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Search: Posts Made By: David Miller
Forum: Offline Marketing 11th February 2013, 04:34 PM
Replies: 50
Views: 2,227
Posted By Eddie Spangler
Re: "Everything looks good, but I have to check my budget / cash flow first..." REBUTTAL?

Man oh Man , If you are dealing with a typical small business and you ask them to make a commitment for a few hundred dollars and they come with the budget BS then you didnt excite them enough.
...
Forum: Offline Marketing 6th February 2013, 01:53 AM
Replies: 0
Views: 554
Posted By John Durham
John Donahoe- Ebay President - Online Purchasing Stats

Just saw John Donohoe being interviewed On AETN, and took some notes. Here is some interesting stuff you might want to know.

1: Ebay Did 20 Billion Dollars Last Year In MOBILE customers. People...
Forum: Offline Marketing 5th February 2013, 02:03 PM
Replies: 72
Views: 3,073
Posted By misterme
Re: "I am already getting all the business I need", rebuttal?

I think the old school sales thinking that the job is to persuade and convince someone to buy something they weren't interested in, creates this idea that if someone has a pulse, they're a prospect...
Forum: Offline Marketing 4th February 2013, 04:05 PM
Replies: 22
Views: 2,819
Posted By John Durham
Re: Ari Galper's "Curious/Humble" Approach to Cold Calling

Thats why pro Telemarketers get sales every single day, even multiple ones, because they arent "open" like that. They have a pitch and they dont vary, even in the face of variables, they stay on...
Forum: Offline Marketing 4th February 2013, 04:03 PM
Replies: 22
Views: 2,819
Posted By dunkinbbb
Re: Ari Galper's "Curious/Humble" Approach to Cold Calling

I'm a fan of Ari Galper's - and David Miller's - LOL

And David is exactly right - it's whatever gets you to pick up the phone - (or gets you through the night :-) ).

That is the chasm to be...
Forum: Offline Marketing 4th February 2013, 04:00 PM
Replies: 22
Views: 2,819
Posted By John Durham
Re: Ari Galper's "Curious/Humble" Approach to Cold Calling

Agreed, you and I both know this. In twenty three years I have been through all kinds of approaches...and different ones on different days...Really what it comes down to is making the calls like you...
Forum: Offline Marketing 4th February 2013, 10:42 AM
Replies: 5
Views: 619
Posted By Aaron Doud
2012 World Internet Stats

Customer Behavior - World Internet Stats: Websites, Email, Social Media, and More : MarketingProfs Article...
Forum: Offline Marketing 3rd February 2013, 11:11 AM
Replies: 19
Views: 678
Posted By Claude Whitacre
Re: Kicking the Competition

Young man;

I'll be a little gentler maybe, but your points you were going to make are all wrong. Maybe when I was 20 I would have posted the same things.

Forget the competition. Why would you...
Forum: Offline Marketing 3rd February 2013, 06:22 AM
Replies: 19
Views: 678
Posted By Eddie Spangler
Re: Kicking the Competition

You have been asking questions for a long time now yet have not learned that much.

No one gives a flying funk about you. Who gives a rats ask how old you are?
What are you going to do for the...
Forum: Offline Marketing 3rd February 2013, 05:45 AM
Replies: 19
Views: 678
Posted By Rearden
Re: Kicking the Competition

Let results speak for itself; telling people you're superior means you aren't.

Much more powerful that way.

Business owners are good bullshit detectors.

Anyway, dial 200 new prospects...
Forum: Offline Marketing 3rd February 2013, 12:33 AM
Replies: 34
Views: 1,173
Posted By Claude Whitacre
Re: Can you turn around an angry person

That's nearly always my response, especially in person. After their adrenalin rush calms down, they are usually open to what you have to say. They just want someone to tell their story to.



...
Forum: Offline Marketing 2nd February 2013, 05:02 PM
Replies: 34
Views: 1,173
Posted By bob ross
Re: Can you turn around an angry person

Some great responses above and probably the most solid advice. Myself, I like to try and close at every chance I have rather than move on so I would handle it a little different.

Because of my...
Forum: Offline Marketing 2nd February 2013, 11:31 AM
Replies: 4
Views: 681
Posted By kenmichaels
Re: Do You Like This Telemarketing Opener?

change ""Mr. Jones, Rearden here."

to

Hi BOB, this is your FIRST name only.

first name AND first name .. always has.. always will work the best for conversions.


"Manufacturers who...
Forum: Offline Marketing 2nd February 2013, 11:09 AM
Replies: 27
Views: 906
Posted By kenmichaels
Re: Using fear

Rearden. Out of everything you said .. ever .. over the last year.

THAT line is by far the best.

That line, lets the magic happen, that line allows you to succeed.

