1. This site uses cookies. By continuing to use this site, you are agreeing to our use of cookies. Learn More.

[METHOD] How To make A customer Say Yes ? [Offline buzz]

Discussion in 'Offline Marketing' started by HostStage, Jul 29, 2011.

  1. HostStage

    HostStage Jr. VIP Jr. VIP Premium Member UnGagged Attendee

    Joined:
    May 20, 2010
    Messages:
    1,771
    Likes Received:
    1,730
    Occupation:
    BHW - CEO of Webhosting Company
    Location:
    BWH from France
    Home Page:
    Hey there,

    I make this reply on a thread, and i was telling my self proudly : "This is a method which doesn't deserve to be on second page of a thread"

    So here i am opening this "duplicate" post to let BHW know about a nice trick

    When you sell a product, people will say no to your offer without hearing what you have to say. Most of us, just get through it and get in touch with the next prospect.

    But we hear always the same generic shit such as :

    "I don't have time"
    "It is too expensive"
    "It is my wife who decide"
    "I don't need it"

    What you have to do is compiling them into a word, excel or whatever and try some answers to it to by pass these "noes"

    "Don't you have time to win money ?"
    "Forget about the price, don't you think you'll benefit from our service ?"
    "Hehe, i understand, wifes like deciding. Although, you can make her a present in doing the best deal ever"
    "Oh, don't you need to win money ?"

    Some people will think these sentences aren't working, but i had a "chance" to work in a callcenter so i was able to spot generic "way to say no" and try these answers out. They worked quite well in my langage, i was the sales leader in my old job among 60 professional seller and i was just an apprentice. Once, i've tested it everything i made a guide with the sentence in it, that ppl who didn't care about selling loved it very very much.

    The purpose isn't to close the deal in one shot sentence but to buy you some time in opening a discussion and force them to listen what you have to say

    This idea is not from me, it came from a movie with Vin Diesel talking about stock option. (boiler room ?)
     
  2. tacopalypse

    tacopalypse Executive VIP Jr. VIP Premium Member

    Joined:
    Nov 30, 2009
    Messages:
    980
    Likes Received:
    2,485
    Home Page:
    "There is no such thing as a no sale call. A sale is made on every call you make. Either you sell the client some stock or he sells you a reason he can't. Either way a sale is made, the only question is who is gonna close? You or him? Now be relentless, that's it, I'm done."

    =D
     
    • Thanks Thanks x 6
  3. wannabie

    wannabie Elite Member

    Joined:
    Mar 11, 2009
    Messages:
    3,807
    Likes Received:
    2,954
    Occupation:
    Seo and Marketing Suprisingly
    Location:
    Your bedroom window
    Home Page:
    If you used those lines on me I would hang up on you, without a doubt!
     
    • Thanks Thanks x 1
  4. scraper1

    scraper1 Regular Member

    Joined:
    May 28, 2011
    Messages:
    214
    Likes Received:
    207
    Location:
    Kontiki
    Home Page:
    Speaking of movies from which you can learn selling. I recommend Cemetery Junction in which the guys are trying to sell insurance; only one is more gifted then the others at this stuff and he is the "antihero". Some nice sales pitches can be learned from the movie.
     
  5. bacetmia

    bacetmia Newbie

    Joined:
    Jun 5, 2011
    Messages:
    2
    Likes Received:
    0
    hi

    not bad idea, let's what happen next.

    thanks
     
  6. hoodkist

    hoodkist Regular Member

    Joined:
    Jun 20, 2011
    Messages:
    241
    Likes Received:
    33
    Occupation:
    Web Designer and advertiser in marketing new softw
    Location:
    Beta testing your software
    I got sone responses I usally receive if I can pm them could you counter them so it works.
     
  7. jkrillah

    jkrillah Junior Member

    Joined:
    Mar 25, 2010
    Messages:
    191
    Likes Received:
    140
    Location:
    Canary Islands, Atlantic Ocean
    Its called "yes loop" and its been around a long long time before the movie boiler room.

    You would say stuff like.

    Weather is good?
    You feeling fine today?

    Or even more general stuff.

    You´re the boss? Yes
    You have a website? Yes
    You´re in NICHE XYZ? Yes
    You pay too much on google adwords? YES
    You see your competition XY is ranked in top10? YES
    You want me to bring you on #1 for free? YEEESS!

    Whenever someone says Yes a couple of times, the chance is high he´ll say it again on your main/money question.

    @abysse

    Thanks for your post. So you sold SEO in that company ? Can you post a full script ?
     
  8. HostStage

    HostStage Jr. VIP Jr. VIP Premium Member UnGagged Attendee

    Joined:
    May 20, 2010
    Messages:
    1,771
    Likes Received:
    1,730
    Occupation:
    BHW - CEO of Webhosting Company
    Location:
    BWH from France
    Home Page:
    I bet you are not, i even dare to say that you will buy from me :D

    Because actually it isn't about the words in the sentence but the tone and the convincing energy u put in it.

    That's why, in the comany i worked for, i called it the guide and not the selling bible

    The purpose is to find sentences and word that can wake the customer curiosity and that you feel comfortable with !
     
