Entries from September 2007 ↓

Working with hundreds of salespeople I consistently see a major mistake made by almost all of them.

It’s a mistake that they don’t even know they are making but it’s costing them hundreds and maybe even thousands of dollars every month in commissions.

And that mistake is…

Not Using Any Testimonials!

Testimonials are amazingly powerful and take almost zero effort to use.

So why are testimonials so powerful? Well because instead of you boasting about your product or service you have a third party doing it. It’s like your prospect has a friend recommending you to them.

And that’s POWERFUL!

Let me show you what I mean. Here are a couple testimonials for the Cold Call Crusher training course:

“Before the Cold Call Crusher course I was absolutely broke and wasn’t making any sales. Cold calling was doing nothing but wearing me out and I was literally days from being fired or giving up. But after just 1 week of putting just a small portion of these techniques to use I now get more leads than I know what to do with and I’m making more sales than I thought possible. Thank you!” — Kalli T. - Financial Advisor

“The techniques found in the Cold Call Crusher course have attracted to me literally hundreds of leads and sales. If I never found out how to use a system like this one I don’t know how I would operate my business and make the kind of sales I do today. Cold calling definitely couldn’t have given me the results that I get with these techniques.”
B. Warrren, Massachusetts

“I ordered the cold call crusher course with some hesitation but since it was guaranteed I figured ‘what the heck I’ll give it a try.’ I am truly impressed with the course and I believe this information will put my business on the fast track.”
Randall Weekes – Utah

See what I mean? Real people are talking to my prospects about their experiences with the training course. If I would have tried to say the things they said nobody would take me very seriously. But when a third party says it to them, it is very powerful because they have nothing to gain by saying those things.

So can you see that testimonials are amazingly powerful?

You really do need to start using them in your selling. And I don’t care what you sell. You need them.

In fact I recommend making a testimonial book with a large collection of them to take on your sales appointments.

Just try it for a month and see how your sales improve.

But how do you get these testimonials?

It’s as easy as pie actually. In fact I have a system that gets me a testimonial from every person I sell my service to. And I sell a VERY expensive service so it’s important that I have them. The nice thing about my testimonial system is that I almost always get a referral too.

So that’s even better!

A testimonial AND a referral. And the nice thing is I don’t even have to ask them. I have it all automated.

So if you’re not using testimonials in every place you can, start! And you will immediately see huge results.

Till next time…
Tyler
http://www.coldcallcrusher.com/thesystem.html

P.S. If you want the system I use to automatically generate testimonials AND referrals for you, then go immediately to http://www.coldcallcrusher.com/thesystem.html and try out the course for only the price of shipping for a full 30 days!
Cold Calling

To really be effective and to make a lot of sales there is something you MUST have before you do anything else.

You need this one thing before you start selling, and if you start selling before you have it, you are DEAD in the water.

And that one thing is…

PERMISSION!

That’s right. You need permission first in order to be able to sell to your prospects.

That doesn’t mean you simply ask them “may I sell to you?” That would be ridiculous. But it would probably be more productive than cold calling.

In fact that’s a big reason why a lot of cold calling doesn’t work. You don’t have permission! You are a stranger.

So how do you get permission?

Well, if you have prospects COMING TO YOU then they have already given you permission. In fact they are BEGGING for you to sell to them! So do so without haste.

But to get even more permission from your prospects whether they come to you or not, you should ask a question like this:

“If I could show you how to __________ would you be interested in learning more about it?”

Or if you want to be a little more assumptive you could ask…

“If I could show you how to __________ you would be interested in learning more about it, isn’t that right?”

The prospect who responds positively to these statements gives you full permission to sell to them.

After you do that the rest is pretty simple.

Now all you have to do is fulfill your promise of “if I could show you how to ______” and then show them that you have done so, and then ask for the order. BINGO, a sale is made.

This technique is very powerful because it sets the stage upfront and they are agreeing to listen to you. They have given permission for you to sell to them.

Here’s a real life example:

“If I could show you how to stop cold calling forever while increasing your sales to a level you never thought possible, you would be interested in learning more about it, wouldn’t you?”

See? Easy.

So remember, get permission to sell before you actually start selling.

