“An Example of a Sales Call”

You know that getting your customer on the phone can lead to selling bigger ticket items. But what do you say when you have them on the phone? Following is an example phone call to give you an idea of how you can apply it to your sales calls.

The phone calls are usually 1 to 1 hour 30 minutes. People will tell you that they only have “X” minutes like 20 to 30 minutes. If you are generally interested in solving their problem then time doesn’t matter. If you really engage them and sell great information then time is not an issue. So don’t tell them it’s going to be an hour right away or they become defensive.

Example: How to sell a SEO home study course.

Sales Person: So you’ve got a website. What is the reason you want to have this phone call with me today?

Customer Answer: I’ve put a lot of money into the website.

Sales Person: So you think SEO will help right?

Customer Answer: Yes, because then I’ll drive up my placement in search engines.

Sales Person: You want to get traffic to your website to sell more stuff? This will make you more money? Why else do you want it?

Customer Answer: To make money for my family.

Sales Person: So tell me about your family…

Customer Answer: I make about $3,000 per month.

Sales Person: How much per month do you want to make? Be specific.

Customer Answer: $10 - $20,000 per month in 5 months.

Sales Person: What would this new money allow in your life?

Customer Answer: My family could go on vacation. I’d have financial freedom.

Sales Person: So you see SEO as helping you achieve this money? What do you know about SEO?

Customer Answer: (Let them explain what they know about SEO.)

Now it’s time for the sales person to paint a pretty picture about how SEO is supposed to work. Give an ideal situation about being the #1 placement on Google. This would lead to more sales which lead to more money which leads to financial freedom and a happy family.

Sales Person: So how do you think you achieve this in SEO?

Customer Answer: I don’t know.

The sales person then explains how their SEO home study course can help customer achieve the ideal situation.

Customer: I’m ready to buy!

Warmest regards,

Matt Bacak

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“How to Determine the Fear of your Customers”

You know the power and importance of knowing the fear that plagues your customers. But do you know how to determine this fear? Should you just guess? Should you use your own fears as a guideline? No. Guessing and using your own fears will not adequately serve your customers and in fact could hurt your bottom line.

So how should I figure out the fear of my customers? Should I just ask them? Wouldn’t that be the easiest and most direct way to find out this information? No. Common sense says that people will be open and tell you exactly what ails them. Unfortunately, people probably won’t tell you their real fears for a variety of reasons. They may be embarrassed and not want to admit their fears. For example, they may be embarrassed by their weight and not want to admit that they fear they will die soon from being overweight. Plus, some people are simply shy and/or don’t feel comfortable discussing problems with anyone, but their family.

Another reason you probably won’t be able to determine their true fears is because people don’t always know their fears. This means that some of their fears are on the unconscious level, so they have no idea that they fear something.

So instead of asking people to name their fears, you should present the following five questions:

1.) What is your biggest challenge with (insert topics such as “business”, “diet”, etc. It depends on your product, services, and customers.)

2.) How come the answer to question #1 is your biggest challenge?

3.) What is the worst thing that could happen if you don’t meet that challenge?

4.) If that (your answer from question #3) were to happen, what could that end up costing you? (Make sure to get a number for an answer.)

5.) What would it be worth to you to make sure that (answers to question #3 and question #4) doesn’t happen?

Here’s an example of answers:
The problem was that an individual had trouble following through. He felt like his daughter required too much of his time. The worst thing that could happen was that he would miss out on sales. It would end up costing him millions of dollars in losses. It would be worth millions of dollars to overcome this challenge.

So as a business you can create a product or service that helps this individual learn how to follow through so he can earn millions of dollars. This is a simple example, but demonstrates how to determine the fear of your customers.

Warmest regards,

Matt Bacak

P.S. If you haven't signed up for my
Powerful Promoting Tips yet, then you
are really missing out, go here:

http://www.promotingtips.com

P.P.S. Do you want to be updated on the new things I'm doing
to market my companies? Then you need to grab a copy of my
`Internet Marketing Dirt'. It's now better than ever before!

Go here and get a copy: www.internetmarketingdirt.com