That line turns players...
Forum: Offline Marketing 2nd February 2013, 09:14 AM
Replies: 34
Views: 1,173
Posted By John Durham
Re: Can you turn around an angry person

I have a better idea than trying to turn them around...

Let em go, and put them on the redial list for another day... Here is what Og Mandino has to say about it. (Also I highly suggest you read...
Forum: Offline Marketing 2nd February 2013, 09:07 AM
Replies: 27
Views: 906
Posted By John Durham
Re: Using fear

Told a story about a friend of mine in the first telemarketing report who became an investment banker... Last I checked he was well over 300k per year, and started with a big COLD list of...
Forum: Offline Marketing 2nd February 2013, 08:51 AM
Replies: 34
Views: 1,173
Posted By kenmichaels
Re: Can you turn around an angry person

let them rant and rave, when they lose steam tell them something that is
equivalent to what they are bitching about. Then make a quick self deprecating remark
make it some what funny.

If he...
Forum: Offline Marketing 1st February 2013, 07:13 AM
Replies: 43
Views: 1,984
Posted By kenmichaels
Re: Would you like to dance?...and other great opening lines

Not taking the time to find out their name is a rookie mistake.

When your having a conversation, it is easier to get them to engage
when you use their name a few times.
Forum: Offline Marketing 31st January 2013, 04:00 PM
Replies: 8
Views: 2,424
Posted By Claude Whitacre
Re: Phone Sales vs In Person Sales close rates

I would think the data would be useless. What are you comparing? What industry? Is it one call closing or a series of meetings? Is it selling cheap consumables to a route? Jets to CEOs?

My...
Forum: Offline Marketing 31st January 2013, 12:50 PM
Replies: 13
Views: 997
Re: Selling Value- How To Have "Alot" To Say About Your "Basic" Offer!

Love David Miller's line:


What makes this particular thread so important is that it is about the single element that causes a prospect to become a client, what's the benefit to them.

and it...
Forum: Offline Marketing 31st January 2013, 10:25 AM
Replies: 43
Views: 1,984
Posted By dunkinbbb
Re: Would you like to dance?...and other great opening lines

Hey John,

Thanks for the shoutout! :-)

You are right on - I can assure you that David isn't going to be able to retire solely based upon working with me - LOL

Since you brought it up - hope...
Forum: Offline Marketing 30th January 2013, 11:31 PM
Replies: 13
Views: 997
Posted By John Durham
Selling Value- How To Have "Alot" To Say About Your "Basic" Offer!

"It's just a basic website... What can I say?

How do I glamorize that?

What is there Really to Say About it?"


I posted a scaled down version of this somewhere else, but its worth its own...
Forum: Offline Marketing 30th January 2013, 09:08 PM
Replies: 43
Views: 1,984
Posted By John Durham
Re: Would you like to dance?...and other great opening lines

Lol. Yeah it sure is a different energy required. Home workers are at the disadvantage of not having the pressure and peers around them... I truly have a sense of compassion for that... Its harder to...
Forum: Offline Marketing 30th January 2013, 08:04 AM
Replies: 65
Views: 2,550
Posted By John Durham
Re: What is Your Money Line? - How do You Ask For The Money?

Lol. You and Ken are bolder than this sentence. Gotta admire that!:cool:
Forum: Offline Marketing 29th January 2013, 04:13 PM
Replies: 43
Views: 1,984
Posted By NewParadigm
Re: Would you like to dance?...and other great opening lines

I like getting them to talk about themselves/their businesses as soon as possible. Often a little homework on the business pays off big, like "Hey Tom, how's that new menu rollout going? ...
Forum: Offline Marketing 29th January 2013, 03:44 PM
Replies: 9
Views: 928
Posted By kenmichaels
Re: Cash Objections - Customer Suddenly Cant Find Check Book At Closing?

I cannot even count how many times people did not know if they had enough credit.

I have no problem saying.. go get your last billing statement. lets figure this out.

I prob should not admit...
Forum: Offline Marketing 29th January 2013, 03:39 PM
Replies: 43
Views: 1,984
Posted By kenmichaels
Re: Would you like to dance?...and other great opening lines

I did not know you did coaching and scripts. I bet your good at it.
Forum: Offline Marketing 29th January 2013, 12:27 PM
Replies: 43
Views: 1,984
Posted By dunkinbbb
Re: Would you like to dance?...and other great opening lines

Hey David,

Nice to see you back on the WF sharing your stuff.

Let me chime in here, if I may:

I’ve been in sales a good part of my adult life, even before the internet – I’m old – LOL!
...
Forum: Offline Marketing 29th January 2013, 11:30 AM
Replies: 10
Views: 1,039
Posted By max5ty
To All The Frustrated People...

Sales not going as planned?

Want a common sense, simple solution to sell more?

