Tweak my script

Excellent Perez, love to see you taking a risk with your comments. Now please back up your statement with actual examples.

By the way, XEROX PSS did not teach closing techniques in terms of anything other than restating the accepted benefits and asking for the business in a very generic way. Advanced closing was not a part of that basic skills course, nor was there any learning about prospecting, my favorite subject.

We are all busy. So, that cannot be the reason why you didn't give us examples, as we manage to commit the 1/2 a day 4 days a week on average to get that accomplished and feel that if you wanted to, you would as well. Be daring, come on, none of us bite.

Closing is a fascinating topic, one that few really get. Since the first recording of J. Douglas Edwards throughout the nearly 50 years since what has not changed is sales people know 2 closes on average and only one regularly. Edwards suggested that you needed to know approximately 10 to max-out your potential.

Yes, the world has changed. The words you would use today are slightly different. However, you still need to deal with "I want to think it over", "I have to talk to my partner",. "I have to talk with my wife" as well as attitudes. How do you manage it when these things come up? Do you risk waiting? or do you go for it?

Skepticism, Indifference and Objection as well as Acceptance, these attitudes are identical today as they were not only 50 years ago but 2,000 years ago. You can say people know more (which applies in general to consumer purchases) but does that mean they don't feel? And feelings are what causes ATTITUDES.

Closing is not a different skill in B2C. Prospecting is (or can be), which is what this thread was about. Perhaps there is a little confusion here because I got off track.

Okay, you read something I wrote in a thread about closing. And you stated that the closes were the same as what is used for working with a consumer in a professional sale, ding - ding - ding. Absolutely bang on man. Why is that?

Because people are just people. And every person has slightly different values but they all feel the same emotions. To reinforce this comment - do you think the world changing will affect depression? Will that state-of-mind no longer exist? In fact, it is very likely that as we move farther away from living simply that there will be more of it but that is not my point. What I am saying is; emotions and reactions to people have not changed nor will they ever change. we are simply human beings and no matter how much knowledge exists on the world wide web there is only so much time in a day and we only have some much range of emotion. Plus we all gain our values the same way (mostly 2nd hand), how are we as people really changing?

Again, prospecting varies greatly in B2B from B2C. Many years ago I went door to door for my own business, selling Door Viewers that I installed on the spot. Banging on a house is a lot different than walking into a reception of a business, would you not agree? And for certain calling the president of a business is far different than talking to a home owner who is a truck driver or service technician or computer programmer.

New Age school say - people know more. Really? How do you figure? The read less so why do they know more???

Okay, so we have the Internet. So information moves more quickly - heck I had designed and own outright a full blown contact manager system that is designed to receive and move information faster and to customize it. In other words; I love technology and use it to the max but I don't beleive that makes us as individuals any different than we were 10 years ago or 2,000 ... except we live more frantically.

Love this subject, I really do. I have spent my career studying it in great depth.

Let's hit back on Xerox of a moment. They sold PSS (professional Selling Systems), it originally was a wholly owned subsidiary, called Xerox Learning Systems, then became International Learning Systems. After getting rid of that piece of the puzzle, in their corporate wisdom, they bought into SPIN. That was the 1980's training model. Then they wen to Buyer Focused Selling and now they are on Client Centered Selling, a consultative approach. They also have used Target Account Selling (TAS).

Like you Perez, Xerox thought they had to adapt. Now, what do you want to bet that was in reaction to their other corporate policies, the ones that lost them worldwide domination in the copier market, rather than in how people have changed?

Using the common corporate strategy of VALUE ADDED SELLING (in the 90's and early 200o's) or the CONSULTATIVE approach, did these things change us, the business buyer?

If you beleive that sales schools do not change people, that people are just people, and if you also accept what psychologists have been telling us for decades, that the range of emotions we feel are pretty close for all of us & that they have not altered worth noting in recorded history, what is to blame for the reaction of sales trainers???

A study that says people know more? So what? They still feel the same (and I am not conceding that all people know more but even if they did how would that affect B2B sales?)!

Here is one for you to ponder; what is at the core of a general distrust of sales people? Personal expereince? Umm, sorry, that is not the case. The root of this evil begins else where.

Here is a real life story, one from this month; my mother-in-law was buying a computer and we decided we did not like a certain retail business supply chain. She said "You know why Steve?" To which I do what I always do, I used an open probe; "well, I might have a notion, but what do you think?" In order to let her tell me what was on her mind. She said "because they are on commission there, that is why they are not as friendly!"

