Tweak my script

Gold Calling

Yes, and I asked you what you do differently and how.

We would respect it greatly if you would take the effort to explain, as we might benefit from understanding why you chose to include the idiom in this thread.

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Gold Calling

Yes, and I asked you what you do differently and how.

We would respect it greatly if you would take the effort to explain, as we might benefit from understanding why you chose to include the idiom in this thread.

Here is what I can share with you;

Those who teach the most professional ways to work the phone do include a heavy segment on qualification (and, of course, qualifying includes disqualifying). This is a most critical part of the process but immense research over 5 decades has proven that it works best after the attempt for the action plan.

Please, understand, my company began this research in the 1050's!

We have a principal in my firm (I am one of three) that has been on the phone for more than 50 years and still works daily. This man has tried it all. As have i.

The reality is, in some calls you end up with quite a lot of interplay with the prospect after the opening and without an appointment set yet. However, it is far better to tell them why you can help them first than to try and learn whether or not they are suitable to you. This is the easiest way to upset the prospect, we must be prospect orientated to be successful in a HIGH PROBABILITY of the time. And prospect orientated does not mean asking superfluous questions it means asking for the appointment in a way that is NOT unreasonable.

Of course, qualification begins before the call. It begins with the screening of lists. Finding out what vertical market suits your approach and working that market through, again for a HIGHER PROBABILITY of a good result. Then you know in advance if there is an opportunity in the majority of cases.

There is so much more I can provide on this topic that it would literally require a book to complete. In fact, it did. "The disappearing art of prospecting" is almost ready to release and it is co-written with myself by The Father of Telephone Prospecting. Perhaps the only man alive who can claim to have been B2B prospecting for more than 50 years.

These skills opened a 12.1 million dollar sale at Toyota. This was without a referance and in the 75th year of stomping on this planet by the man who did the work.

It is tough in forums. How can someone like me come across without seeming egotistical when I actually know the subject better than best selling authors do (in one case glaringly so). You see, the telephone as a tool in B2B sales is NOT taught any where online even close to correctly (there is one firm that has decent stuff). And that we can say after concluding the research of approximately 200 websites.

To teach it I would need you follow something like this; read a book that is 150+ pages. Then listen to a 90 minute audio, then have you repeat parts of the audio 3 to 4 times a week for about 60 days, all the while applying the skills. By the end of that process the nuisances and wisdom of what we do and why would then be known to you (any reader I mean).

Up until that point, portions might be rejected because a little bit of knowledge is a dangerous thing.

I am not a head trip or an ego freak. In fact I enjoy the status of fitting in well with other leaders. But on this subject, I am convinced, only one person in the world knows more, and he is my father. And I can tell you owners of businesses who have been approached by training companies telling them the best trainer in the world is coming to town. And that business owner stated; "That person is not the best trainer, I know the best trainer and his name is Peter Burke.

What Mitch does in this thread is not fair. And I have already been deleted for flamming on this topic but I will state my case. He refers to multi million dollar earners in MLM and suggests that they have the ability to understand what took decades of nothing but B2B approaches to master (and at the very highest level imaginable, like the Toyota sale). Yah ... ummm ... well, that is not possible.

MLMers cannot comprehend the nuisances of B2B sales with any degree of profound understanding. And I can attest to that, since I was in the MLM business as a company president! But I was a B2B trainer first (and I am a multi million dollar MLM earner too).

The two are unrelated.

I find it so upsetting in fact, that Mitch or anyone like him, would suggest that a multi million dollar MLM earner would know more about my profession, that I have actually tendered my resignation at this site as a Round Table Member and ASK THE EXPERT contributor. Further more I am only completing my contribution to this and one other thread before I stop contributing at the forum itself. That is the level of objectionable content in this thread - that anyone who has not mastered my profession can be allowed to water down serious help that I attempted to provide.

