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Search: Posts Made By: David Miller
Forum: Offline Marketing 6th February 2013, 02:36 PM
Replies: 18
Views: 903
Posted By David Miller
Re: Client insists on me going through gatekeeper, just before closing...

The reality is that you were ready to close, not him. A couple of things stand out for me. You say you pitched and set up a phone interview. Then you set up a face to face appointment. Seems like...
Forum: Offline Marketing 6th February 2013, 08:20 AM
Replies: 19
Views: 820
Posted By David Miller
Re: Should I take Voice Lessons to improve my Phone Effectiveness?

Rarely if ever would I call someone out in this forum. But you, sir, seem to relish wasting the time, talent, and good will of those who are willing to offer advice and assistance.

Clearly you...
Forum: Offline Marketing 5th February 2013, 02:08 PM
Replies: 68
Views: 3,093
Posted By David Miller
Re: Who is your favourite offline warrior?

This is my 1000th post. What would be better than sharing the "Coolest" warrior?

http://www.youtube.com/watch?v=La6p3AKFT4c&feature=youtu.be (http://youtu.be/La6p3AKFT4c)
Forum: Offline Marketing 4th February 2013, 06:55 PM
Replies: 8
Views: 679
Posted By David Miller
Re: Who's YOUR provider? Phone service :p

As fast as your fingers can fly. I manually dial and I have a Plantronics CS 70N wireless headset.
Forum: Offline Marketing 4th February 2013, 06:41 PM
Replies: 8
Views: 679
Posted By David Miller
Re: Who's YOUR provider? Phone service :p

Single business line from my cable company + skype.
Forum: Offline Marketing 4th February 2013, 06:34 PM
Replies: 9
Views: 536
Posted By David Miller
Re: Surely! The problem has to be more than the lack of online marketing.

One of the common mistakes I see many business people make is bitching about the 30-40% of things that go wrong and not taking advantage of the 60-70% of things that go right.

Just a thought!
Forum: Offline Marketing 4th February 2013, 06:31 PM
Replies: 72
Views: 3,081
Posted By David Miller
Re: "I am already getting all the business I need", rebuttal?

That's one of the biggest of the BS lines a prospect will ever come up with. Do you have all the money you need? Does he?

Sadly, it's impossible to challenge a prospect when he's telling you a...
Forum: Offline Marketing 4th February 2013, 03:55 PM
Replies: 22
Views: 2,819
Posted By David Miller
Re: Ari Galper's "Curious/Humble" Approach to Cold Calling

JD, this could be a never ending back and forth. I think that being humble and asking for help need not necessarily go hand in hand when it comes to cold calling. This method has always been...
Forum: Offline Marketing 4th February 2013, 03:36 PM
Replies: 22
Views: 2,819
Posted By David Miller
Re: Ari Galper's "Curious/Humble" Approach to Cold Calling

Every person needs to adopt a style that suits their personality. Success in sales in large part is a matter of being genuine. Pretending to be something you're not may work once in a while, but...
Forum: Offline Marketing 4th February 2013, 02:43 PM
Replies: 11
Views: 779
Posted By David Miller
Re: I've been away..... sorry

I was away for some time as well, some health issues as well! Glad to see you're getting better and welcome back!
Forum: Offline Marketing 4th February 2013, 08:00 AM
Replies: 43
Views: 1,984
Posted By David Miller
Re: Would you like to dance?...and other great opening lines

I agree that it usually is a rookie mistake in most cases. However, it can happen to anyone, even the most seasoned phone sales person if they are feeling a bit frustrated or stressed from couple of...
Forum: Offline Marketing 3rd February 2013, 04:17 PM
Replies: 9
Views: 560
Posted By David Miller
Re: crazy things prospects do

I would have said LOUDLY at first:

"Joe, we're both business people, we both have a limited number of hours in any day, and we both do our best to make the best use of it. You must have had some...
Forum: Offline Marketing 3rd February 2013, 09:01 AM
Replies: 19
Views: 678
Posted By David Miller
Re: Kicking the Competition

No need to apologize to me!

I would rather not see anyone forced into a position of having to apologize to a prospect for not understanding what their needs actually are.

