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Million Dollar Method - No B.S. Close More Deals. Make More $$$. Sales Mastery Part I...

Discussion in 'Offline Marketing' started by kboxer7, Jun 15, 2012.

  1. kboxer7

    kboxer7 Jr. VIP Jr. VIP Premium Member

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    INTRODUCTION TO SALES MASTERY:

    [FONT=&amp]Sales is sales....no matter what the industry/product. Sure you need some industry knowhow and some terminology. But the basics remain the same, and most of it is psychological. [/FONT]

    [FONT=&amp]Why should you listen to me? I was a top regional sales manager for a fortune 500 company for a number of years. I was the guy they brought in to take the worst performing teams in the region and turn them into powerhouses. [/FONT]

    [FONT=&amp]Each team I managed (8-10 individuals) pushed over 50 million in sales per year in one of the most competitive and highly regulated industries in the world....well over our prescribed quotas. I've since left the profession for pursuing my IM career full time, but I still take on consultations/trainings from time to time and charge $xxx.xx/hour for my time.[/FONT]

    [FONT=&amp]Take that for what it's worth. I hope you enjoy the following. IF people like what they hear I'll consider a weekly/monthly installment on the following topics.
    [/FONT]

    [FONT=&amp]Topics I'm willing to write on:[/FONT]
    [FONT=&amp]Scripts[/FONT]
    [FONT=&amp]Overcoming Objections[/FONT]
    [FONT=&amp]Open Ended Questioning[/FONT]
    [FONT=&amp]Closing Techniques/Tactics[/FONT]
    [FONT=&amp]Leaving Effective Messages[/FONT]
    [FONT=&amp]Building Rapport[/FONT]
    [FONT=&amp]Negotiation[/FONT]
    [FONT=&amp]Generating Referrals[/FONT]
    [FONT=&amp]Database Management and LeadBase Strategy[/FONT]
    [FONT=&amp]Client Retention Strategy[/FONT]
    [FONT=&amp]Commitment Phrases[/FONT]
    [FONT=&amp]Contingent Agreements[/FONT]
    [FONT=&amp]Building Urgency[/FONT]
    [FONT=&amp]Getting Past the Gatekeeper[/FONT]
    [FONT=&amp]Worst Questions to Ask in Sales[/FONT]
    [FONT=&amp]Best Questions to Ask in Sales[/FONT]
    [FONT=&amp]How to GET the Appointment with the CEO 90% of the time.[/FONT]
    + More [FONT=&amp]Upon Request

    TOPICS WRITTEN ON IN THE THREAD INCLUDE THE FOLLOWING (Just look for my posts/replies)
    Unique Selling Propositions
    Getting Past the GateKeeper and to the Decision Maker
    Networking and Establishing Mutually Beneficial Relationships


    INTRODUCTION TO THE CONSULTATIVE SALES APPROACH:

    Find out where the prospect's business is today, and where they want it to be in the future. Once you know that, you simply need to frame your services in such a way that they will bridge the gap between that businesses' current state of affairs and the desired end goal.

    Take a conversational approach and be a "solutions provider." If you think like a consultant and not a sales agent you will see a dramatic difference. A sales agent simply tries to "sell." They typically take what I would consider a "transactional" approach. Meaning make the sale and move on.

    You need to take on the role of a "partner." Build a relationship and always speak from the perspective of how you can work "together" "with" them to help reach their goals. If you get objections, don't go into the old "but we offer this and this and this and it's so wonderful" speech. Instead, let them know that you are here to help.

    Your goal is to make sure they have a solid plan in place to reach goals xyz. Let them know that from what you've discussed it seems like your companies plan "A" will help them get to where they NEED to be. Ask them, "if not solution xyz, what other options do you have in place to help you obtain x?" What can I do to help?

    The consultative sales approach is the golden egg of the sales industry and will allow you to establish stronger relationships and get more referrals even from people who have never bought from you before.

    [/FONT]
    [FONT=&amp]Happy Hunting...um, I mean Selling : )[/FONT]

    [FONT=&amp]P.S. Here is a "Teaser" of the type of stuff I coach on. If BHW wants more I'll deliver....[/FONT]

    [FONT=&amp]
    INTRODUCTION TO A PHONE CALL/CONVERSATION:
    [/FONT]

    [FONT=&amp]1. INTRODUCTION:
    [/FONT]


    [FONT=&amp]A. Short and to the point:
    - State who you are/what company you are with[/FONT]
    [FONT=&amp]- Your purpose for calling (benefit statement should be powerful and persuasive) [/FONT]
    [FONT=&amp]B. Too long and they lose interest, too short and you seem hurried. [/FONT]
    [FONT=&amp]C. Too relaxed and you seem unprofessional.[/FONT]
    [FONT=&amp]D. Just think courteous tone, to the point, and how you can help (benefit statement)
    [/FONT]

    [FONT=&amp]Hopefully you've done your research and know what the prospect needs. Use this information to craft the most powerful benefit statement you can. Use industry news, market research and competition analysis to find out where the prospect is "hurting" and find out how to treat that pain with a solution you can offer.
    [/FONT]