  9. HostStage

    HostStage Jr. VIP Jr. VIP Premium Member UnGagged Attendee

    Joined:
    May 20, 2010
    Messages:
    1,771
    Likes Received:
    1,730
    Occupation:
    BHW - CEO of Webhosting Company
    Location:
    BWH from France
    Home Page:
    Sure, throw them away here :)
     
  10. jkrillah

    jkrillah Junior Member

    Joined:
    Mar 25, 2010
    Messages:
    191
    Likes Received:
    140
    Location:
    Canary Islands, Atlantic Ocean
    Ok you didnt make yourself very clear. What you actually posted were RESPONSES to negative reactions by customers. And yes that makes sense. Any telesales office has this in their script lol ;)

    You should have posted it like this:

    CUSTOMER "I don't have time" REPLY: "Don't you have time to win money ?"

    "It is too expensive" "Forget about the price, don't you think you'll benefit from our service ?"

    "It is my wife who decide" "Hehe, i understand, wifes like deciding. Although, you can make her a present in doing the best deal ever"

    "I don't need it" "Oh, don't you need to win money ?"
     
  11. oxonbeef

    oxonbeef BANNED BANNED

    Joined:
    Jan 4, 2009
    Messages:
    2,242
    Likes Received:
    7,872
    If you are receiving these objections you didn't begin your sales process
    properly do your research or qualify your prospect.

    Objections such as these are simple get out phases and could've been
    counteracted with micro questions before asking for the order.

    A business man will make an order rather the contradict himself and look a fool.

    "I don't have time" = you haven't instilled any interest in the prospect.
    "It's too expensive" = You haven't portrayed any value in your product or service.
    "It's my wife who decide" = Both of the above + you should've discovered the decision maker before delivering your message.
    "I don't need it" = You haven't identified a need with your prospect or created
    any desire to buy.

    You should've overcome these long before asking closing questions.
     
    • Thanks Thanks x 6
  12. wannabie

    wannabie Elite Member

    Joined:
    Mar 11, 2009
    Messages:
    3,807
    Likes Received:
    2,954
    Occupation:
    Seo and Marketing Suprisingly
    Location:
    Your bedroom window
    Home Page:

    I would say otherwise, sorry to bruise that ego dude!

    I would say that I'm possibly the worst person to try and sell something to, I analyse everything and see past all this "Don't you want to win money" - To be it sounds cheap!

    I get emails and calls daily from people saying how someone can improve my SERP position, how they could improve my brand awareness blah blah blah

    What I want is someone to call me and say "Hey Dan, I can improve your traffic and conversion rates to over 40% within 3 months" - That's a real sales call, telling me facts will get you 5 minutes of my time!

    Lets use your lines for example:

    You say in your desperate voice : "Don't you have time to win money ?"

    What I actually want to hear : "I want to give you some money"

    You say: "Forget about the price, don't you think you'll benefit from our service ?"

    I want to hear : My service could improve your ROI by 55.12% within 3 months and increase every month after

    You say: "Hehe, i understand, wifes like deciding. Although, you can make her a present in doing the best deal ever"

    What you can do : "OK you like to make the decision with your wife, Ill call back at 4pm as I want you to have this discount today - For the moment let me confirm the details with you so I don't keep her on the phone later!

    "Oh, don't you need to win money ?"

    What I want to hear : I have 2 grand with your name on it but if your busy that's fine


    Never tell customer what you could do, only tell them what you can do! If you phone me up about my business then you better know your stuff before hand
     
    • Thanks Thanks x 2
    Last edited: Jul 29, 2011
  13. HostStage

    HostStage Jr. VIP Jr. VIP Premium Member UnGagged Attendee

    Joined:
    May 20, 2010
    Messages:
    1,771
    Likes Received:
    1,730
    Occupation:
    BHW - CEO of Webhosting Company
    Location:
    BWH from France
    Home Page:
    @oxonbeef : Just WOW ! Rep Given

    I must conceed that the method quoted is mainly applied to B2C over the phone.

    I was working in a call center of a cell company so basically ppl didn't call to buy. But you have to sell anyway. You don't know anything about your customer and the discovering phasis has to be the shorter possible, so you have a lot of objections.
    My method works there because it buys you some time to digg and fill the customer need.

    But, i had this personal experience in B2B last week which is more likely emphasize what you just said. I wanted to sell a website. I went into this chocolate shop, and i literally failed my pitch cause i didn't believe my self he would need my product.

    Ofc, your confidence is felt by customers but i was ready to take out any single objections as I'm trained for it, and try to recatch his attention.

    To the question : Do you want me to come back tomorrow to discuss your way to earn money ?

    He answers me that :

    "I don't want to work tomorrow ?"

    Me : Oh okay, "lol" , the day after then ?

    I don't want to work the day after also !

    Me : "LOL ! Is there any day you want to work and earn some money ? --> I lost there i should have rebounded on introducing my product better.

    Customer : Nope !

    The text is genuinely translated from french to EN. It was the most incredible objection i ever heard because the guy is barely surviving in my little town !
     
