"You Gotta Open 'Em Up Before You Can Close 'Em."

Quote:

Originally Posted by Wonderboy

So much focus on the closing (check the books at the bookstore that have close or closing as part of their titles). Yet I've found after much study, that what you do near the start of a presentation will dramatically alter your closing rate, in general (I may be a bit boring at this point - I have developed to the point of exceeding quota at a cable company by over ten times). This is similar to print advertising where a headline that starts off an ad can have tremendous impact upon sales (so time is a factor for both presentations and advertising).

It's also worth noting I learned to let all my customers close themselves out (sometimes you can hear them debate with themselves on the merits of buying).

Wonderboy, can you give an example of how you get them to "open up"? I assume you're selling in folk's homes, it being cable?

Quote:

Originally Posted by klozer

Wonderboy, can you give an example of how you get them to "open up"? I assume you're selling in folk's homes, it being cable?

Sorry I can't say as it's a system I've developed on my own for which I want to credit, but I can't even post it on here to claim credit because my post can always be deleted or the website go out of business.

(incidentally I was selling in "folk's home" through the telephone as I was a customer service representative).

Wonderboy,

I've been reading your posts, on your system, here on this forum and another for quite a while... 1 yr? 2 yrs??

What's shakin' man? when does this system of yours hit the airwaves?

06:47 AM

Wonderboy, I've been in sales for over 30 years and through that period I've heard of techniques, tricks, approaches but never a "system".

At Xerox, when the "mojo wasn't working", we used to do informal role-plays to uncover the missing piece (of the technique which had been working). Frequently, we'd do 2-man calls to keep the momentum high. We used to share what made us winners by standing in front of the team presenting our evolving technique(s).

"System" implies that this technique works on virtually every call. In every industry? It also assumes that the decision-maker plays a insignificant role. There was a character at Xerox who used to sell grave sites. The key to his phenomenal success (his "system") was to sell the sites to families who could NOT afford the purchase: he could re-sell the same sites over and over ... quite the "system"!

I seem to recall this "system" of yours in another post. It struck me at the time that you're missing something when you say, "Sorry I can't say as it's a system I've developed on my own for which I want to credit, but I can't even post it on here to claim credit because my post can always be deleted or the website go out of business."

IF you truly have a "system", quit whatever you're doing and launch a consulting/training business. Go away and make your fortune, then, come back on the forum and enlighten us. BUT, please, no more titillating us with the magic of "what could be (with your system) ...".

Here's some advice from the grey hair: when you refuse to share, you'll lose touch with yourself.

Good luck & Good selling!
Pat

OUTSource and bluenote:

Since I can't patent the system, the next best thing is to copyright it so I can get some credit.

"It also assumes that the decision-maker plays a insignificant role."
Au contraire, it assumes that the decisionmaker ALWAYS has a major role which I've seen violated by others on this website (in fact it works by helping the decision-making process).

Here's what I'll say for now about it:

(1) Easier than arithmetic
(2) Three-step process
(3) Recognizes no special product nor service - they all can be sold effectively
(4) Accommodates any selling style
(5) It always works (but its effects can be sabotaged or masked,
i.e. mismanagement).

As a test as to how easy it can be, a seller just needs to recognize what he or she is actually selling. For example:

(1) Say you're working as an appointment setter. What are you selling?

(2) Say you're working in a restaurant waiting tables and making a
living off of tips. What are you selling?

Once you determine what you're selling, you just apply my three-step system.

So is it the "one-size-fits-all" approach? Depends on your viewpoint (seller or consumer?).

Wonderboy, I'm not sure why you post this sort of stuff as it has no apparent relevance. You're studiously avoiding providing any insight so that we cannot assist you with the "system".

Why bother ...

On the topic of copyrighting, good luck. If you're going to quit what you're doing, launch a training or consulting initiative (based on the "system"), that's a different story.

Good luck & Good selling!
Pat

Quote:

Originally Posted by Wonderboy

OUTSource and bluenote:

Since I can't patent the system, the next best thing is to copyright it so I can get some credit.

"It also assumes that the decision-maker plays a insignificant role."
Au contraire, it assumes that the decisionmaker ALWAYS has a major role which I've seen violated by others on this website (in fact it works by helping the decision-making process).

Here's what I'll say for now about it:

(1) Easier than arithmetic
(2) Three-step process
(3) Recognizes no special product nor service - they all can be sold effectively
(4) Accommodates any selling style
(5) It always works (but its effects can be sabotaged or masked,
i.e. mismanagement).

