I am bored, anybody want to talk about sales?

60 replies
like the title says...

Any questions? want to debate anything sales related?
#bored #sales #talk
  • Profile picture of the author Bobster0007
    Anything sales related has my attention. It should be the single most important skill to hone.
    {{ DiscussionBoard.errors[7092603].message }}
    • Profile picture of the author kenmichaels
      Originally Posted by Bobster0007 View Post

      Anything sales related has my attention. It should be the single most important skill to hone.
      That needs to be tattooed on few peoples foreheads

      Whats your sales experience ?
      Signature

      Selling Ain't for Sissies!
      {{ DiscussionBoard.errors[7092653].message }}
      • Profile picture of the author Bobster0007
        Originally Posted by kenmichaels View Post

        That needs to be tattooed on few peoples foreheads

        Whats your sales experience ?
        Ken, I have educated myself in sales materials etc... however, I am not skilled because i have not spent the time in the field yet. I have more admiration and respect for true top professional salespeople than most any other profession. IMO It is the ultimate artful skill.
        {{ DiscussionBoard.errors[7092693].message }}
        • Profile picture of the author kenmichaels
          Originally Posted by Bobster0007 View Post

          Ken, I have educated myself in sales materials etc... however, I am not skilled because i have not spent the time in the field yet. I have more admiration and respect for true top professional salespeople than most any other profession. IMO It is the ultimate artful skill.
          Well flattery gets you everywhere

          Your right it is an art.

          Keep in mind tho, book learning has nothing on real world experience.

          also, if your interested in phone sales you might want to check
          out johns telemarketing forum
          Signature

          Selling Ain't for Sissies!
          {{ DiscussionBoard.errors[7092778].message }}
          • Profile picture of the author John Durham
            Originally Posted by kenmichaels View Post

            Well flattery gets you everywhere

            Your right it is an art.

            Keep in mind tho, book learning has nothing on real world experience.

            also, if your interested in phone sales you might want to check
            out johns telemarketing forum
            He's already a key, core member actually Ken.

            Just do it Bobster, call people and be nice to them, you will get some results. That will give you faith and traction to keep going. Your admiration for sales people means that you will be one of those who really develop and get more out of it than just sales.

            Oh crud....Im in Ken, Im in....lol
            {{ DiscussionBoard.errors[7092794].message }}
      • Profile picture of the author jayspann
        Originally Posted by kenmichaels View Post

        That needs to be tattooed on few peoples foreheads
        I think forehead tattoos can lower face-to-face sales conversions. Anyone care to split test?
        {{ DiscussionBoard.errors[7106707].message }}
  • Profile picture of the author stockpost
    I would love to learn some basics of sales.
    if you have any suggestions please send them over.
    {{ DiscussionBoard.errors[7092646].message }}
    • Profile picture of the author kenmichaels
      Originally Posted by stockpost View Post

      I would love to learn some basics of sales.
      if you have any suggestions please send them over.
      errmmm... that's pretty broad.

      have any specific questions ? Any particular issue your having?
      Signature

      Selling Ain't for Sissies!
      {{ DiscussionBoard.errors[7092660].message }}
      • Profile picture of the author Sue Bruce
        Mid eighties on both coasts (FL), I'd probably walk to the nearest Publix and get a steak for the barbeque. Oh, and a couple Bud.

        My question regards scaling up an outside sales force. i have a training plan and try to hire those who my gut tells me can do the job but it is verrry difficult. Any thoughts?

        Sue
        {{ DiscussionBoard.errors[7092692].message }}
        • Profile picture of the author kenmichaels
          Originally Posted by Sue Bruce View Post

          Mid eighties on both coasts (FL), I'd probably walk to the nearest Publix and get a steak for the barbeque. Oh, and a couple Bud.

          My question regards scaling up an outside sales force. i have a training plan and try to hire those who my gut tells me can do the job but it is verrry difficult. Any thoughts?

          Sue
          Hiring sales people is kinda tricky, and a real pain in the behind.

          I would suggest hiring a sales manager and a trainer.

          2 people. Make sure they know the ropes inside and out.

          If you think hiring sales people is tricky, just wait until you have to
          manage them.

          Let the manager handle all that grief, he will know how to maximize
          there potential, plus it frees you up to do more important stuff.

          that is my initial thought.
          Signature

          Selling Ain't for Sissies!
          {{ DiscussionBoard.errors[7092753].message }}
          • Profile picture of the author John Durham
            Originally Posted by kenmichaels View Post

            Hiring sales people is kinda tricky, and a real pain in the behind.

            I would suggest hiring a sales manager and a trainer.

            2 people. Make sure they know the ropes inside and out.

            If you think hiring sales people are tricky, just wait until you have to
            manage them.

            Let the manager handle all that grief, he will know how to maximize
            there potential, plus it frees you up to do more important stuff.

            that is my initial thought.
            Good thought. Make hiring and recruiting a crucial part of his job description and let HIM figure it out and build your sales force. If its the job he was hired for, he will be obligated to fulfill it.

            Nice one.
            {{ DiscussionBoard.errors[7092771].message }}
    • Profile picture of the author John Durham
      Originally Posted by stockpost View Post

      I would love to learn some basics of sales.
      if you have any suggestions please send them over.
      @ Ken, good to see you.

      I wish I would have caught you last night, unfortunately I have now expended most of my posting energy... Although this is highly tempting.

      Not to debate...but to share.

      @ Stockpost

      Here is the "Basic":

      A: Tell as many people everyday as you possibly can about your offer.
      B: Ask as many people as you possibly can every day for an appointment or sale.

      Dont have any sales?

      How many people have you demonstrated your offer to today? Therein lies the big secret.

      Havent demonstrated your offer to anyone today?

      Why are you wondering why there arent any sales then?

      Thats the basics. They are really all you need. No trickery, just get your offer in front of as many people as you can.

      TV infomercials that advertise to a million people, dont make a million sales, they make a few THOUSAND sales out of a million people.

      Every pile of leads is a haystack with a few needles in it....Get to uncovering the needles...Thats it.

      Every wso that has 10,000 views has only few 100 sales...

      Every wso that has 100 views has only a few sales...

      The more people you present to the more sales you have.