  14. HostStage

    HostStage Jr. VIP Jr. VIP Premium Member UnGagged Attendee

    Joined:
    May 20, 2010
    Messages:
    1,771
    Likes Received:
    1,730
    Occupation:
    BHW - CEO of Webhosting Company
    Location:
    BWH from France
    Home Page:
    @wannabie : So, let me remind the purpose of this thread : I want to share a method to the community.

    But instead of that i received some hell of great answers that is helping me a lot !

    I enjoy a lot reading your point of views very thoughtful and from different angles and i thank you a lot for that !

    And let's put my ego aside, i bought your opinion and i'm gonna use it ;)
     
    • Thanks Thanks x 1
  15. wannabie

    wannabie Elite Member

    Joined:
    Mar 11, 2009
    Messages:
    3,807
    Likes Received:
    2,954
    Occupation:
    Seo and Marketing Suprisingly
    Location:
    Your bedroom window
    Home Page:
    It makes me shudder to think that I once served time in a call centre ;)

    When I was in sales I would think of 3 things :

    1: Can I get the sale without any repercussions i.e will the quick sale end up in a refund in a few days?

    2: How long will this sale take (could I have got 3 in the same time?)

    3: Why do they want my product, what can it do for them
     
  16. SEO20

    SEO20 Elite Member

    Joined:
    Mar 25, 2009
    Messages:
    2,017
    Likes Received:
    2,259
    AS with all sales and products it's all about a problem (pain for the client/person) and a elegant solution (relief for the client/person).

    Easier said than done - but THIS is the core.
     
  17. mongorock

    mongorock Registered Member

    Joined:
    Apr 28, 2010
    Messages:
    83
    Likes Received:
    10
    bribery?
     
  18. suave

    suave Regular Member

    Joined:
    Sep 20, 2009
    Messages:
    422
    Likes Received:
    105
    this is a good idea, i think there is a book that cover this "overcoming objections" perhaps some one has a copy and upload here?
    Regards
    Suave
     
  19. hardybents

    hardybents Regular Member

    Joined:
    Aug 11, 2010
    Messages:
    498
    Likes Received:
    365
    Occupation:
    Enchanter
    Location:
    Flo-Ri-da
    There is only one language in advertising your stuff. That's the universal language of the prospect; what is it going to do for me and what am I going to get out of it. If you gear your sales presentation to this it will help with conversions. You have to listen to the prospect as it is the most important thing in sales. Prospects are so cloned to say no and hang up these days you have to be different than the other 7 calls the owner just took before our call and hung up on. First, get a good list. Without a good targeted list you will burn yourself our your agents out. Perfect your script, the only way to test the script is to call and use it. Don't waste your time speaking with anyone other than the owner, unless it's a dr office then office mgr. You will spend the majority of your day chasing the owner, about every 20-30 calls you will get an owner on the phone. So every 100 calls you will talk to maybe 5, 10 owners on a rare day. You have to be spot on when the owner answers. You have maybe 10 seconds to grab his/ her attention, leave close ended questions out of your opening hook. Ie: would you be interested in- owners are programmed to say no and hang up. You've lost 10-15 minutes getting an owner on the phone in 8 seconds. you have to put time in the saddle to know your failure rate. Once you know your failure rate you will know your success rate. It's a simple numbers game.
     
  20. salhammers

    salhammers Junior Member

    Joined:
    Jun 29, 2010
    Messages:
    138
    Likes Received:
    15
    Forget Boiler Room bullshit . . . That's Hollywood!

    I've ran sales teams in central London for 10 years, selling b2b.

    Bullcrap like the "Teddy Bear close," and "feel, felt, found" have been around since Gordon gecko used a brick mobile phone!

    The best way is to cold call from the ground up first. Here's a successful strategy we use:

    1) cold call (in person) always! This is still more successful than over the phone. You'll get a 2-3 in 10 rate of getting an appointment.

    2) your main task next is to qualify the prospect, such as:

    Who looks after your advertising/marketing?
    Do you use anyone at present?
    How has that been working for you?
    If there was something you could change about your current supplier, what would it be?
    When is the best time to call the decision maker?

    Etc etc

    3) remember, try not to go for the close. Just aim to get an appointment or name.

    4) give them your business card and ask them to swap it for one of their cards/compliment slips. Write the name of the decision maker down on the card and who you spoke to

    5) next leave the premises and later that day count all your cards/comp slips and separate them into two piles

    Eg. Pile A has all good data that includes decision maker, email address etc and Pile B has all the shit data. Take pile A and make a date in your diary (no more than two days later) to email or call them up.

    Here are some tested ways our guys use to get past the gatekeeper:

    1) if the number on the business card is a switchboard, swap the last digit of the number with any other digit (presuming the company has more than five phone lines/ext) and dial. This trick is very good when you call up large companies who have a switchboard to screen your calls.

    By switching the number you'll get through to "Kevin" in accounts who will route your call. They don't have the screening techniques that receptionists have.

    Call the company decision maker the following times to avoid secretaries
    Before 9am
    During lunch eg. 12.30 to 1.30
    After 5.45pm when they go home.

    Anyways that's enough rambling from me and hope you get something from it guys