    [FONT=&amp]Be conversational in your tone. Don't slap them with a cold hard sales pitch from the get go. It's like asking someone out on a date. They need to get to know you before they shack up with you.
    [/FONT]

    [FONT=&amp]Script Example:
    [/FONT]


    [FONT=&amp]"Hello John, my name is _________ I'm with Market Trend, Inc a small business consulting firm. We are providing a free ______ as part of our "national build the economy" outreach program and your business was selected based on feedback from the community.
    [/FONT]

    [FONT=&amp]I'd love to schedule a meeting to go over a competition analysis, any roadblocks or bottlenecks you may be facing with your business, etc. and see if we can't help you construct a growth plan to help you double your business inside of the next 12 months."

    HOPE YOU ALL ENJOYED MY INTRO TO SALES MASTERY!!!!!!

    P.S. If you WANT/NEED more simply hit thanks, rep or simply ask in the thread. Those are the only ways I'll know there is enough interest to put the time into it.
    [/FONT]
     
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    Last edited: Jun 15, 2012
  2. raticals75

    raticals75 Regular Member

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    Looks very interesting! Something different everyday in BHW!
     
  3. bigballin6161

    bigballin6161 Jr. VIP Jr. VIP Premium Member

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    I have always said sales is the keys to making cash, especially in IM. Everything I am doing right now comes back to knowing how to sell. Product creation and email marketing. If you dont have any sales skills with those your done. I may have some requests later on. Your lucky if you know this stuff inside out...you should be able to be very successful at IM. I know I am trying to learn some copywriting myself and it s hard or takes alot of experience!
     
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  4. Nuklearedm

    Nuklearedm Junior Member

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    Skimmed through it... Very interesting. Thanks.
     
  5. d4l1t0s

    d4l1t0s Power Member

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    Well , I guess most of us here want to make sale in the SEO consultancy type of business .
    So if you can provide us with the perfect script or the best manner to talk to the right person who makes decision when calling a potential client , it will be really appreciated .
    +REp and thanks Given
    Cheers
     
  6. kboxer7

    kboxer7 Jr. VIP Jr. VIP Premium Member

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    Thanks.

    You are absolutely correct. Marketing is just a way in which to get your sales proposition in front of your target audience...but if your sales proposition/pitch sucks then you can do all the marketing in the world and it won't matter....you'll still be broke : )

    Copywriting is INTENSE. Certainly one of the most difficult sales message delivery methods to master. Even the slightest changes in terminology, fonts, placements of words, etc. etc. etc. can have a dramatic impact on your conversions (positive or negative). It's an area I will NOT claim to be an expert in aside from the basics regarding that specific topic.

    Let me know if you have any requests. I was going to post a LONG post, but I think rather I'll just field FAQs and such.

    Regards,
     
  7. kboxer7

    kboxer7 Jr. VIP Jr. VIP Premium Member

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    Well, it's an area I'm good at. And I see a LOT of people, especially in the "Offline" section struggling to get leads and close deals. So I thought it would be a great way to give back.

    Take care and let me know if you have any interest in a topic or two.
     
  8. Wealthy Wisdom

    Wealthy Wisdom Power Member

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    suscribing, will read later!
     
  9. kboxer7

    kboxer7 Jr. VIP Jr. VIP Premium Member

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    I do have what I consider to be my golden script....I may just release that in a separate thread since it is intensive in terms of length and explanations.

    As for finding the right person to speak to, let's cover some basics:

    a. The decision maker for your prospective "targets" will vary depending on both the industry niche and the target company size. For example, a small business will most likely have all the decisions made by the owner. A larger establishment may have a chain of command, or a person specifically in charge of the marketing department.

    b. Even if you find the head of the department you are marketing a service to, do NOT assume they are the final decision maker. So before you get too invested in a conversation/demonstration with them be sure to ask if they have the final say or if anyone else needs to sign off on the deal when they are ready to make a decision (not if, but when).

    Strategy #1 For Reaching the BOSS of a Small-Midsized Company:

    a.) Be elusive: Ask for someone in charge of nothing (i.e. I'd like to speak with the head of morale regarding computer operations).
    *The more you ask for someone that no one can define, the better chance you have of speaking to a boss or a decision maker (because the gatekeeper, not being able to answer the question, will likely buzz the boss).

    Strategy #2 For Getting Around the GateKeeper and to the BOSS:

    a.) Include the gatekeeper so that they don't feel threatened.

    *"I have a list of half a dozen questions that I would like to ask you and Bill (or you and your boss). When would it be possible to set that meeting within the next few days?"

    *tell the gatekeeper person that you have info. that you consider crucial to the higher-level person, and that you want to deliver that info. personally.

    And GateKeeper Domination!!!!

    a.) Know the name of the decision maker before you call.
    b.) Have a response for, "What is this in reference to?"...."It's a business matter of a personal nature."
    c.) Be friendly and courteous
    d.) Ask for help or assistance (what the best time, when does he usually)
    e.) Be sincere and poliet
    f.) Don't try cheesy sales tactics....they've heard them all before
    g.) Send an e-mail greeting prior to making the phone call, and a phone call prior to showing up in person
    h.) Be original and unique. Think what will set you apart.
    i.) Be aware that bosses will often ask the gatekeepers what they thought of the sales person.
     