As a test as to how easy it can be, a seller just needs to recognize what he or she is actually selling. For example:

(1) Say you're working as an appointment setter. What are you selling?

(2) Say you're working in a restaurant waiting tables and making a
living off of tips. What are you selling?

Once you determine what you're selling, you just apply my three-step system.

So is it the "one-size-fits-all" approach? Depends on your viewpoint (seller or consumer?).

I have to say, Wonderboy, that these veiled descriptions of your "system" aren't terribly helpful to the community IMO. I would suggest that if you have something to share, you share it so we can all learn from it and discuss it. If you're not ready to share it, then the rest of the community doesn't need to hear how great your system is, or that there are three steps in your system, or that it's easier than arithmetic.

Assuming that you've written your system down, it's already copyrighted. That's all that's required to be copywritten.

Quote:

Originally Posted by bluenote

Wonderboy,

I've been reading your posts, on your system, here on this forum and another for quite a while... 1 yr? 2 yrs??

What's shakin' man? when does this system of yours hit the airwaves?

Bluenote,

I'm doing testing in a field I haven't touched before, the restaurant business through a person who's doing waitressing. I'm awaiting results (i.e. numbers) before I do anything else.

Based on past history over the course of about eight years, I can say this system has performed wonders for me personally and for others who I taught.

Stay tuned.

	#13
bluenote	Wonderboy, I've been reading your posts, on your system, here on this forum and another for quite a while... 1 yr? 2 yrs?? What's shakin' man? when does this system of yours hit the airwaves?

	#14
OUTSource Sales "Top Sales Expert"	System? Wonderboy, I've been in sales for over 30 years and through that period I've heard of techniques, tricks, approaches but never a "system". At Xerox, when the "mojo wasn't working", we used to do informal role-plays to uncover the missing piece (of the technique which had been working). Frequently, we'd do 2-man calls to keep the momentum high. We used to share what made us winners by standing in front of the team presenting our evolving technique(s). "System" implies that this technique works on virtually every call. In every industry? It also assumes that the decision-maker plays a insignificant role. There was a character at Xerox who used to sell grave sites. The key to his phenomenal success (his "system") was to sell the sites to families who could NOT afford the purchase: he could re-sell the same sites over and over ... quite the "system"! I seem to recall this "system" of yours in another post. It struck me at the time that you're missing something when you say, "Sorry I can't say as it's a system I've developed on my own for which I want to credit, but I can't even post it on here to claim credit because my post can always be deleted or the website go out of business." IF you truly have a "system", quit whatever you're doing and launch a consulting/training business. Go away and make your fortune, then, come back on the forum and enlighten us. BUT, please, no more titillating us with the magic of "what could be (with your system) ...". Here's some advice from the grey hair: when you refuse to share, you'll lose touch with yourself. Good luck & Good selling! Pat __________________ OUTSource Sales Consulting Visit us: www.OUTSource-sales.net Last edited by OUTSource Sales : 02-04-2008 at 06:47 AM.

	#15
Wonderboy	Reply OUTSource and bluenote: Since I can't patent the system, the next best thing is to copyright it so I can get some credit. "It also assumes that the decision-maker plays a insignificant role." Au contraire, it assumes that the decisionmaker ALWAYS has a major role which I've seen violated by others on this website (in fact it works by helping the decision-making process). Here's what I'll say for now about it: (1) Easier than arithmetic (2) Three-step process (3) Recognizes no special product nor service - they all can be sold effectively (4) Accommodates any selling style (5) It always works (but its effects can be sabotaged or masked, i.e. mismanagement). As a test as to how easy it can be, a seller just needs to recognize what he or she is actually selling. For example: (1) Say you're working as an appointment setter. What are you selling? (2) Say you're working in a restaurant waiting tables and making a living off of tips. What are you selling? Once you determine what you're selling, you just apply my three-step system. So is it the "one-size-fits-all" approach? Depends on your viewpoint (seller or consumer?).

	#16
OUTSource Sales "Top Sales Expert"	Snake Oil? Wonderboy, I'm not sure why you post this sort of stuff as it has no apparent relevance. You're studiously avoiding providing any insight so that we cannot assist you with the "system". Why bother ... On the topic of copyrighting, good luck. If you're going to quit what you're doing, launch a training or consulting initiative (based on the "system"), that's a different story. Good luck & Good selling! Pat

"You Gotta Open 'Em Up Before You Can Close 'Em."

Closing the Sale