Until next time…
Tyler
Cold Calling Solution: Cold Call Crusher Training Course

P.S. If you would actually like to stop cold calling while increasing your sales to a level you never thought possible then all you have to do is visit http://www.coldcallcrusher.com/thesystem.html right now to get the Cold Call Crusher training course for just the shipping costs for a full 30 days! This won’t be around for long so go there now: http://www.coldcallcrusher.com/thesystem.html

Want to sell more than you thought possible without working harder? Well then you must learn how to find out what is valuable to your prospects.

It’s a fact that nobody has ever sold anything (ethically) without creating value to the buyer.

Value, the way I see it, is a desirable benefit that the buyer gains by buying your product or service.

However, one thing you have to realize about value is that it is subjective. Meaning that one thing you find valuable, another person may not. So, it’s of *utmost* importance to find out what your prospects find valuable in order to sell them what you have.

How Do You Find What They Value?

The answer: Questions!

Pretty basic so far I know, but if you’ve been in sales for long you know that good questions will help you sell like crazy.

But not just any old questions. In order find your prospect’s values you need to ask value-based questions.

Example of value-based question selling:

You: “So John, why have you come to see me today?”
Prospect: “Well, I’m thinking about refinancing my home”
You: “I see. Well, that’s a very good reason to be here because that’s what we do. So what prompted you to want to refinance your home right now?”
Prospect: “Well, I think my credit has improved quite a bit since I bought my home and I’d like to get rid of this variable rate loan I have now.”
You: “Oh ok. And what about your current loan don’t you like?”
Prospect: “I heard interest rates may be going higher soon and I don’t like not knowing what my interest rate will be in the future.”
You: “Yeah, I can understand that John. So, what specifically do you dislike about not knowing what your interest rate will be?”
Prospect: “Well I’d like to start planning for the future more. My daughter will need to go to college someday and I’d like to know how much I can start saving every month to pay for her tuition. And with a variable rate loan I’m not sure what I’ll even be paying next month.”
You: “So you would like to lock in your interest rate so you can plan for the future and start putting money aside for your daughter’s tuition?”
Prospect: “Yes, exactly.”
You: “Well great, let’s see what we can do.”

Notice you could have stopped after hearing John say he wanted to get rid of his variable rate loan. But that would have been weak!

We need to get to our prospects CORE VALUES. We are trying to find their hidden motives behind their buying decisions.

After we probed a little further we found out that John wanted to start saving money for his daughter’s tuition.

Can anybody say HOT BUTTON?!

Once we find out this core value, and if we have a product or service that matches it, the sale is almost a complete lay-down because we know exactly how to sell them what THEY want.

We can now communicate effectively what we can do for them because we know now what they really want.

In the example above I would have probed a little further and more thoroughly but you get the idea.

Find their core value and you’re almost there. It makes selling a breeze.

One more thing. Notice our first question to John, “Why have you come to see me today?”

We have a prospect coming to see us. I’ll say it one more time: We have a prospect coming to see us!

With cold calling we aren’t able to find out the core values of our prospects as easily. Why? Well because how are you going to start asking those types of questions? Your prospect doesn’t know who you are, what your selling, and isn’t thinking about it right now. You probably interrupted him and he’s just thinking about how to get rid of you.

So my expert advice to deal with this: STOP COLD CALLING!

It really is that simple. Just stop cold calling.

There isn’t a profession, product, or service that exists today that has to be sold by cold calling. None, zip, zilch, zero.

You just need a system to replace your cold calling.

Once you have a system in place you will have prospects coming to you and you will be able to easily sell to them. In fact it won’t even feel like selling anymore. You just fill out the order form!

Just imagine what that would be like. Prospects calling you. Prospects hunting YOU down asking about what you’re selling.

It’s not hard. Well I should say it’s not hard if you have a system.

So if you want to start selling more with core values, and get prospects to chase you, then go get the Cold Call Crusher training course right now by going here: http://www.coldcallcrusher.com/thesystem.html

You can even try out the course for free for 30 days! You heard correctly, just pay the shipping and try it out for 30 days. If you aren’t completely blown away with your results then just return it and you won’t be charged anything further. You also get a 120 day guarantee so you can study and implement everything in this course and still return it if you haven’t completely smashed all sales records.

But let me tell you, you won’t want to return it because this course works. And works like crazy!