Jolly - if you think differently come on out and say so. But actually get into it. Don't state reasons only, give us your script. Lets disassemble and reassemble it, turn it over and over so that we may get others to see what and why I recommend doing things a certain way. Please realize, my book is not out, there is no way for anyone to buy from me so what I am doing here benefits me not one bit.

Mastering something does not mean you have done it for a decade. It takes a life time of dedication. And there just are not many here who are really at that level. Sadly, I will not be here either ... but that is as it may be. I would prefer to work with people who cannot get dissuaded by those who are less than professional in terms of being able to call themselves or act like trainers.

Jolly Roger

I thought my usage of the idiom was apparent but apparently not.
Different people do things in different ways that suit them. There is nothing more to it.

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Gold Calling

The idiom does not tie to what is different. What is it that you do differently. How do you do it. Allow us to understand.

Comments like this one leave us thinking - okay, you are saying it is different but HOW?

Foprums are a place where we can grow, if we will share.

Gold Calling

I have decided not to withdraw from putting my best foot forward in this forum. I only post this here because I noted ion this thread I was not going to contribute any longer. And my reasons I will have to keep to myself.

I will shed some light on the subject though - there is a tonne (English spelling) of bad info online. Poorly researched selling notions pervade ideas from New Age Selling schools and the consciousness of those on their way up thereby gets passed on through generations as a result. That is even happening in this forum and (dare I be bold enough to state that) I will have no part of it!

As for working the phone, there are so few real masters of this skill that it is nearly completely misunderstood. So many are bad at it that the good ones are night and day. And the limited advice one can get from a few lines of text in a forum is simply not enough to understand. Nonetheless, somewhat with futility, I try anyway. Get to understand these points;

(1) how POWER is not given up or given away by telephone prospecting when done with the highest professionalism adn real skill of interplay with prospects;

(2) how the prospect is approached on the phone in a classy way that is the very best suited for him/her needs and does reveal enough about qualification but puts the prospect's needs before our own as sales people (qualifying is a sales persons want, not the buyers want/need/desire);

(3) how a pro never sells to someone without clearly defined needs, that can in complicated sales NOT be completely known until a face-to-face meeting is conducted, and how those can be uncovered on the phone to the extent that warrants a meeting/appointment;

(4) how the highest probability of a successful conclusion in B2B selling - meaning the sale of a product or service to someone who needs and wants it - is generated most easily from a prospect that had no idea of the solution you plan to propose and was NOT looking, as in the case of dtclark's approach, that the want is revealed to the buyer during and after professional disclosure of all the applicable benefits, if I can call it that;

(5) how and why those who know they want to buy are checking out the competition and make worst prospects than #4 above;

(6) how a subtle salesperson does not offend a prospect, disarms their notion that sales people try to sell them something they don't need, partly through relationship building and partly through the professional process itself;

(7) that the perception that sales people cannot be trusted is that which was imparted on us, that values are such that we gain them 2nd hand, from our parents first, then from TV/friends/associates/spouse (who also got them 2nd hand!);

(8) that to be a great sales person you must be part accountant, part entrepreneur (to understand how they think), part psychologist, part visionary, part customer service genius, part English major and lastly a great actor.

Acting is the part least understood. You cannot act what you don't beleive. we do not become great actors to sell something that is not needed. We become great thespians to play our role in the performing art that is salespersonship, to insure that we DO NOT BLOW OUR PROSPECTS CHANCE TO BUY!

What an awesome responsibility you have. If they have a need and don't buy it is your fault. It was because you did not work to become good enough at wearing one or more of those hats, not because the prospect has an inherent distrust of sales people.

Selling schools that believe B2C notions apply in B2B selling that all encompassing statements like; the buyer is better informed today. This is simply not true, every case is different. In over 100 face to face selling situations this past fall not a single one of my prospects had done any research of what I offered online, not even one. Why?

Ask yourself if how you buy personally really applies to what happens in all buying situations in business. But if you are unaware of how to sell to someone who did not plan to buy then how can you comprehend this question. Your values are based on how you buy when you were motivated to buy before the sales person was contacted. And not the other way around.