On another point, you...
Forum: Offline Marketing 3rd February 2013, 07:59 AM
Replies: 19
Views: 678
Posted By David Miller
Re: Kicking the Competition

Business owners aren't the only bullshit detectors, so are a number of members of this forum. The only excuse you could have for the kind of arrogance you're expressing is the fact that your are 20...
Forum: Offline Marketing 2nd February 2013, 12:46 PM
Replies: 34
Views: 1,173
Posted By David Miller
Re: Can you turn around an angry person

As sales people we turn people around every day, and many times a day. We turn them from suspects to prospects, from not wanting to hear us out to wanting to hear us out, and from non-buyers to...
Forum: Offline Marketing 2nd February 2013, 11:44 AM
Replies: 4
Views: 681
Posted By David Miller
Re: Do You Like This Telemarketing Opener?

Actually I was just about to type out near exactly what kenmichaels is suggesting. It's professional and to the point.

Check out this thread:...
Forum: Offline Marketing 2nd February 2013, 09:05 AM
Replies: 27
Views: 906
Posted By David Miller
Re: Using fear

It's one of the basic facts of human nature.

The fear of loss is a greater motivator than the desire for gain.
Forum: Offline Marketing 1st February 2013, 07:42 AM
Replies: 8
Views: 1,717
Posted By David Miller
Re: How would you market a new Cocktail Mixer company?

I'm trying to picture in my mind a granola eating college graduate with a bag of trailmix in one hand and a margarita in the other. It's not computing! What am I missing?
Forum: Offline Marketing 1st February 2013, 07:09 AM
Replies: 8
Views: 2,424
Posted By David Miller
Re: Phone Sales vs In Person Sales close rates

Claude pretty well sums it up. Since your question has no frame of reference, you're asking a question that has no answer.
Forum: Offline Marketing 1st February 2013, 07:04 AM
Replies: 43
Views: 1,984
Posted By David Miller
Re: Would you like to dance?...and other great opening lines

On many occasions when you don't have a name to ask for, regardless of how you open your call, when you ask to speak with the person who handles xyz, the response you may hear is:

"That's me."
...
Forum: Offline Marketing 31st January 2013, 03:17 PM
Replies: 10
Views: 847
Posted By David Miller
Re: Cold calling-ad space sales

Dustin I read this post a few times because because something was bothering me and it didn't hit me right off. But now that it has, I have to say that according to your numbers, you're working about...
Forum: Offline Marketing 31st January 2013, 01:22 PM
Replies: 12
Views: 768
Posted By David Miller
Re: DO OR DON'T

People like to do business with people who are like them. You say you like people who call you and introduce themselves.

There's your answer.

Why you need to complicate this beyond...
Forum: Offline Marketing 31st January 2013, 12:58 PM
Replies: 13
Views: 997
Posted By David Miller
Re: Selling Value- How To Have "Alot" To Say About Your "Basic" Offer!

My friend, you made my point far better than I made my point! Weaving a benefit into a rebuttal at the very least will get them to agree on the value of the benefit and in turn, bring you closer to...
Forum: Offline Marketing 31st January 2013, 11:25 AM
Replies: 13
Views: 997
Posted By David Miller
Re: Selling Value For Beginners- How To Have "Alot" To Say About Your "Basic" Offer!

So let me get this clear. Sales information is complete. That's good....tomorrow I should be finished seeing all of the web.
Forum: Offline Marketing 31st January 2013, 08:34 AM
Replies: 13
Views: 997
Posted By David Miller
Re: Selling Value For Beginners- How To Have "Alot" To Say About Your "Basic" Offer!

Another great lesson in the art of sales but I have to disagree with JD about the title of the thread. Although it may be great for beginners, it's important to remember that there are times when...
Forum: Offline Marketing 30th January 2013, 03:00 PM
Replies: 129
Views: 10,471
Posted By David Miller
Re: What Are Tie Downs? How Do You Use Them In Your Sales Pitches?

What was this thread about? Oh yeah...tie downs! That was it, wasn't it?
Forum: Offline Marketing 30th January 2013, 02:57 PM
Replies: 65
Views: 2,550
Posted By David Miller
Re: What is Your Money Line? - How do You Ask For The Money?

Of course it makes sense. Perhaps I didn't make it clear that it was primarily the relationship I have with my clients that allow me to say some things that at face value seem rude or arrogant.
...
Forum: Offline Marketing 30th January 2013, 02:09 PM
Replies: 43
Views: 1,984
Posted By David Miller
Re: Would you like to dance?...and other great opening lines

@JD:

Training "telemarketers" should pay well!

I've done it for a couple of phone rooms that I've owned and it was like herding cats. Working with someone transitioning from a booth to a back...
Forum: Offline Marketing 30th January 2013, 02:04 PM
Replies: 65
Views: 2,550
Posted By David Miller
Re: What is Your Money Line? - How do You Ask For The Money?

