    Jason says reschedule and Mike Cooch says ignore it and, essentially, tell them why the call is more important than whatever they're doing or tell them how the call can help free up their time. Mike says you're going to fill your funnel a lot faster with his approach.

    Something I will test for sure but just wondering if others have tested and what works for you?
    {{ DiscussionBoard.errors[7901828].message }}
  • Profile picture of the author PaulintheSticks
    I've heard two schools of thought on how to deal with the "I'm busy" objection.

    Jason says reschedule and Mike Cooch says ignore it and, essentially, tell them why the call is more important than whatever they're doing or tell them how the call can help free up their time. Mike says you're going to fill your funnel a lot faster with his approach. But I wonder if you're going to just piss them off and lose any chance of ever getting their business in the future.

    Something I probably should test but just wondering if others have tested and what works for you?
    {{ DiscussionBoard.errors[7901834].message }}

Trending Topics