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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 4th February 2013, 06:31 PM
Replies: 72
Views: 3,073
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, 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, 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, 07:09 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, 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, 08:37 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 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, 09:19 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, 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, 02:00 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, 10:39 AM
Replies: 178
Views: 32,266
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: 10,460
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, 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...
Forum: Offline Marketing 27th January 2013, 11:31 AM
Replies: 129
Views: 10,460
Posted By David Miller
Re: What Are Tie Downs? How Do You Use Them In Your Sales Pitches?

Hi Tom,

I know you were asking this of JD but I thought I would jump in and give you my two cents, in reference to what goes on in different parts of the country.

I've lived just about every...
Forum: Offline Marketing 27th January 2013, 09:09 AM
Replies: 43
Views: 1,984
Posted By David Miller
Would you like to dance?...and other great opening lines

Sometimes we give far too much thought to what it is we need to say the first time we get our prospect on the phone. Reading through the many threads on this forum you'll find a plethora of tips and...
Forum: Offline Marketing 26th January 2013, 05:33 PM
Replies: 129
Views: 10,460
Posted By David Miller
Re: What Are Tie Downs? How Do You Use Them In Your Sales Pitches?

"Fair enough" and "is that ok" is magic....
Some people insist on looking for complex solutions to simple problems.
Forum: Offline Marketing 26th January 2013, 05:12 PM
Replies: 129
Views: 10,460
Posted By David Miller
Re: What Are Tie Downs? How Do You Use Them In Your Sales Pitches?

I see a lot of mention about the good old: "other than price, is there any other......."

It may be a classic line but it's not a tie down. Back in the day it was taught as a method to smoke out...
Forum: Offline Marketing 25th January 2013, 08:45 AM
Replies: 129
Views: 10,460
Posted By David Miller
Re: What Are Tie Downs? How Do You Use Them In Your Sales Pitches?

Well actually they KNOW what it is I'm selling, what they need to know is exactly how it's going to fit within the parameters of their firm. The purpose of the appointment is to give me (and them)...
Forum: Offline Marketing 25th January 2013, 08:36 AM
Replies: 129
Views: 10,460
Posted By David Miller
Re: What Are Tie Downs? How Do You Use Them In Your Sales Pitches?

I don't know that's it's specifically about the sales presentation itself. I tend to think of the entire process as the presentation. From the time you look at the lead and dial the number, to the...
Forum: Offline Marketing 25th January 2013, 07:31 AM
Replies: 129
Views: 10,460
Posted By David Miller
Re: What Are Tie Downs? How Do You Use Them In Your Sales Pitches?

This is a great thread, isn't it?

It's not my intention to take this off track with this post. When we talk about a "sales pitch" it's common to assume that we're speaking only about the actual...
Forum: Offline Marketing 24th January 2013, 11:07 AM
Replies: 9
Views: 718
Posted By David Miller
Re: What to do when a prospect grills you with irrelevant questions?

I would treat every question as if it's important. Because it may be! Especially to him....no reason it should bother you and it's a pretty easy question to answer.

So answer him and move on or...
Forum: Offline Marketing 24th January 2013, 07:36 AM
Replies: 30
Views: 2,034
Posted By David Miller
Re: How To Handle Face To Face Appointments - Leveraging Questions For Pitching And Closing More Eas

John, this great information and it's evidence of your real world experience as opposed to armchair academic theory posed by so many others.

To me, what the post spells out clearly is the need to...
Forum: Offline Marketing 23rd January 2013, 10:07 AM
Replies: 5
Views: 959
Posted By David Miller
Re: What do you think about double booking appointments?

Maybe you would be better off booking qualified appointments in the first place. 50% no-show rate tells me that the appointment call is being wrapped up something like this:

OK Joe, see you...
Forum: Offline Marketing 22nd January 2013, 02:00 PM
Replies: 45
Views: 3,183
Posted By David Miller
Re: afraid of bothering people - cold calling

I always have and still do enjoy learning about those of you who choose to inform business owners about the plethora of services which are available to them through your skilled and time consuming...
Forum: Offline Marketing 22nd January 2013, 08:10 AM
Replies: 109
Views: 4,316
Posted By David Miller
Re: I freeze, justy the thought of cold calling...