First of all I disagree with you that the question is arrogant. It is not. Of course I did have a certain relationship with this client, I stated that this was a client that was on a monthly...
Forum: Offline Marketing 30th January 2013, 08:43 AM
Replies: 129
Views: 10,471
Posted By David Miller
Re: What Are Tie Downs? How Do You Use Them In Your Sales Pitches?

Will I need to put on a tie, or is casual dress OK? :cool:
Forum: Offline Marketing 30th January 2013, 08:37 AM
Replies: 43
Views: 1,984
Posted By David Miller
Re: Would you like to dance?...and other great opening lines

There is no doubt that you want to talk less and listen more. However, you still need a starting point that lends itself to allow that to happen. Although your suggestion is good, as it's written it...
Forum: Offline Marketing 30th January 2013, 07:59 AM
Replies: 65
Views: 2,550
Posted By David Miller
Re: What is Your Money Line? - How do You Ask For The Money?

I have a some clients on monthly retainers and recently one of them told me he couldn't afford to pay me any longer. I said:

That's a shame, how do you plan to resolve your money problems so we...
Forum: Offline Marketing 30th January 2013, 07:54 AM
Replies: 129
Views: 10,471
Posted By David Miller
Re: What Are Tie Downs? How Do You Use Them In Your Sales Pitches?

Who the hell is Adrian Browning? That's the 2nd time THIS MORNING I've seen his name mentioned!
Forum: Offline Marketing 29th January 2013, 06:23 PM
Replies: 14
Views: 629
Posted By David Miller
Re: Having my first couple of meetings tomorrow - advice please

Exactly what I pointed out. What is it that the customer needs...How does your product answer that need. Don't understand the machine gunning remark...but that's neither here nor there.
Forum: Offline Marketing 29th January 2013, 05:58 PM
Replies: 14
Views: 629
Posted By David Miller
Re: Having my first couple of meetings tomorrow - advice please

I fully agree with all the information that's been provided in the previous posts. I'm a little surprised that the most important factor seems to be missing.

As said above, it's critical that you...
Forum: Offline Marketing 29th January 2013, 04:48 PM
Replies: 5
Views: 575
Posted By David Miller
Re: Do you struggle because you dont know the biz owners name?

I say: "Who am I speaking with?"

He says: "Joe"

If he's not too bright and doesn't realize I may be a customer or prospective customer he may say: This is Joe, who's this? It may be said in...
Forum: Offline Marketing 29th January 2013, 04:26 PM
Replies: 9
Views: 928
Posted By David Miller
Re: Cash Objections - Customer Suddenly Cant Find Check Book At Closing?

Amazing! That's probably the most impressive tactic I've heard here or elsewhere. If there was an award for sales creativity, this deserves it.
Forum: Offline Marketing 29th January 2013, 04:00 PM
Replies: 43
Views: 1,984
Posted By David Miller
Re: Would you like to dance?...and other great opening lines

@dunkinbbb: Thanks so much for the kind words Bill! Nice that you chimed in on this particular thread because I remember that we worked very hard on creating an opening line that felt right for...
Forum: Offline Marketing 29th January 2013, 03:29 PM
Replies: 10
Views: 1,039
Posted By David Miller
Re: To All The Frustrated People...

A great message and clearly draws the line between sales and marketing showing that both are equally needed in any marketplace. I've found that the more competitive the marketplace, the greater the...
Forum: Offline Marketing 29th January 2013, 09:24 AM
Replies: 12
Views: 592
Posted By David Miller
Re: How Not To Sell

To call the people in these examples "sales people" is doing a disservice to the words themselves.

Cell phone store employees, cable TV providers, kiosk hustlers and the like are nothing more than...
Forum: Offline Marketing 29th January 2013, 09:19 AM
Replies: 12
Views: 889
Posted By David Miller
Re: Offline Marketing Any Tips On Approaching Local Businesses?

Whenever I see a thread like this, as much as I want to ignore it, I sometimes find myself drawn in although I know it may cause somewhat of a schoolyard fight.

There's a wealth of information on...
Forum: Offline Marketing 29th January 2013, 08:03 AM
Replies: 43
Views: 1,984
Posted By David Miller
Re: Would you like to dance?...and other great opening lines

I've been hoping you'd jump in at some point John, I see you've jumped in with both feet and to the deepest end of the pool with your lifeguard outfit on as well!