Want a new car? A better house? Fancy clothes? Better stuff for your family?

Well, all you have to do is...
Forum: Offline Marketing 29th January 2013, 08:20 AM
Replies: 43
Views: 1,984
Posted By John Durham
Re: Would you like to dance?...and other great opening lines

Thanks David,

I myself have stopped writing scripts personally, as of recently, because I think its more valuable to teach people how to "execute", and give them principles they can create their...
Forum: Offline Marketing 28th January 2013, 10:12 PM
Replies: 43
Views: 1,984
Posted By John Durham
Re: Would you like to dance?...and other great opening lines

Great thread David,

Sorry to be a late bloomer.

Generally, Im pretty straight forward, but I have designed processes for call centers that are more covert...

Most of what you see...
Forum: Offline Marketing 28th January 2013, 09:55 PM
Replies: 43
Views: 1,984
Posted By AndrewCavanagh
Re: Would you like to dance?...and other great opening lines

On the topic of dancing I found that a very high percentage of
women will say no when you first ask them to dance or something
like "I can't dance."

Especially attractive women.

To that I...
Forum: Offline Marketing 28th January 2013, 07:46 PM
Replies: 43
Views: 1,984
Posted By cypherslock
Re: Would you like to dance?...and other great opening lines

"I just met you, and this is crazy, but here's my number..." oh wait. Sorry. Wrong thing. LOL. ^what Jason said. The hardest part I find is being relaxed, but I've also found that letting them talk...
Forum: Offline Marketing 28th January 2013, 03:45 PM
Replies: 43
Views: 1,984
Posted By RRG
Re: Would you like to dance?...and other great opening lines

I agree with Jason here.

You probably can't generate instant rapport; it's more of a process.

But you certainly can blow any chance at rapport by saying the wrong things at the beginning.
Forum: Offline Marketing 28th January 2013, 02:34 PM
Replies: 43
Views: 1,984
Posted By Jason Kanigan
Re: Would you like to dance?...and other great opening lines

Yes, first we need permission to tell them why we called. Then we can get into it.

If it's not a good time to talk, we don't want to force that square peg into the round hole--call back another...
Forum: Offline Marketing 28th January 2013, 11:48 AM
Replies: 129
Views: 10,460
Posted By John Durham
Re: What Are Tie Downs? How Do You Use Them In Your Sales Pitches?

The opposite of a tie down might be "Hey Bob, Im sure you folk aint interested in no web page are ya?":rolleyes:

I dunno , never thoughta that one...

In truth Kirb, it is about getting them to...
Forum: Offline Marketing 28th January 2013, 10:07 AM
Replies: 43
Views: 1,984
Posted By RRG
Re: Would you like to dance?...and other great opening lines

This is the exact approach I use, both face-to-face and on the phone.

It absolutely works.

And if you shut up after saying, "I wonder if you could help me," it practically forces the person to...
Forum: Offline Marketing 28th January 2013, 09:23 AM
Replies: 129
Views: 10,460
Posted By John Durham
Re: What Are Tie Downs? How Do You Use Them In Your Sales Pitches?

My thoughts precisely, it seems that the sales trainers get to thinking we are talking to each other and not the newbies; over analyzing, much like we tell telemarketers NOT to do, when we hand them...
Forum: Offline Marketing 28th January 2013, 09:02 AM
Replies: 43
Views: 1,984
Posted By helisell
Re: Would you like to dance?...and other great opening lines

Sorry I probably didn't explain that very well so here goes:

I answer the phone to a stranger and my belief system tells me:

"This is a stranger and likely to be someone trying to sell me...
Forum: Offline Marketing 27th January 2013, 05:44 PM
Replies: 43
Views: 1,984
Posted By helisell
Re: Would you like to dance?...and other great opening lines

This works really really well too:

Hi Joe, Dave Miller.......I wonder if you can help me? (wait for their response)

I'm a marketing consultant and I wanted to talk to you about a mobile version...
Forum: Offline Marketing 27th January 2013, 05:16 PM
Replies: 43
Views: 1,984
Posted By kenmichaels
Re: Would you like to dance?...and other great opening lines

Yeah, FL has some really.. really F - up laws.

Some to our benefit... some not. If you have a bizz here and you don't have an adviser
on the laws you are a moron. OR, just too green to know...
Forum: Offline Marketing 27th January 2013, 04:22 PM
Replies: 43
Views: 1,984
Posted By Sebastian Wilde
Re: Would you like to dance?...and other great opening lines

Excellent post.

I've never cold called as I have been lucky enough not to have to.