I know that in the past the mere mention of a 'script' caused a near meltdown....Primarily among those who never picked up a receiver to make an outgoing call. It's not my intention to cause a...
Forum: Offline Marketing 21st January 2013, 06:54 PM
Replies: 109
Views: 4,316
Posted By David Miller
Re: I freeze, justy the thought of cold calling...

It looks like the more things change, the more they stay the same. Just when I was starting to see a refreshing (albeit boring) tone of civility in a thread about "cold calling", out come the verbal...
Forum: Offline Marketing 24th August 2012, 06:41 PM
Replies: 47
Views: 1,259
Posted By David Miller
Re: Do you have any questions regarding phone sales today?

"You know Bob, in this economy and with no lack of competition in your particular field, that's a great testament to your business and your marketing. Would you mind sharing with me how you managed...
Forum: Offline Marketing 16th August 2012, 05:18 AM
Replies: 11
Views: 746
Posted By David Miller
Re: You#re A Marketer Not A Salesman...

Call it what you wish but in the simplest of terms:

Marketing is the science of determining the means by which you intend to build your business and sales is one of those means.
Forum: Offline Marketing 15th August 2012, 06:22 PM
Replies: 116
Views: 6,429
Posted By David Miller
Re: How degrading, I feel like a failure: cold calling, Warriors saying NO...

@Lee M Let me say that it was not my intention to insult or offend you or anyone else. My statement relative to people knowing nothing was really meant for those that would smear and berate telephone...
Forum: Offline Marketing 15th August 2012, 06:02 PM
Replies: 15
Views: 1,098
Posted By David Miller
Re: What's the best way to take paypal payments via cold call?

It seems that many of us assume that something may be a problem before it actually becomes one. You assume that it may be more difficult to have a client pay using paypal so you spend a great deal of...
Forum: Offline Marketing 15th August 2012, 12:04 PM
Replies: 116
Views: 6,429
Posted By David Miller
Re: How degrading, I feel like a failure: cold calling, Warriors saying NO...

I haven't posted anything in the forum for quite some time and although I came upon this thread quite by accident I am not too surprised to see the same old back and forth about cold calling.

The...
Forum: Offline Marketing 12th May 2012, 07:54 AM
Replies: 12
Views: 655
Posted By David Miller
Re: Contracts or No Contracts?

It seems whenever I see a discussion about length of contract on the forum, the idea is almost always this:

longer time = less money

In most cases, this is not a bad idea at all, and it does...
Forum: Offline Marketing 12th May 2012, 06:45 AM
Replies: 6
Views: 714
Posted By David Miller
Re: Hit Those Phones!!!

Although I think Vegas is great to visit and have a bit of fun, the big picture is being overlooked. I think what the salesguy is reminding us of is this:

Those among us who understand the value...
Forum: Offline Marketing 12th May 2012, 06:34 AM
Replies: 13
Views: 723
Posted By David Miller
Re: Emailing Small Businesses: What has worked For you?

Years ago some old hippie said to me that the answer you are looking for is alway in the question you're asking...or some such mumbo jumbo. Reading your question makes his statement true.
...
Forum: Offline Marketing 11th May 2012, 02:23 PM
Replies: 38
Views: 1,268
Posted By David Miller
Re: Conquering Sales 101

If only I could get away I would be there in a heartbeat! But just had to toss in my 2 cents to thank you for an amazing offer.
Forum: Offline Marketing 11th May 2012, 05:45 AM
Replies: 22
Views: 788
Posted By David Miller
Re: Ideas For Marketing A Sales Trainer?!?

Call any number of the larger auto dealers, insurance agencies, real estate companies. These are operations that usually have a need for some kind of ongoing sales training.

The operative word in...
Forum: Offline Marketing 8th May 2012, 09:49 AM
Replies: 8
Views: 619
Posted By David Miller
Re: Hault: Write a Business Plan

Iamnameless, it's rare that I would disagree with you. But in this case I find myself in that situation. But I believe it may be in part due to differing definitions of a business plan.

Depending...
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