What can you understand???

Yes, selling is the greatest profession in the world. Partly because sales people are not as respected as they should be and still feel fantastic about themselves. Prospects do not gain power from sales people's style of approach, sales people loose power because of lack of total belief that they are able to help.

I have researched at least three sales schools that have their notions completely backwards. They base their sales dogma on how they buy as a CONSUMER, with no real research on what happens in business - B2B sales.

I spoke yesterday to yet another person who believes the whole world is changing more and more rapidly. I cannot believe how backwards this approach is and ask one simple simultaneously deep and shallow question; How different are you?

"Oh, my goodness, very different. I check everything out online before I go to buy." Right, So what? What has that got to do with your need to be loved and nurtured, to protect your well being and your family? You mean to say that if you own a business and I call you on the phone with a very sharp idea of how you can better nurture or protect yourself/your family you will fell I was powerless, that I gave away my power because I did that on a phone? or that you will not listen because you did not look it up online first?

Does the phrase *** backwards sort of sum this up for you? It sure does for me. Wants, needs and desires are things that come from our core. Our foundation of beliefs. Some of us feel we have to look important and that a Jaguar and great suit do that, others feel it internally. So what?

The point is; if what you offer goes to the core of belief of the buyer then you will get an order. It is really that simple.

Solutions to problems that do not yet exist in the mind of the prospect are common, at least to really great sales approaches. Take a look in another thread of Outsource Sales, he found two charitable organizations with copier needs that could share a big duplicator and made a sale where other sales people would have given up because one board said "We cannot afford that" which was true. He created the desire to buy by putting two needs together and got a sale. He should change his nick here to OUTSTANDING SALES!

Want to be better in selling? Become a better person, then really learn this profession. Start by re-evaluating your notions of sales people. Rebuild yourself and along the way you will gain a belief that is infectious, that prospects believe too, then you will not give away power in any sales practice, on the phone or face to face.

Now clearly, this post, part rant, was motivated by a post that was deleted from this thread by the admin of this site. It jumps from a question about telephone prospecting to why sales as a profession in terms of various sales schools has gotten off track.

I make no apologies for doing this. I am a champion of the profession. And I can tell you that a group of sales people today on average are not as impressive as they were 35 to 40 years ago. If you feel yourself looking for the reason for failure outside of you, you are off track completely.

Best of luck.

Perez

I'm new here, but I don't believe in letting any grass grow under my feet. Read a few of your posts. Xerox training (B2B), right? I think someone else here had that background. I just want to point out that some of the "closes" you guys have touted are the same, word for word, as were used by encyclopedia salesmen. (B2C)

No offense, Sir, but I really do believe that the world is changing, and yes it does effect how we must sell. Since those 1950s you talk about, the various processes of distribution have undergone radical change. People are people, yes I agree, but major cultural and economic lines have been redrawn, and we can't live in the past and survive in this profession. You have your way to sell and others have theirs. Its a free country, and at least that hasn't changed.

Skip Anderson

Hi Perez,

What is your way of selling?

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Perez

Oh, my goodness, Sir, that is certainly a very general question and I am a very busy man, so please understand. I guess I sell perhaps like you, that is based on my beliefs. Some of my beliefs I put in my second paragraph above. I will try to post more when I have time, but my business and sales must come first. I hope you feel the same way even though it is nice to talk with other people in sales sometimes. Good luck to you always.

Skip Anderson

It looks to me like your second paragraph described your beliefs about how not to sell, but I didn't see any description whatsoever in how you think we should sell. Here's your second paragraph that you refer to:

You talk about radical change and redrawing of cultural/economic lines and that we can't live in the past and still survive in sales.

You state that "the world is changing" and "it does effect how we must sell."

So please share with the community: how "must" we sell? (sometimes it's easier to criticize another point-of-view than it is to offer a better alternative).

Jolly Roger

In your opinion Perez how have the radical changes in various processes and distribution affected how we must sell... specifically?