So go here now to get the course so you can start selling the way you know you can: http://www.coldcallcrusher.com/thesystem.html

Until next time…
Tyler
http://www.coldcallcrusher.com/thesystem.html

P.S. The first limited time bonus is SOLD OUT! However there is a NEW limited time bonus so go check it out and get the course today before it’s sold out too. Hurry! http://www.coldcallcrusher.com/thesystem.html

A Cold calling mistake that is very common is knowing too much about your products and not enough about your customers.

As salespeople we try to be the most knowledgeable about what we are trying to sell, which can be good, but then we often neglect learning about who we are selling to.

Ask yourself these types of questions before you start selling: Who are my best customers? Why did they buy from me? What is their annual income? What are their hobbies?

Find out as much about your customers and what makes them tick before you ever try to sell something to them. How could you ever be effective at selling a product to somebody without knowing anything about the person you’re selling too?

Doing this first important step will skyrocket your sales. You will know what your customers are like and what they need and want. Once you do that you will know exactly what types of questions to ask them so they can start to sell themselves.

Do you need ideas about how to extract more information from your customers to get to know them better? Well that’s easy. Just survey your current top customers and they will reveal to you exactly why they bought, how you should sell to future customers, and you may even get referrals for new business. What could be better?

Another benefit about knowing who you are selling to and what they want and need is that you can now be a “consultative” salesperson. You are there to solve their problems and to help them instead of a pesky salesperson trying to peddle your goods and services. You always want to sell from a place of a consultant and not a salesperson. Because the best salespeople don’t ever appear as salespeople.

Do you want a plan and pre-written templates for client surveys and other material to attract all the customers you could ever want? Then go to http://www.coldcallcrusher.com right now to get a free peek at the Cold Call Crusher training course.

In sales we all have down days. Days when we just don’t have anything go right.

I’m sure you’ve been there.

Sales that you thought were a “sure thing” fall through, that hot prospect doesn’t call you back, and your sales manager is on your case again to increase your numbers.

It’s not easy to be in sales.

And I’ve been there. I remember a lot of my down days.

I’ve had many days where I would swear I was going to quit and go find another line of work. Maybe find a job that paid me an hourly wage where I didn’t have to work as hard being on straight commission.

I’ve had days where I would work 10 hours and not make a single dollar because I didn’t make a sale. After days like that I thought there was no way I was going to show up to work in the morning.

I’ve had days were I got so much rejection during my cold calls that I would wonder if it was even POSSIBLE to make a prospect interested in what I had to offer. Just finding someone who was remotely interested would have made my day sometimes.

I’ve had days, weeks and months where everything was against me and I wanted to quit. I wanted to just walk out the door and never come back.

But I Never Did

Luckily during those dark days I had support from others who had been there too. The support was found in the many sales books that I would read to get me through the tough times.

I read lots of books from sales superstars who had all accomplished more than I could imagine. And do you know what their number one piece of advice was?

Never Give Up!

And I’m so glad I didn’t.

If had given up I know I wouldn’t have achieved the level of success that I enjoy today. I’d probably still be bouncing from one job to the next trying to find a way to make it work.

So the first secret to success in sales is to never quit!

But there is one more thing I’d like to add to the “never quit” mantra that you should have…

Try Something New

That’s the second and very important secret to success in sales.

If you’re not constantly trying new things in your selling then how do you ever expect to get ahead?

Once I realized that I had to do something different the whole world opened up to me.

The old way of doing things wasn’t working for me so I found a new way.

And thank goodness. Cold calling was eating away at my soul. I was about to break.

So let me ask you; are you using these two success secrets?

Do you quit to early, or are you afraid to try something new?

If so let me remind you; don’t quit, and try something new. That’s what helped me reach the level of success that eluded me for so long.

The never quit should be a no-brainer but what about the “try something new” approach?

What should you be trying that’s “new”?

Anything new; a new book, a new approach to your selling, a new training course, a new routine to start your day. Try anything and see what happens. These small little steps and new things we try will yield huge results in the future.

But you never know until you try them.

So get out there and try something new…and never quit.

Until next time…
Tyler Wilson

P.S. If you want something new that is guaranteed and has been tested by hundreds of other salespeople to increase sales and completely stop cold calling, than hurry and order the Cold Call Crusher course today. You pay nothing but the shipping for a full 30 days and you also have a 120 day 100% money back return policy. You can’t go wrong with that. So click here now: http://www.coldcallcrusher.com/thesystem.html and once you get there then click the “order” button to rush your copy of the training course to your door!
http://www.coldcallcrusher.com/thesystem.html