      The "basic" is learning to operate the law of numbers...it will work for you.

      The "advanced" is learning to bend the laws to your will (conversion).

      For now, make your offer to as many people as you can daily. You will get results if enough people see or hear it.

      Shoot straight, and alot.

      Be nice, and more people will like you.... Not rocket science, pretty logical.

      Waste time head butting with people who dont like you, and you will lose energy all day, get only a few leads, and miss all the people who like you and want your offer...Pretty logical right?

      Dont try to "invent" needles in the haystack....just "find" the ones that are there in every stack... Be efficient.

      Hope this helps.
      {{ DiscussionBoard.errors[7092722].message }}
  • Profile picture of the author harrymctavish
    What would you say is the best way to close clients on web site design/seo/mobile sites etc. a telemarketing call trying to close over the phone or a telemarketing --> Appointment Setting --> Site visit?
    {{ DiscussionBoard.errors[7092703].message }}
    • Profile picture of the author kenmichaels
      Originally Posted by harrymctavish View Post

      What would you say is the best way to close clients on web site design/seo/mobile sites etc. a telemarketing call trying to close over the phone or a telemarketing --> Appointment Setting --> Site visit?
      For me, a phone is all i need. It does not matter what the product is.

      with that said.

      Some people are better face to face, others are better on the phone.
      ( i am the later )

      If your new, i would suggest trying both out ... so you can see what works
      best for you.

      To sell properly in any environment, you need to find your own comfort zone.
      Some people find that dressed in a suite and tie.

      Mine is behind a messy desk wearing a headset.
      Signature

      Selling Ain't for Sissies!
      {{ DiscussionBoard.errors[7092812].message }}
  • Profile picture of the author Adrian Browning
    Banned
    [DELETED]
    {{ DiscussionBoard.errors[7092804].message }}
    • Profile picture of the author John Durham
      Originally Posted by Adrian Browning View Post

      I happen to know a thing or two about sales

      - Adrian
      Im out Ken! Im out!
      {{ DiscussionBoard.errors[7092818].message }}
    • Profile picture of the author kenmichaels
      Originally Posted by Adrian Browning View Post

      I happen to know a thing or two about sales

      - Adrian
      Well i see your back from vacation.

      This is not a thread about cold calling, its about sales.
      So i guess its fair game.

      Lets keep it civil this time ....
      Signature

      Selling Ain't for Sissies!
      {{ DiscussionBoard.errors[7092837].message }}
  • Profile picture of the author kenmichaels
    John, what up brotha !!!

    been meaning to get with you on skype, if you will be around tonight
    at 2 or 3 am, e.s.t i will be also.

    also, i have been dying to know... are you back on the phones ?
    Signature

    Selling Ain't for Sissies!
    {{ DiscussionBoard.errors[7092827].message }}
    • Profile picture of the author John Durham
      Originally Posted by kenmichaels View Post

      John, what up brotha !!!

      been meaning to get with you on skype, if you will be around tonight
      at 2 or 3 am, e.s.t i will be also.

      Also, i have been dying to know... are you back on the phones ?
      Yes I am actually and I still got it, and am doing well.... Although most of last week I was fulfilling a contract with a warrior, monitoring his telemarketers and training them. Im going to be back on tomorrow again, and looking forward to it.

      Sooo tempting to hang today, but I gotta get out of here before I fall back into old habits and waste my whole day posting. I have intentionally separated myself from the forum as of late, even though this last couple of weeks has really renewed my energy with a new message, thats old ... Its the same one I started with straight off the phone a few years ago, then strayed from it... getting back on the phone brings me back to it.

      The message is "Take it easy, this doesnt have to be hard".
      {{ DiscussionBoard.errors[7092863].message }}
      • Profile picture of the author kenmichaels
        Originally Posted by John Durham View Post

        Yes I am actually and I still got it, and am doing well.... .
        Awesome bro, and i never doubted for min if you still had it.

        Now, get good and in the groove... then when your feeling your oats
        come on down to my office....

        << gauntlet thrown >>
        Signature

        Selling Ain't for Sissies!
        {{ DiscussionBoard.errors[7092899].message }}
  • Profile picture of the author Michael Nguyen
    "It's too expensive"

    What is your reply to that? I have a few ideas but just wanted to see the different variations and come backs. Any good analogies?
    Signature
    {{ DiscussionBoard.errors[7092856].message }}
    • Profile picture of the author kenmichaels
      Originally Posted by Michael Nguyen View Post

      "It's too expensive"

      What is your reply to that? I have a few ideas but just wanted to see the different variations and come backs. Any good analogies?
      Lay the foundation properly and nobody says that.

      I never hear that's to expensive... never, not once...

      I have heard i cannot afford that... and when i do hear that i know
      one of two things..

      a) I screwed up ... because i did not pre-qualify him properly

      b) or they are trying to get a "deal"
      Signature

      Selling Ain't for Sissies!
      {{ DiscussionBoard.errors[7092880].message }}
      • Profile picture of the author John Durham
        Originally Posted by kenmichaels View Post

        Lay the foundation properly and nobody says that.

        I never hear that's to expensive... never, not once...

        I have heard i cannot afford that... and when i do hear that i know
        one of two things..

        a) I screwed up ... because i did not pre-qualify him properly

        b) or they are trying to get a "deal"
        Interview, and ask questions (Questions sell) before quoting your price, in terms of

        What is your average ticket at the point of sale, can you give me a ball park?

        What percentage of customers return and buy again, ?

        How many times per year does an average customer return, do you have a rough idea?

        Okay so it looks like a customer is worth about $5,200 per year on average then, is that about right?

        Great so if we could get you even 5-10 new customers per year then you would make you an extra 25 to 50 thousand per year, it looks like...

        Thats easy enough Bob.... Pardon the questions I just wanted to find out where you were at...I think I might be able to help you here....let me tell you about our packages and you tell me if you think your company would be interested...

        NOTE: If your package is only 2k and he has already admitted that a few customers will make him 50k, then he cant say its too expensive with a straight face. Its about laying the ground work.

        Things like this are how you "bend the law of averages to your will". In any event , simply OFFERING it without knowing any of this to enough people will get you some sales.