But I have been the recipient of many, many cold calls over 25 years and I know what has a chance with me and...
Forum: Offline Marketing 27th January 2013, 03:37 PM
Replies: 43
Views: 1,984
Posted By Rearden
Re: Would you like to dance?...and other great opening lines

David -- will you set an a face-to-face appointment with a prospect that is not in the buying cycle yet, but is interested in buying a product/service like the one you're offering on the cold call,...
Forum: Offline Marketing 27th January 2013, 02:46 PM
Replies: 43
Views: 1,984
Posted By ckbank
Re: Would you like to dance?...and other great opening lines

I've been in sales for a while. I've been trained to introduce myself and then go on to asking questions. In sales, IMO, it's easier to sell if you do more listening than talking.
Forum: Offline Marketing 27th January 2013, 02:13 PM
Replies: 43
Views: 1,984
Posted By Rearden
Re: Would you like to dance?...and other great opening lines

David -- only way I can think of improving your "Dance" opener is to offer your hand along with asking. Little more of an assumptive close.

The opener I use is, "Hi Mr. Jones. My name is Rearden...
Forum: Offline Marketing 27th January 2013, 11:37 AM
Replies: 43
Views: 1,984
Posted By misterme
Re: Would you like to dance?...and other great opening lines

Sounds more like a line from a Hugh Grant movie.
Forum: Offline Marketing 27th January 2013, 10:20 AM
Replies: 65
Views: 12,745
Posted By Jason Kanigan
Re: My 2,000th Post: For Cold Calling Beginners

Being relaxed and taking all the tension out of your voice is a huge key to calling success.

If you are confident that what you offer is valuable, you can easily do this.

If you are not...
Forum: Offline Marketing 27th January 2013, 09:37 AM
Replies: 43
Views: 1,984
Posted By Jason Kanigan
Re: Would you like to dance?...and other great opening lines

"David, it's Jason Kanigan. ...I'm not sure we should be speaking. Reception sent me to you because they thought you were the person in charge of (the company's mobile website, marketing,...
Forum: Offline Marketing 27th January 2013, 09:28 AM
Replies: 43
Views: 1,984
Posted By Jason Kanigan
Re: Would you like to dance?...and other great opening lines

You can say almost anything you want...but newbies frequently have no idea what to say.

And most importantly, they don't know how to say it.

"Hi Joe, it's (your name)," needs to be said with...
Forum: Offline Marketing 26th January 2013, 06:22 PM
Replies: 129
Views: 10,460
Posted By sandalwood
Re: What Are Tie Downs? How Do You Use Them In Your Sales Pitches?

Kirby,

You asked,

assuming we ask good, non-pressured tie downs.

do you think many salespeople don't hold them accountable, making the salesperson appear weak, that their deal has no value,...
Forum: Offline Marketing 26th January 2013, 05:51 PM
Replies: 129
Views: 10,460
Posted By Claude Whitacre
Re: What Are Tie Downs? How Do You Use Them In Your Sales Pitches?

They also want to feel like the reason someone didn't buy is because something happened beyond their control. Sometimes, yes. Most times, no.

A young man said to me (in my office during training)...
Forum: Offline Marketing 25th January 2013, 11:18 AM
Replies: 129
Views: 10,460
Posted By Claude Whitacre
Re: What Are Tie Downs? How Do You Use Them In Your Sales Pitches?

I'm honored that you would think so.



A little strong for me. I see why it works, but every salesy bone in my body rebels at saying "You're not getting it". Again, it's admirable, but not for...
Forum: Offline Marketing 25th January 2013, 09:42 AM
Replies: 65
Views: 2,550
Posted By Claude Whitacre
Re: What is Your Money Line? - How do You Ask For The Money?

My selling is 99% face to face, but I say "Are you writing a check or using a card?"

One thing we should mention to the less experienced salespeople is that the closing question is not what makes...
Forum: Offline Marketing 25th January 2013, 08:27 AM
Replies: 129
Views: 10,460
Posted By kenmichaels
Re: What Are Tie Downs? How Do You Use Them In Your Sales Pitches?

I see what you did there ;)

On another note, i only skimmed this thread, was this thread about
tie downs for appointments? if so i need to delete my post.

My post was geared towards sales, not...
Forum: Offline Marketing 24th January 2013, 09:37 PM
Replies: 129
Views: 10,460
Posted By John Durham
What Are Tie Downs? How Do You Use Them In Your Sales Pitches?

I posted a thread Earlier that outlined a few techniques for closing, and one of them was "Tie Downs".

Another poster reminded me (Thanks Misterme) that tie downs are so important that the...
Forum: Offline Marketing 24th January 2013, 11:38 AM
Replies: 9
Views: 718
Posted By Claude Whitacre
Re: What to do when a prospect grills you with irrelevant questions?

Making a big purchase (or sale) is an emotional event. This comes out differently in different people. Some get demanding. Some focus on small points that don't matter to any sane person, some...
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