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

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'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.

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.

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.

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?

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

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.

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 )

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!

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.

Awesome thread... keep it up Ken... don't be dissuaded by anyone for trying to help someone... ever!!!


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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

You go Ken. Maxwell, Ken has this, he's right on... he said it all pretty much!

Great post Ken! That should help out many people here.

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.

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.

@Teez

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

Thanks for sharing!

@ 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.

Hi Ken unfortunately I didn't get your pm, but Ill pm you now

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?

were you able to come up with a script maxwell?

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"

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.

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.

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?

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?