        You can learn as you go, just dialing alone will get you some results though if you do it enough and are nice to enough people.
        {{ DiscussionBoard.errors[7092953].message }}
        • Profile picture of the author Bobster0007
          Originally Posted by John Durham View Post

          Interview, and ask questions (Questions sell) before quoting your price, in terms of

          What is your average ticket at the point of sale, can you give me a ball park?

          What percentage of customers return and buy again, ?

          How many times per year does an average customer return, do you have a rough idea?

          Okay so it looks like a customer is worth about $5,200 per year on average then, is that about right?

          Great so if we could get you even 5-10 new customers per year then you would make you an extra 25 to 50 thousand per year, it looks like...

          Thats easy enough Bob.... Pardon the questions I just wanted to find out where you were at...I think I might be able to help you here....let me tell you about our packages and you tell me if you think your company would be interested...

          NOTE: If your package is only 2k and he has already admitted that a few customers will make him 50k, then he cant say its too expensive with a straight face. Its about laying the ground work.

          Things like this are how you "bend the law of averages to your will". In any event , simply OFFERING it without knowing any of this to enough people will get you some sales.

          You can learn as you go, just dialing alone will get you some results though if you do it enough and are nice to enough people.
          John I concur especially about asking questions. Asking the right questions at the right time, using the right tone, can really open up things. Good to see ya!
          {{ DiscussionBoard.errors[7093346].message }}
      • Profile picture of the author Falkonator
        Originally Posted by kenmichaels View Post

        Lay the foundation properly and nobody says that.

        I never hear that's to expensive... never, not once...

        I have heard i cannot afford that... and when i do hear that i know
        one of two things..

        a) I screwed up ... because i did not pre-qualify him properly

        b) or they are trying to get a "deal"
        I just made a mistake yesterday. I quoted a realtor in a large metro area a price for SEO. He didn't call my quote expensive, he called it absurd.
        He found me on Craigslist. He was most likely price shopping, and I did a poor job pre-qualifying him and also building up the value of my service.

        Thank you for the reminder. We have to learn by experience. Making certain mistakes just helps to move us further in the right direction.
        {{ DiscussionBoard.errors[7097464].message }}
      • Profile picture of the author Claude Whitacre
        Originally Posted by kenmichaels View Post

        Lay the foundation properly and nobody says that.

        I never hear that's to expensive... never, not once...

        I have heard i cannot afford that... and when i do hear that i know
        one of two things..

        a) I screwed up ... because i did not pre-qualify him properly

        b) or they are trying to get a "deal"
        Ken: You and John Durham beat me to it! Do you know how very few salespeople know what you both just posted? Seven. Seven salespeople in all the world.

        Yeah, I never hear "That's too expensive" or "That's overpriced". For the reasons you both just mentioned.

        I still get "I can't afford it" too. Usually, it's a reflex answer. They don't mean "I do not have the cash or credit to buy this". It usually means "I don't want this badly enough to buy from you today". It's literally them clawing for a way out, after they see that they are very close to buying. Not always, of course, but in my experience...... usually. And it sometimes just slows down the process of buying.

        And as you guys know, there is no answer to this objection that will quickly convert a non-interested person into a customer. Objections are the end result of not transferring the desire to buy. Except in the rare...rare instance that the person has absolutely no money, and you didn't find that out in the beginning.

        John explained the "total customer value" point. I also include a "compare to alternatives" when selling. For example, the cost of hiring an employee to do what I'm proposing. Or the learning curve of doing it yourself. They put a price tag on these options, and I'm way less expensive. I compare to two other options. If they bring one up, then that's one of the options.

        This also gives them the feeling that they have "shopped around". I find it useful.
        Signature
        One Call Closing book https://www.amazon.com/One-Call-Clos...=1527788418&sr

        What if they're not stars? What if they are holes poked in the top of a container so we can breath?
        {{ DiscussionBoard.errors[7097954].message }}
  • Profile picture of the author payoman
    John, I am curious...

    I finished 'Telemarketing Ninja' (I can't remember the full name, you know the one) and I kind of tried your method of overcoming objections, but I still, out of all my hundreds of calls, have yet to convert someone from an initial 'nah, I don't think so' to a 'ok, let's do it'.

    I mean, I suppose it's possible, but what are the odds? I mean, on average, we look at 1-2% conversion as decent for cold calling, what would you say REALLY taking the effort to overcome objections adds? 4-5% conversion?

    I'd like to know if you had any ballpark figures?
    {{ DiscussionBoard.errors[7097099].message }}
    • Profile picture of the author John Durham
      Originally Posted by payoman View Post

      John, I am curious...

      I finished 'Telemarketing Ninja' (I can't remember the full name, you know the one) and I kind of tried your method of overcoming objections, but I still, out of all my hundreds of calls, have yet to convert someone from an initial 'nah, I don't think so' to a 'ok, let's do it'.

      I mean, I suppose it's possible, but what are the odds? I mean, on average, we look at 1-2% conversion as decent for cold calling, what would you say REALLY taking the effort to overcome objections adds? 4-5% conversion?

      I'd like to know if you had any ballpark figures?
      Thats a good question Payoman, and an interesting one.

      I wrote telemarketing kung fu for all the people who criticized my high probability approach, and demanded that newbies should one call close, and that appointment setting wasnt real telemarketing...

      The fact is that one call closing for anything more than 100 bucks is going to take thousands and thousands of calls to learn... I know I have been forced to do it.

      One call closing works, but it takes more dedication than most homeworkers have the capability of applying without direct supervision.

      Its very hard core, and its very pushy... and you have to REALLY apply yourself and have a total champion, hardcore attitude to do it, not to mention complete and total focus.

      You dont only pressure your customers, but also yourself to perform like a machine.

      There are alot of blowhards that talk about it, but most of them are leaving out alot of key truths, like that they are using warm, or specialty leads... or that they are calling previous customers...

      What I truly think a person needs to do if they want to consistently close bigger deals on the phone is to set "Phone appointments".

      Just like a face to face appointment, establish rapport and create anticipation and expectation of being presented a sales opportunity on the first , then you are more likely to close in in the actual phone presentation.

      One call closing works for the bower formula because there is a 30 day free service loss leader involved and very low risk for the customer. It has alot to do with how your offer is structured.