Your post is pure gold and anyone...
Forum: Offline Marketing 28th January 2013, 06:28 PM
Replies: 13
Views: 554
Posted By David Miller
Re: Why is it called offline?

It's OFFLINE in the sense that we market our services to our clients in traditional ways. We us the phone, face to face, direct mail, email, and other methods to sell to them. In some cases we sell...
Forum: Offline Marketing 28th January 2013, 03:58 PM
Replies: 43
Views: 1,984
Posted By David Miller
Re: Would you like to dance?...and other great opening lines

I'm familiar with this approach and I understand it's implication. Personally I don't care for it. In my mind it transfers the control to the prospect. It's too tempting be be sucked into a...
Forum: Offline Marketing 28th January 2013, 02:29 PM
Replies: 7
Views: 595
Posted By David Miller
Re: Need help with my offline consulting website

Take a look at "clickbump" it may do the job for you. You may also want to look at a theme called "the professional" as well. I believe the latter is available on elegant themes.
Forum: Offline Marketing 28th January 2013, 02:24 PM
Replies: 43
Views: 1,984
Posted By David Miller
Re: Would you like to dance?...and other great opening lines

So this "opener" is best used to get you to the DM as I read your post. Or, if the DM should answer the phone you need to be prepared with a follow-on when you get his hopefully positive response.
Forum: Offline Marketing 28th January 2013, 02:00 PM
Replies: 43
Views: 1,984
Posted By David Miller
Re: Would you like to dance?...and other great opening lines

Since so many on this forum seem to employ this particular tactic when introducing themselves, I wonder if any of you could expand upon how it functions in a way that establishes any amount of...
Forum: Offline Marketing 28th January 2013, 01:52 PM
Replies: 7
Views: 595
Posted By David Miller
Re: Need help with my offline consulting website

It's hard to answer you with helpful information. No doubt you'll get the usual responses suggesting elegant themes and the like. However, you say that you've looked all over and can't find...
Forum: Offline Marketing 28th January 2013, 10:39 AM
Replies: 178
Views: 32,270
Posted By David Miller
Re: How to Start Your Calls: Prospecting Success Tip

I have to agree with you Jason. You certainly should ignore these slings and arrows. Frankly, I'm a little disappointed that there's no mention of me in the blog in question.

Basically it's...
Forum: Offline Marketing 28th January 2013, 09:05 AM
Replies: 43
Views: 1,984
Posted By David Miller
Re: Would you like to dance?...and other great opening lines

A great clarification. Obviously I didn't see it!
Forum: Offline Marketing 28th January 2013, 08:56 AM
Replies: 129
Views: 10,471
Posted By David Miller
Re: What Are Tie Downs? How Do You Use Them In Your Sales Pitches?

We seem to be getting deep in the weeds of the Psychology of Selling in a thread that is supposed to be about "Tie Downs."

When I started to write this post, my first thought was to do something...
Forum: Offline Marketing 28th January 2013, 08:32 AM
Replies: 43
Views: 1,984
Posted By David Miller
Re: Would you like to dance?...and other great opening lines

I can appreciate the need in certain cases to add that particular phrase. Applied correctly it might cause certain people to "want to help" someone else. Personally, I've never used that approach...
Forum: Offline Marketing 27th January 2013, 05:09 PM
Replies: 43
Views: 1,984
Posted By David Miller
Re: Would you like to dance?...and other great opening lines

That's even required if you're calling out to other states and it's enforced by the Florida Dept of Agriculture....very strange if you ask me, but I don't do any business in Florida.

Looks like...
Forum: Offline Marketing 27th January 2013, 03:56 PM
Replies: 43
Views: 1,984
Posted By David Miller
Re: Would you like to dance?...and other great opening lines

No I don't see why I or anyone would want to. If someone says they are interested but not until the future, my normal reaction is that it's most likely just a stall. Of course, this depends on what...
Forum: Offline Marketing 27th January 2013, 02:53 PM
Replies: 43
Views: 1,984
Posted By David Miller
Re: Would you like to dance?...and other great opening lines

That's why I have a one sentence introduction that clearly states my name, and the reason I'm calling. The purpose of this is to gain attention and establish rapport (to a degree, from your demeanor...
Forum: Offline Marketing 27th January 2013, 02:46 PM
Replies: 43
Views: 1,984
Posted By David Miller
Re: Would you like to dance?...and other great opening lines

The only time I'll mention my company name is if I'm calling on a referral since there would be a frame of reference. If I'm calling a cold suspect, my company name is not important right off the...
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