Help - anybody have Ari gulper's live phone calling demonstrations?

hey Bob, love your replys and your wso's.

I will keep looking and post here.

I know that event was scheduled and Ari was supposed to do it

just went to Ari's website and sent an email :


Reply
Unlock The Game
Thank You For Sending Me Your Message!


Hi, it's Ari, and thank you for sending your message. I'll look forward to getting back to you soon. Ari Galper

Bob; Could you PM your Youtube channel?

You just reminded me that recorded cold calls, and recorded referral gathering would be something people would pay good money to listen to.

Yeah, I wonder why more speakers and info marketers don't offer it?

Sure, even the best cold caller could easily make 30 calls without any real headway. Not very entertaining, and it sure wouldn't sell your "How to cold call package"

Galper's stuff is like David Sandler's stuff or High Probability Selling. It has a very no edges feel to it, but it works. About as well as anything, I guess. He really does sell, not just look for laydowns. There are hunters and trappers. You're a hunter. He's a trapper. I'm a born hunter who later, out of laziness, became a trapper.


Yup, 20 minutes of rapid fire answering objections is like a symphony to me.
And your Youtube videos are a HUGE contribution here. Thank you.

Brilliant marketing, I must say. It hits several hot buttons of salespeople. I think I'll swipe it.

By the way, his "using his proven method and technique, attempting to open closed doors and establish sought-after relationships." will be redefined at the event. It's far far easier to make calls to set a tentative appointment, than to get money in one call. I'm guessing that's what this is. Still a great idea. i once bet a co worker (when selling vacuum cleaners) that I could set an appointment in 3 calls. I set an appointment the first call. But it was sooo unqualified, I gave it to him. The ******* sold it.

My Apologies on the date :



PR Release

Leading Sales Expert Reveals Secrets at Exclusive "Sales Breakthrough 2010" Event on November 8 - 10, 2010

LOS ANGELES -- The world's #1 trust-based sales expert, Ari Galper, will be demonstrating his revolutionary Unlock The Game sales secrets before a live audience at "Sales Breakthrough 2010" on November 8 - 10, 2010, in Los Angeles, California. The groundbreaking event will demonstrate Galper's coveted secrets to sales success in the new economy as he takes on sales challenges never before attempted live and uncensored. "Sales Breakthrough 2010" promises to revolutionize the way entrepreneurs, sales professionals and business owners operate in both business and personal endeavors.

The three-day transformational experience will introduce professionals from various industries to Galper's innovative approach to sales, which alleviates pressure by focusing on trust and productive dialogue. Galper will go one step further and demonstrate his methods live at "Sales Breakthrough 2010" by calling audience members' client prospects on the spot, and, using his proven method and technique, attempting to open closed doors and establish sought-after relationships. This is a feat yet to be taken on by any other sales expert.

It isn't common, because it requires ingenuity to realize the value of a non sold lead. In the vacuum cleaner biz, non sales are left alone forever. credit turn downs are thrown away. Nobody sells used versions of their vacuum.

I used to let the new guys chase these "phantom deals" until it got through their thick skulls that it was meaningless. hey would just keep going back "How about now?"

Then, and I don't remember how I figured this out, I realized that a lot of these missed deals were pretty close to buying....if I just gave them a different reason to buy now. Even complaints about the salesperson we sent, helped us sell these non buyers. I had several say "We'll buy from you, but don't send Curtis around again".

So, I changed the rules to; "You get the first shot, and I'll do anything in my power to help you close it on the presentation. But if you fail, rather than let the lead just die forever, I send the sales manager, and if he closes it...you get $50".

That idea made me a ton of money. My sales manager would close better than a third of the "No's". Some of them were virtually lay downs. Of course, it also made the reps (who were making more money for no effort) angry, because they assumed that we didn't want them to sell, so we could steal their deal....the deal that they didn't have.

I'm throwing up in my mouth just thinking about it.

They got a $50 "demonstration but couldn't close" fee if they wanted it. I eventually trained 2 guys, to take the non sales of other sales organizations (still the same vacuum cleaner)...and pay them $50 if we got a sale.

I did the same thing with credit turn downs. The other distributors could keep the down payment, and I'd give them an extra $50...and I'd get them financed. It was a very lucrative side business.
With used vacuums, we would call the non sale, and just tell them that I just got a used model that's like new (after we reconditioned them) for half price. Maybe 20% bought. I made as much profit on those as the original sales of new machines. (almost no cost, no commissions paid, usually cash or credit card. No effort but a phone call from me.) This would be my third attempt at a sale.

First attempt, my rep. Maybe 20% average closing
Second attempt, my sales manager with a slightly better offer. Maybe 40% of the remaining 80%
Third attempt, a call from me with a used machine. Maybe 20% of the remaining 50%.Sometimes I wished I could tell the other distributors that we were closing 70% with those three attempts.
And maybe half of their missed sales to boot.

I also sold used machines to the unsold leads from 5 or 6 other distributors. I must admit, I'm getting a twinge of wanting to get back in that game. But new reps just eat my soul.

Seriously, I wish people would have more fun cold calling and not be afraid to say whatever they want.

This guy really does rock. At no time did he ask a question that the answer might kill the sale. A real warrior. My hat's off to him. I'll watch it more than once I think.

I didn't think the woman was that tough, but Lipski didn't miss a beat. "...I'm trying to give you the stress relief here..." Brilliant.

Great lines:

Give me ten minutes, if it doesn't work for you, you can rule me in or rule me out.

Every house that you list, you sell!!??
Correct...do you want something like that working for you?

They need someone to come in to come in and give them the truth, and show them how to get the home sold.

I'm still going to get in to heaven, because I fought to get the appointment. You might call it pushy, I call it getting in there and saving their equity and getting them moving.

Another good line:

She says something like we tried to sell it, it's just not the right time.

He comes back with, "Well, that's true, it may not be the right time for you, and speaking of time, are you aware of the market is predicted to do this year?"

This response reminds me of helisell's "Have you heard the latest?" when people say they "know all about it."

Unless it's in a different part of the call, he actually says "send too many postcards out at one time and you may not be able to handle the influx of business in one shot." And then suggests mailing in stages so it's affordable to do.

Does that still impart the thought that this is going to bring in business? Sure.

Obviously what Bob does works well enough for him. But now that you've pointed it out I find myself wondering why not invite the prospect to tell you how much business they could handle rather than tell them it'd be too much for them to handle?