      As far as rebuttals.... yes they can help ALOT.... for instance if someone says "I dont have time to talk right now".

      You can let them go, but if you are a little bold you can say "well it only takes about a minute, have you got THAT much time Bob?"

      And 30-50% of the time you will get "Well, I guess, if you hurry...." , So in that case a rebuttal can get you into up to 50% more pitches, who turn you down with that particular objection.

      In another event, recently I have witnessed this over and over.... When people say "I already have a website", and you say "Really? Great, is it generating much traffic for you?"

      2-4 out of ten of those guys will say "Im not really sure", and you can turn two out of those four around, by saying... "I understand, Im guessing that if there was a ton , you would probably know.... let me ask are you getting monthly traffic reports...? The reason I asked is because..."

      And that can get you into a few extra pitches per day.

      So lets say the first rebuttal gets you into 7 extra pitches per day out of 200 dials, and the second one gets you into 3 extra pitches, you now have had 10 extra pitch opportunities today due to rebuttals. Just two of them. What if you had 20 in your arsenal?

      If someone says if some says "I get plenty of traffic" and you ask how its converting into actual sales....then you get a chance to keep pitching with 3 out of ten people who say that.

      In short; there are 20 different rebuttals you can use in different situations and each of them contributes a certain usually small percentage to the probability that you will get to keep pitching.

      When you add it all up, a person who masters rebuttals gets to do 100% more pitching than a person who doesnt use them.

      I remember that my sales manager came to me one day- I was ALREADY number one, and didnt need to increase my sales, but I was of the belief that you should ALLOW people their experience, never forcing your agenda on them, at that time, I believed that religiously, and I refused to rebut anyone, I just did it with tone and energy...

      He told me that it was cool as long as I made quota, which I always exceeded.

      Well one day the owner was listening to my recordings, and jumped my manager and told him that he wanted me rebutting. just like everyone else.

      So, I did it reluctantly just till the owner calmed down and put his attention on someone else.

      I did it stupidly like a robot on purpose with no personality just to show my manager "If you are going to make me a robot I will act like one then".

      And even THEN rebuttals worked, and I got sales and pitch opportunities using them, even trying to prove intentionally how stupid it was...

      So yeah, rebuttals work...but not rebutting works too, you just get an extra dial for not spending the time doing it and increase your probability of coming across a laydown.

      Personally I do it the white belt way....and Im still better than 9 out of ten who pull out every trick in the book and talk till they are blue in the face.
      {{ DiscussionBoard.errors[7098145].message }}
  • Profile picture of the author tryinhere
    Originally Posted by kenmichaels View Post

    like the title says...

    Any questions? want to debate anything sales related?
    To do correctly one of the toughest gigs in many ways, it can leave you drained if it is a demanding role, and probably undervalued by many business owners in that they want to pay peanuts / treat staff like crap, blame them for everything not going right and expect to become millionaires.

    For those who can swing the cat and have good managers they can make fortunes and will always have work. / These people choose the employer / product not the other way around.
    Signature
    | > Choosing to go off the grid for a while to focus on family, work and life in general. Have a great 2020 < |
    {{ DiscussionBoard.errors[7097312].message }}
  • Profile picture of the author Delta223
    Can anyone recommend a good service for getting feedback on my recorded sales calls from sales professionals? I've been Googling and have turned up empty.
    Signature

    .

    {{ DiscussionBoard.errors[7097513].message }}
  • Profile picture of the author Unisons
    Would be awesome if someone could share some insights into how email-marketing should be performed, dont see much of that around here, learning the ropes here, would love some advice
    {{ DiscussionBoard.errors[7098128].message }}
  • Profile picture of the author socialbacklink
    I have this principle that has served me well over the years. Clarity over Persuasion. If you keep things simple, you show the value in what you are doing before you talk price, then just ask for the sale. I do inbound leads a lot where I use my ads or my emails going out to qualify people quite a bit before I get on the phone with them. In that case if I get them on the phone I can usually close the deal. At the very least half the time. (Like I said, I do a LOT of qualifying ahead of time before I get on the phone) It's a numbers game like John mentioned.

    My lead gen process:
    My process before being on the phone weeds out probably 70-75% of the tire kickers so I'm not wasting my time. That's the only reason I have a good close rate. Craigslist for instance, we've been split testing an email I'm sending out to people in the jobs and gigs area across the US. I'm getting an 8% response rate on those emails now. 8 out of 100 will contact me back. We are sending out around 200 per week. So, about 16 leads per week. Out of those half of them I weed out because of not being the type I want to work with. So, I now have about 8 that I'll get on the phone with. I generally will close about 4-6 of those per week. This is just with my wife and I doing all of the lead gen and I'm doing all of the work. I wanted to get my process honed is why we are doing it. I do the dirty work myself before hiring people. Just how I am. Now that I've got my process down I'm working to scale it up.

    When I get them on the phone:
    I talk to them and get to know them. Give them a hint of what type of information/service I provide (basically just using general conversation and asking questions to get them to tell me what they need without them realizing it). Then, I answer all of their questions with my service. Typical sale stuff. I've just refined it over the years. (I just realized I missed John's post above while typing. On his one call close. He's 100% right. I'm never on the phone more than 20-30 min max and I'm closing people at $500-$2500 all day long. Just takes practice. And I don't meet face to face with clients.)

    The biggest thing I've noticed out of the newer ones starting out is that they try to complicate the offer, they talk at the person because of being nervous(Just be yourself and talk/listen to them), and they don't come out and ask for the sale. Then, there are the ones that say I contacted 20 people and I didn't get one response. It took me a couple of weeks of testing to get my emails from 2% conversion to 8% conversion. I started out getting only 2 out of 100 people. That is the industry standard. Then, you test and improve from there.
    [SOAPBOX]This stuff is work. It's not a magic pill or easy button. The guys making money work.[/SOAPBOX]
    Signature
    Get The Best In Paid Traffic Training - PPC Superstar!
    17 Years Experience As A Professional Internet Marketer
    {{ DiscussionBoard.errors[7098261].message }}
    • Profile picture of the author John Durham
      Ps to Payoman,

      Also some of it has to do with the industry, and how they are used to doing business.