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  10. Alkanphel

    Alkanphel Junior Member

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    Good OP... Subscribed.

    Would Probably need a new thread but do you know about Sales through an eCommerce site? Increasing conversions etc?

    If so would be much appreciated if you could post that too. I'm sure there would be some peeps on here also interested in that.

    Thanks.
     
  11. kboxer7

    kboxer7 Jr. VIP Jr. VIP Premium Member

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    Thanks for the reply. Optimizing eCommerce type sites is not my specialty but I'll shoot out a few things to think about based on my original topic:

    a. What is your USP (unique sales proposition)?

    i.e. Why would I buy from your site than say a competitor?

    Maybe you offer the lowest prices (usually NEVER a good USP by the way)

    Maybe you have the best customer service, selection, customization options, free delivery, rewards program, etc.

    Once you have determined your USP, you need to find a way to clearly and boldly communicate that to your web viewers. Think above the fold, attractive logos/coloring, etc. Good PR can do any website good. Think about press releases and web 2.0s/blogs where you can post and rank actual consumer/customer feedback (it's one of the first things I look for if I'm buying from a site other than say Amazon. I want to know what others' experiences were with that site, good or bad).

    b. Onsite optimization, keyword optimization, etc.

    As a side note, any website I've ran that "sells" something has done exponentially better if I created a DEDICATED page or FORUM where customers could post reviews, questions, and their general experience. This also can give you a chance to interact with your visitors in real time, respond to questions and provide support in a way that is visual and publicly viewable (will help you build trust).

    Good Luck!

    Good Luck!
     
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    Last edited: Jun 15, 2012
  12. Neo240

    Neo240 Power Member

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    Superb man. DO some more posts too. I knew how to do them, but never had a practical example.
    This stuff helps a ton.
     
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  13. Alkanphel

    Alkanphel Junior Member

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    Thanks Mate Great post!


    I think I have a good USP's already and I list them on the site. but I always suck with the slogan Like What Fedex has for instance that communicates them :(

    Anyway I like the Forum idea, would probably be an industry first for mine as well. (in terms of Retailers).

    What are your thoughts about Testimonials on the site? Do they help?

    looking forward to more posts.

    thanks
     
  14. joemar14

    joemar14 Newbie

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    Id defiantly would like to see more
     
  15. abuhanifa

    abuhanifa Senior Member

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    will it read it later . Subscribed .
     
  16. shenda

    shenda Newbie

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    Subscribed. This thread is perfect, and I believe it is something every IMer needs to get their head around to increase sales.

    Can't wait for your installments!

    Thanks in advance.
     
  17. poweronics

    poweronics Jr. VIP Jr. VIP Premium Member

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    You are going along very perfectly. Thanks for it till now. Go ahead buddy.
    Thanks.
     
  18. Majin95

    Majin95 Regular Member

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    super informative, keep it up man.
     
  19. kboxer7

    kboxer7 Jr. VIP Jr. VIP Premium Member

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    No problem.

    Testimonials online are unique. Done right, they can dramatically boost conversions. Done wrong and your site looks like another WSO lol. Let's cover the basics from my experience regarding testimonials.

    Wrong Way:

    1. Do NOT have all 100% positive reviews on your product/site. This screams "I put these here so you'll trust me wink wink"

    2. Do NOT use those testimonial frame templates. You know, the ones that box in the testimonial in a frame or nice little graphical box, etc. They are cheesy, and hurt conversions. Fact is, the average internet consumer is getting smarter and they've seen these types of testimonials on the shadiest of sites pushing million dollar claims, etc.

    Right Way:

    1. Your testimonials need to appear as if they were user generated on your site (even if they were not). My highest converting sites had "consumer reports and reviews" sections that had a small submission box at the top.

    Admittedly I went "grey hat" in the beginning and scraped and re-wrote some testimonials from other sites, but after a while the content grew organically and those pages usually ended up being the second or third highest traffic producer for the site from all the long tail keywords people used when reviewing the products.

    2. If you want to moderate, I've found that a 70-75% mix of positive reviews, 15-20% mix of neutral reviews, and a 5-15% mix of negative reviews creates the perfect storm of appearing legitimate and increasing conversions.

    Hope that helps. Again, I'm not an onsite optimization guru by any means. But those key criteria above have resulted in positive results for me over time.

    Regards,
     
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  20. kboxer7

    kboxer7 Jr. VIP Jr. VIP Premium Member

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    Thanks. Any specific requests?

    I'd like to keep this thread a mix up of FAQs and responses. Might be best to do additional posts on topics that will warrant a large thread of their own....that said, please keep your eye out for more lengthy individual threads.

    I'll format the title of future threads as such for easy searching:

    Sales Mastery: "Sales Topic Will Go Here"

    Thanks again for the positive feedback!!!