“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

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

“The 3 Step Selling Process of a 1 Hour Phone Call”

So you have the customer on the phone. Now, how do you sell to them? Follow this format to help you earn the most money and please your customer at the same time.

3 Step selling process for a one hour call:
Step #1: First 15-20 minutes – During this time you have the customer tell you what their problem or situation is. Tell them that you have two goals for the phone call: 1) you want to learn more about them and help them out with strategies and 2) you want to show how you can help them.

So let them tell you what they are looking for. Have them explain where they are at. Give them free reign to tell you anything and everything. You can use this information as ammunition later on in the call when you sell to them.

Following is an example of the first step in action. The client is in the Internet Marketing industry:
Ask why do you want an online business? Then have them tell you everything they think about this question. Note their answers. Figure out what they really want at the core. For example, they may have trouble getting what they want out of life because they can’t accomplish their goals.

************
Step #2 of the call is to explain an ideal situation or ideal solution.
For example, with regard to your goal setting this is how it “should” work…..
Explain it to them. You want them to understand how it is supposed to work and if they can get it to work this way then they will achieve whatever goal it is that they want to achieve. Ask them if they understand how an ideal works. If you’ve done a good job of explaining it then they will say “yes”. Then you show how you can help with to achieve the ideal which leads to step #3.

Step #3 of the call is to offer a solution. Your solution is the explanation manifested. This means that you show how the reasons they listed in step #1 could be solved by using your product and service.

Tip: You need to be interactive during the whole call. Don’t just talk at them. They will sell themselves more often than not if you let them talk, answer questions, and ask questions.

Tip: It’s logical to proceed forward, but humans are not logical, they are emotional.

You should also know the “CAB” Principle:
“Cut, agitate, and Bend”
Cut: Find out what bothers them.
Agitate: Let them see that there is a better way and how much better their life could be. Make them feel like their problems are much deeper than they realize.
Bend: Bend them in your direction and show them that your product or service could help them become closer to the ideal situation.

Tip: People don’t like to be sold. People like to make decisions themselves. People love to sit on the fence. So sometimes you have to push them off the fence in your direction.

Tip: These tips apply to any product or service that’s why we can refer to products as widgets.

KEYWORD LIST:
Sales call
One hour phone consultation
Internet marketing
Customer
Cab principle
Sell
Selling

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

“The Purpose of a Free Phone Consultation”

Let’s look at selling. Let’s say that you’ve created your sales letter page for your free CD offer. How should you sell your products besides using the sales letter page? The answer is that you get on the phone and talk with the customer. Wait, you think, that means I have to cold call? No, you are not cold calling because you are going to speak with customers that have already purchased something from you or that have spent shipping and handling to obtain one of your free CDs. Therefore, these leads already know about you and are not considered cold calls of people that you find out of the phone book.

Why not use cold calling? Cold calling doesn’t work very well because many people are skeptical when you call them out of the blue and they know nothing about you. Plus, your customers are pre-qualified leads and a pre-qualified lead is 100 times better than a nonqualified/cold call lead.

Tip: The more you’ve done to pre-qualify the lead, the easier it is to sell to them. If they have heard about you or your information before you give them your sales pitch on the phone then it is easier to achieve a sale.

So how can I pre-qualify a lead? Offer a free phone consultation when you sell the free CD. The CD is like the pre-qualification process.

In the free consultation you have two goals:
1. Make the sale. This consultation is great for high ticket items that are over $1,000.
2. Help them by providing valuable information about what you sell or are doing. For example, if your CD is about goal setting then help them out with goals.

What if they don’t want to buy during the call? What should I ask them? If they don’t want to buy then ask them if the call was at least worth their time. 99% of the time they say “yes” because you gave them pertinent information that helped them out. You’re not just selling too them, but giving them great information as well.

Whatever you sell, your product or service is considered a “widget” that is going to solve some want or need that the customer has. So you can apply this process to whatever you sell.

This is about the pain-pleasure principle. Everything we do is to either seek pleasure or avoid pain. You have to give examples of how your product will get them out their pain and into pleasure. That’s all you have to explain to them, not even the details.

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