      For instance, when you are calling insurance companies, trying to generate appointment setting contracts... they are very USED to whipping out their credit card for an appointment setting service.... So I have one call closed quite a few of them on a small appointment setting package, with a cold cold for a grand or higher...

      Thats the exception, but depending on how an industry is accustom to doing business, one call closing can be easier with some products and services than others.

      In the appointment setting industry, thats part of their industry "climate", and agencies are accustom to it.

      In OUR industry, buyers are a little more skeptical, so typically it takes a real creative offer structure with a 30 day loss leader, or some pre sale set up, like an appointment.

      Either that or THOUSANDS of dials.

      My best advice is to phone close by setting phone appointments, or doing live transfers ... that works too.

      Have a telemarketer set the call up to be closed, and get them against the ropes, then transfer it to you for the knock out. TO's are a way to one call close effectively.
      {{ DiscussionBoard.errors[7098357].message }}
  • Profile picture of the author Hugh
    "I always wanted to be a salesman.
    Joined Amway last night.
    Now I are one."

    Hugh
    Signature

    "Never make someone a priority in your life who makes you an option in theirs." Anon.
    "Some see private enterprise as a predatory target to be shot, others as a cow to be milked, but few are those who see it as a sturdy horse pulling the wagon." -- Winston Churchill

    {{ DiscussionBoard.errors[7098321].message }}
  • Profile picture of the author BreakingRetail
    Hi everyone!
    I'm not so sure if I should be asking this here but I figured id give it a shot.

    Well today I have a long list cold calls to make, the lists consist of handyman/woodworker business owners. The purpose of this call is to sell them:
    $100 - to cover the website design and development cost.
    $50/monthly - web hosting

    my question is when I do land a sale what are my options in terms of payment processing? iv tried to look around last night but I wasn't able to find anything related.

    Thank you!

    P.S let me know if this isn't the place to ask.
    Signature

    "Try not to become a man of success but rather to become a man of value."Albert Einstein

    {{ DiscussionBoard.errors[7098407].message }}
    • Profile picture of the author John Durham
      Originally Posted by BreakingRetail View Post

      Hi everyone!
      I'm not so sure if I should be asking this here but I figured id give it a shot.

      Well today I have a long list cold calls to make, the lists consist of handyman/woodworker business owners. The purpose of this call is to sell them:
      $100 - to cover the website design and development cost.
      $50/monthly - web hosting

      my question is when I do land a sale what are my options in terms of payment processing? iv tried to look around last night but I wasn't able to find anything related.

      Thank you!

      P.S let me know if this isn't the place to ask.
      Your best option, if you dont have a merchant account, is to take check by phone, and get online and find a check printing service that suits you.

      You will need.

      Bank name
      Branch or city of bank
      Name as spelled on checking account
      Check number (then tell them to void the check)
      Routing number
      and Account number.

      Get that info, print it out on check paper, and go deposit it in your bank.

      I use to use checkman.com, its a hoaky looking site, but their check paper cashes.

      If people balk at electronic check payment just tell them they arent giving you any more information than could be read off a check they MAILED you... That makes sense to most.

      Originally Posted by RedShifted View Post


      So my question about sales is a hard one. How do you explain to a business owner, that their salesteam needs training?
      You look in the wso section and get my brother Michaels report on how to make $224,000 per year without being a super salesman, booking your own sales training seminars.

      Thats what he does for a living. He goes into car lots and convinces the managers to spend six grand per pop on a half day training seminar for their staff.

      The big secret is that he offers a free 30 minute session, then has each member of their staff fill out a form to say how they liked the training and if they would like more...

      All of them always say they want more...then you take it to the manager and say "Your whole staff wants it" and collect a check and set a date to come back.
      {{ DiscussionBoard.errors[7098441].message }}
      • Profile picture of the author BreakingRetail
        Originally Posted by John Durham View Post

        Your best option, if you dont have a merchant account, is to take check by phone, and get online and find a check printing service that suits you.

        You will need.

        Bank name
        Branch or city of bank
        Name as spelled on checking account
        Check number (then tell them to void the check)
        Routing number
        and Account number.

        Get that info, print it out on check paper, and go deposit it in your bank.

        I use to use checkman.com, its a hoaky looking site, but their check paper cashes.

        If people balk at electronic check payment just tell them they arent giving you any more information than could be read off a check they MAILED you... That makes sense to most.
        Thank you John,
        In terms of recieving payments for web development services (website design, SEO, SMM ) my understanding is that I could either receive it via cheque(like you have stated) and the other is paypal? is this correct? or am I missing anything else? We are a new company and I wouldn't want any client changing their mind because they don't feel comfortable giving up their favorite method of payment.

        Thanks again
        Signature

        "Try not to become a man of success but rather to become a man of value."Albert Einstein

        {{ DiscussionBoard.errors[7098500].message }}
        • Profile picture of the author John Durham
          Originally Posted by BreakingRetail View Post

          Thank you John,
          In terms of recieving payments for web development services (website design, SEO, SMM ) my understanding is that I could either receive it via cheque(like you have stated) and the other is paypal? is this correct? or am I missing anything else? We are a new company and I wouldn't want any client changing their mind because they don't feel comfortable giving up their favorite method of payment.

          Thanks again
          You could do pay pal as well. I dont close that way, because use to , you had to talk them through the whole process of signing up and it was a hassle , but I believe that has changed, and now you can just send them to pay pal and they can use a credit card, but I still dont like it, because if you ask a customer to do anything for themselves you lose alot, especially if you let them off the phone and leave it to their leisure to go pay....

          Better to collect the info from them, while the iron is hot, and run it yourself.

          On another note, if they arent comfortable busting out their check book, usually they arent really sold yet.

          Thats the fundamental truth.

          Where the heck is Ken? Closing deals while Im looking out for his thread?

          SLACKER! lol Or maybe its the other way around
          {{ DiscussionBoard.errors[7098512].message }}
          • Profile picture of the author BreakingRetail
            Originally Posted by John Durham View Post

            You could do pay pal as well. I dont close that way, because use to , you had to talk them through the whole process of signing up and it was a hassle , but I believe that has changed, and now you can just send them to pay pal and they can use a credit card, but I still dont like it, because if you ask a customer to do anything for themselves you lose alot, especially if you let them off the phone and leave it to their leisure to go pay.... Better to collect the info from them and run it yourself.

            On another note, if they arent comfortable busting out their check book, usually they arent really sold yet.

            Thats the fundamental truth.
            Thanks for the prompt reply John,
            I appropriate your help.
            Signature

            "Try not to become a man of success but rather to become a man of value."Albert Einstein

            {{ DiscussionBoard.errors[7098571].message }}
          • Profile picture of the author kenmichaels
            Originally Posted by John Durham View Post


            Where the heck is Ken?

            SLACKER!

            uhmmm busted ... i was over at OBI, writing the longest post of my life.

            it funny, yesterday i was bored and had plenty of time to talk,
            hardly anyone wanted to... today, i am busy... and the posts are flying in...lol

            I will be back around 330-4, if john leaves anything for me to answer
            i will answer then ... ttyal
            Signature

            Selling Ain't for Sissies!
            {{ DiscussionBoard.errors[7098631].message }}
            • Profile picture of the author John Durham
              Originally Posted by kenmichaels View Post

              uhmmm busted ... i was over at OBI, writing the longest post of my life.

              it funny, yesterday i was bored and had plenty of time to talk,
              hardly anyone wanted to... today, i am busy... and the posts are flying in...lol

              I will be back around 330-4, if john leaves anything for me to answer
              i will answer then ... ttyal
              Lol. No, Im out to go pick up my new (used actually) lincoln right now. Back in 2006 I couldnt afford a new LS and I loved em... Now I dont need it, but the opportunity came up to get one with only 48k miles.... So Im doing it. Gonna pimp this sucker out, as if it wasnt already a pimpin machine.
              {{ DiscussionBoard.errors[7098669].message }}
          • Profile picture of the author Claude Whitacre
            Originally Posted by John Durham View Post

            because if you ask a customer to do anything for themselves you lose alot, especially if you let them off the phone and leave it to their leisure to go pay....

            Better to collect the info from them, while the iron is hot, and run it yourself.

            On another note, if they arent comfortable busting out their check book, usually they arent really sold yet.

            Thats the fundamental truth.
            Yup; I use authorize.net. People pay with credit cards and it's an automatic monthly deduction from their credit card.

            Authorize.net will take almost anyone (I mean dealers). They may limit your daily totals, but they will take your business. 1shoppingcart.com is the program I use to auto pay the monthly charges.

            Yeah, I would never leave it to the prospect (because unless you have their money, they aren't a customer) to call me back.

            And I just take the number and run the card after they hang up.
            Signature
            One Call Closing book https://www.amazon.com/One-Call-Clos...=1527788418&sr

            What if they're not stars? What if they are holes poked in the top of a container so we can breath?
            {{ DiscussionBoard.errors[7099570].message }}
      • Profile picture of the author PeacefulCalamity
        Originally Posted by John Durham View Post


        You look in the wso section and get my brother Michaels report on how to make $224,000 per year without being a super salesman, booking your own sales training seminars.
        Care to point to the WSO?

        That certainly seems like a really nice experience, at least in terms of work.
        {{ DiscussionBoard.errors[7100536].message }}
  • Profile picture of the author RedShifted
    One thing about sales, that I always see in small businesses, is a lack of proper training. I've seen some companies who have excellent salesmen... but they're not trained properly. Same as the business owners.

    These people don't realize that training has the largest ROI, compared to anything you can think of in business. Which is why massive corporations will dump millions into training every single year.

    So my question about sales is a hard one. How do you explain to a business owner, that their salesteam needs training? Or worse, that the business owner himself needs sales training? Just to realize how important it really is for his company and salesteam. There is an owner I speak to now. His salesmen have all the ability in the world. But they're just not using it properly. They're not maximizing their potential.

    So I'm really curious. How do you properly show a business owner, how much $$$ they are losing due to a lack of sales training? The owner himself underwent intensive training over 10 years ago. And he actually thinks thats all he'll need for the rest of his life. Its ridiculous.

    The man is definitely stubborn, but he's fairly open minded at the same time. I got him to the point now where he's saying "yeh, training would probaly help a little bit", but he's just not sold on the idea yet. He doesn't realize how much money he is actually losing because of it. And no I don't offer sales training myself. I just know how much it has helped me through the course of my life. I also know that some of the most successful businesses I work with, they're always training their employees for one thing or another. I just need a clear way to show him, and so far its been a serious PITA.

    -Red
    {{ DiscussionBoard.errors[7098436].message }}
    • Profile picture of the author tryinhere
      Originally Posted by RedShifted View Post

      So my question about sales is a hard one. How do you explain to a business owner, that their sale team needs training? Or worse, that the business owner himself needs sales training? Just to realize how important it really is for his company and sale team. There is an owner I speak to now. His salesmen have all the ability in the world. But they're just not using it properly. They're not maximizing their potential.

      So I'm really curious. How do you properly show a business owner, how much $$$ they are losing due to a lack of sales training? The owner himself underwent intensive training over 10 years ago. And he actually thinks thats all he'll need for the rest of his life. Its ridiculous.
      Already some good answers here, so will add another view point to ponder.

      Before taking another angle to consider is that based on many years of working in this line and still currently working this gig / an idea is that my wife is a dept manager for national company / chain so she earns a good weekly wage. In sales on most days I will earn in one day what she earns in a week and in most weeks can earn more than she can earn in a month or more.

      That said and given your question I believe that yes your boss could provide some basic training that covers things and this training could even be set up by the sales as in guys tell me where I can help out and I will throw some extra training in, that way it is pre approved from the sales guys and they do not take as much offense to it and take the train ride to better sales.

      Given that it is not really the answer and that angle is more for middle ground normal paid sales people putting bums on seats, these people are dime a dozen.

      So as an alternative understand what makes the top level sales guys tick and its simple, money / a good product and or service / great back up to the product or service and a well balanced management team to work with that offers to help the sales people with any tools they need and some respect to top it off. Combine that with the persons own desire to achieve.

      It has been said or suggested many times how to train recruit pay top sales staff and that goes on and on, yes for middle ground sales results follow that path, but if people want better results maybe look at swinging this into place.

      Provide a kick ass product and or service, back that with a well balanced and rewarding reward based income. add excellent customer support base and lastly treat the sales people like gold. Then combine that with a few ads and start selecting the top end of the bunch who come forward who have personal goals to meet / aims in life.

      People are always asking what are the secrets to top sales / increasing the sales so rather than look at gimmicky sales meets that bore people put in place the right environment then the good people will find you and choose you.

      To all of the sales people out there that want to run at the upper levels if there ever is one trick to becoming successful it is choosing who you work for and what product / service you sell. If you choose a reputable company and a product that is in demand ( very much related to on line ) then half of your battle is won, many unfortunately get caught up in the above where B grade mangers employ people on peanuts, have dodgy products and services and no systems or support in place, then have the common problem of rotating sales people and wondering why all sales people do not perform, they must all be hopeless and the sales people see sales as a loser's job.

      spin things up and you may be surprised.
      Signature
      | > Choosing to go off the grid for a while to focus on family, work and life in general. Have a great 2020 < |
      {{ DiscussionBoard.errors[7100879].message }}
      • Profile picture of the author Bobster0007
        Originally Posted by tryinhere View Post

        Already some good answers here, so will add another view point to ponder.

        Before taking another angle to consider is that based on many years of working in this line and still currently working this gig / an idea is that my wife is a dept manager for national company / chain so she earns a good weekly wage. In sales on most days I will earn in one day what she earns in a week and in most weeks can earn more than she can earn in a month or more.

        That said and given your question I believe that yes your boss could provide some basic training that covers things and this training could even be set up by the sales as in guys tell me where I can help out and I will throw some extra training in, that way it is pre approved from the sales guys and they do not take as much offense to it and take the train ride to better sales.

        Given that it is not really the answer and that angle is more for middle ground normal paid sales people putting bums on seats, these people are dime a dozen.

        So as an alternative understand what makes the top level sales guys tick and its simple, money / a good product and or service / great back up to the product or service and a well balanced management team to work with that offers to help the sales people with any tools they need and some respect to top it off. Combine that with the persons own desire to achieve.

        It has been said or suggested many times how to train recruit pay top sales staff and that goes on and on, yes for middle ground sales results follow that path, but if people want better results maybe look at swinging this into place.

        Provide a kick ass product and or service, back that with a well balanced and rewarding reward based income. add excellent customer support base and lastly treat the sales people like gold. Then combine that with a few ads and start selecting the top end of the bunch who come forward who have personal goals to meet / aims in life.

        People are always asking what are the secrets to top sales / increasing the sales so rather than look at gimmicky sales meets that bore people put in place the right environment then the good people will find you and choose you.

        To all of the sales people out there that want to run at the upper levels if there ever is one trick to becoming successful it is choosing who you work for and what product / service you sell. If you choose a reputable company and a product that is in demand ( very much related to on line ) then half of your battle is won, many unfortunately get caught up in the above where B grade mangers employ people on peanuts, have dodgy products and services and no systems or support in place, then have the common problem of rotating sales people and wondering why all sales people do not perform, they must all be hopeless and the sales people see sales as a loser's job.

        spin things up and you may be surprised.
        Ok, so what do you sale?
        {{ DiscussionBoard.errors[7100976].message }}
        • Profile picture of the author tryinhere
          Originally Posted by Bobster0007 View Post

          Ok, so what do you sale?
          that is not important, and makes no difference in that it could be one of many products and or services you could choose to get the same results.

          lets just say I save people money and or time / solve problems. sound familiar
          Signature
          | > Choosing to go off the grid for a while to focus on family, work and life in general. Have a great 2020 < |
          {{ DiscussionBoard.errors[7100986].message }}
          • Profile picture of the author Bobster0007
            Originally Posted by tryinhere View Post

            that is not important, and makes no difference in that it could be one of many products and or services you could choose to get the same results.

            lets just say I save people money and or time / solve problems. sound familiar
            Ok not important i just like mentioning the big money i make before the mysterious man disappears into the darkness. ... j/k its all good! I would not have asked if I could have seen the harm in you being comfortable answering such a prying question.
            {{ DiscussionBoard.errors[7102035].message }}
            • Profile picture of the author tryinhere
              Originally Posted by Bobster0007 View Post

              Ok not important i just like mentioning the big money i make before the mysterious man disappears into the darkness. ... j/k its all good! I would not have asked if I could have seen the harm in you being comfortable answering such a prying question.
              Let me answer it this way, it makes didley difference in what i do as the same principles can be applied over and over to multiple sales roles, (i could sell something completely different tomorrow for the same or similar results) the danger is in people thinking easy street, if i do this (type of sales job selling xyz )I can make dollars and that is very wrong.

              Just like online you need to work hard and be strong physically and mentally, and apply your self and there are no shortcuts, people looking for the silver bullet / quick fix will fail.

              You can see all of the dead end sales jobs and people and we can see what they do working with dead end sales mangers each as bad as each other, beating drums around water coolers, then there are those who take it to new levels and as mentioned look for the right product / people etc, you choose where you work and what you sell or your just in the rut with the rest.
              Signature
              | > Choosing to go off the grid for a while to focus on family, work and life in general. Have a great 2020 < |
              {{ DiscussionBoard.errors[7102162].message }}
  • Profile picture of the author John Durham
    Ahhhh yes.... Got her home...She is sweet, and FAST!!!!

    These things have a v8 Jaguar engine and they will flat put you back in your air conditioned leather seat!

    Love it!
    {{ DiscussionBoard.errors[7100263].message }}
    • Profile picture of the author kenmichaels
      Originally Posted by John Durham View Post

      Ahhhh yes.... Got her home...She is sweet, and FAST!!!!

      These things have a v8 Jaguar engine and they will flat put you back in your air conditioned leather seat!

      Love it!
      nice

      I have to run, i have an pressing issue to attend to, but i thought i would share this with you first.

      In my garage, i have a 66 Pontiac GTO. w a 455 judge

      she is my baby, i bought her 20 years ago.
      Signature

      Selling Ain't for Sissies!
      {{ DiscussionBoard.errors[7100383].message }}
      • Profile picture of the author John Durham
        Originally Posted by kenmichaels View Post

        nice

        I have to run, i have an pressing issue to attend to, but i thought i would share this with you first.

        In my garage, i have a 66 Pontiac GTO. w a 455 judge

        she is my baby, i bought her 20 years ago.
        SAWEET!

        Thats just because you are made of money Ken! lol And have great taste in muscle cars.

        This car is just like its new owner... looks like a luxury sedan on the outside , but its a sports car under the hood!
        {{ DiscussionBoard.errors[7100401].message }}
        • Profile picture of the author kenmichaels
          Originally Posted by John Durham View Post

          SAWEET!

          Thats just because you are made of money Ken! lol And have great taste in muscle cars.

          This car is just like its new owner... looks like a luxury sedan on the outside , but its a sports car under the hood!
          your killing me, i really have to run. but damn it man... sales thread
          and muscle car thread, all wrapped up into one...

          this is almost a dream come true !

          Since were on the subject about cars, I want ... I REALLLY want
          to get my hands on a 65 or 66 rag top chevy.

          o the things i would do to her
          Signature

          Selling Ain't for Sissies!
          {{ DiscussionBoard.errors[7100547].message }}
          • Profile picture of the author John Durham
            Originally Posted by kenmichaels View Post

            your killing me, i really have to run. but damn it man... sales thread
            and muscle car thread, all wrapped up into one...

            this is almost a dream come true !
            ROTFLMAO!

            Classic "You".

            She sounds like a beaut Ken. Dont hurt yourself , I still need you to help me make my next million!!

            @ "PC"

            Powww! There ya go!

            http://www.warriorforum.com/warrior-...-salesman.html
            {{ DiscussionBoard.errors[7100600].message }}
  • Profile picture of the author PeacefulCalamity
    Yay, another thing on my to-do list. But seriously, thanks.
    {{ DiscussionBoard.errors[7100723].message }}
    • Profile picture of the author John Durham
      Originally Posted by PeacefulCalamity View Post

      Yay, another thing on my to-do list. But seriously, thanks.
      No prob... Dang it, I need to finish my project today, but Im distracted cuz I want to go drive the pimp machine.... better get it out of my system, so I can write.:rolleyes:

      Later gators.
      {{ DiscussionBoard.errors[7100762].message }}
  • Profile picture of the author shane_k
    I have a question for you Ken or anyone else.

    What is the difference between pre-qualifying and assuming that someone can't afford what you offer?

    I do Personal Training sales and Gym membership sales, and I don't always prequalify or not really clear on how to do it. So when I do, I am not always sure if I am actually pre-qualifying or just assuming that they can't afford it.

    Some clarity would help, thanks.
    {{ DiscussionBoard.errors[7101992].message }}
    • Profile picture of the author Claude Whitacre
      Originally Posted by shane_k View Post

      I have a question for you Ken or anyone else.

      What is the difference between pre-qualifying and assuming that someone can't afford what you offer?

      I do Personal Training sales and Gym membership sales, and I don't always prequalify or not really clear on how to do it. So when I do, I am not always sure if I am actually pre-qualifying or just assuming that they can't afford it.

      Some clarity would help, thanks.

      Shane: Assuming someone can't afford what you offer, without having any evidence of that...is...well... assuming.

      Pre-qualifying is asking.

      I pre-qualify to find out if they have a real interest in the benefits I offer.
      I pre-qualify that they would be willing to pay at least as much as I charge, to get those benefits.
      I pre-qualify to make sure I don't need to talk to anyone else when I'm done.

      Pre-qualifying is like the doctor asking you questions before they write a prescription. Pre-qualifying is what advisors do. Assuming is what idiots do.

      Assuming would be like "Based on what this guy is wearing, and the fact that his car is old...he won't buy what I sell". And, many times, you would be wrong.

      Pre-qualifying is asking;
      "What are you looking to gain by joining a gym?" ("To lose weight")
      "To lose weigh? How soon would you like to start losing weight and looking and feeling better?" (you want them to start saying "Now")
      (Let's pretend your fee for membership is $100 a month)

      "Joe, before I show you the different programs we have. Some people are able to invest about $200 a month for membership, A few can afford much more, and some are on a more limited budget and don't want to go higher than $100-$120 a month. Where would you fit in?"

      Now you know where they are financially. If you have a program to fit their budget, great. The way the question is asked will get you mostly "$100 a month" answers. But that is what you wanted in the first place, isn't it?

      NOW, you can show them everything they get.

      I know nothing about what you charge, or how frequently they pay, but you should have an idea now about the difference between guessing and knowing.
      Signature
      One Call Closing book https://www.amazon.com/One-Call-Clos...=1527788418&sr

      What if they're not stars? What if they are holes poked in the top of a container so we can breath?
      {{ DiscussionBoard.errors[7105309].message }}
      • Profile picture of the author Claude Whitacre
        Guys; I just thought I would add this.

        As a way to slightly create urgency I would ask (after them telling me they would like something I just showed them)

        "If you were ever to start enjoying (whatever benefit), when would be he best time to start?"

        Sales trainers want prospects saying "Yes" over and over. Me too.

        But I also want to hear "Now" over and over. Maybe 3 times in the presentation.

        I do it more if I'm talking to a couple, or a group. Because They hear each other say "Now" and it's a lot stronger than just saying it themselves.
        Signature
        One Call Closing book https://www.amazon.com/One-Call-Clos...=1527788418&sr

        What if they're not stars? What if they are holes poked in the top of a container so we can breath?
        {{ DiscussionBoard.errors[7105362].message }}
      • Profile picture of the author shane_k
        Originally Posted by Claude Whitacre View Post

        Shane: Assuming someone can't afford what you offer, without having any evidence of that...is...well... assuming.

        Pre-qualifying is asking.

        I pre-qualify to find out if they have a real interest in the benefits I offer.
        I pre-qualify that they would be willing to pay at least as much as I charge, to get those benefits.
        I pre-qualify to make sure I don't need to talk to anyone else when I'm done.
        Ok so I guess have been doing it right then. I do ask alot of questions like you used as an example, or even ones like finding out who the decision maker is and what their budget is etc.

        I do, do those things, but I guess I just didn't know that is what prequalifying was.
        {{ DiscussionBoard.errors[7106669].message }}

Trending Topics