Hmmm. I can tell you what I think. I beleive that the corporate philosophy of this chain needs a visit from Skip. The reason why they treat people the way they do is not commission. It is lack of understanding and training is at the root of that. And the decision not to train is one made by the top execs in this HUGE publicly traded corporation. And that is why staff turn around is ridiculously high and why we, as consumers are starting not to like them. Maybe they will react slowly to this too and end up losing their position at the top of their market segment!

Here we go, I can say that I personally know a sales person who can sell rings around everyone on this website. And he is 78.

If things have changed why is he the top New Business Generator at not one but two worldwide companies? And I mean top globally - for both -simultaneously.

Because he worked harder on himself. Because he worked harder at mastering the skills we need to do well. And because he just works harder period.

General statements of the world is changing, you better change with it bely that people react exactly the same as they always did to professional approaches - not to amateurs but to pros. Well, hold on, no, they react the same to amateurs too - badly!

if you want to tell me that we have to adapt tell me how. Be specific. If you can't then I would challenge you to realize that your all encompassing statement has little merit. Perhaps you need some evidence to back it up.

I recently listened to about an hour of a taped teleconference call that went on and on about changes. The facilitator asked questions of the sales people taking this course and they answered. And he used those answers to support his points. Some of the people there laughed as he supported the fact that sales people are not perceived well. And this supported the overall theme that the world is changing.

Did you ever watch the movie Glengarry Glen Ross? It was a play written by world renowned David Mamet. This peice of literature won the Pulitzer Prize for Drama in 1984, about the highest award there is. It was above Tin Salesmen, either in the 60's or the 50's ... just watch that movie or read the play and you will see that sales people are perceived in general about exactly the same way today as they were when this notions occurred to Mamet. Nothing has changed in the way we treat each other or in core values, certainly not in emotions.

So, what of this New Age teleconference training? Since sales people have not been trusted since Snake Oil Salesmen and all the way back to biblical carpet sales mane and biblical town square markets, then what? Could it be that these trainers prey on the weak minded and uneducated, in other words are they deceivers (much like the Snake Oil Sales people)? Or are they the other kind of purveyors of information, the ones far more dangerous because there is not way to read that they are deceiving you, the deceived?

Come on, this is not a place for opinions. It is a place for fact. Back your stuff up ...

Let's really get down to it!

I know you are good enough Perez, show us that you have thought your opinion through, that you have actually researched it personally.

Make that a HALF HOUR A DAY.

There are a lot of typos in my post above, I sure hope that does not distract from the meaning. As this stuff needs to be said.

One thing is certain, if everyone here will actually lay it on the line, back up their opinions with proof, actually come out and give us skills instead of just opinions, we will all grow. Regardless of right or wrong, isn't this just personal growth? I mean what matters how we get there as long as the journey is made?

The trouble with opinions is - no one can learn anything. The world is changing, you better change. Really? exactly how is it your propose I do that?

See what I mean?

Hello All,

Just thought I would add my 2 cents. There are other ways other then the use of scripts to cold call. Prospects are not responding well to scripts today because they are growing tired of the constant push of sales onto them.

No one likes getting cold calls....remember what you did the last time one called your house?

No one likes the use of scripts as a way to make a sale. Scripts are cold and un-personal. We you take the time out of your busy day to listen to someones script? How can you expect them to want too.

Prospects are not accepting as they used to be and not longer want to hear about how great your product is....they merely want to hear what it will do for them...and what kind of deal they are going to get from it.

Opening up a call with a script is not giving the prospect time to interact with you...most people will hang up or tune you and your script out as soon as you say..."Hello my name is...john"

Next time start out with something like:

"Hello I was wondering if you could help me?"

This will compell them to listen for more. Use this time to show them how your product/service can help their issues or problems in their business at that time.

Insurance selling:

Example-

"it has come to my attention that you are currently getting all the health benefits your employees deserve with your current plan would you be open to more suggestions...?"

This will open up conversation and you can tell them the benefits of your plan...etc...

If you are good salesmen you would want your clients/prospects to get the best deal and the most for their money...this will allow you to help them with that...without sounding too.."Salesy"

I cant teach you properly over the forum posts but you can visit:

Free Cold Calling Tips

And get more help with this concept and training.
Hope my 2 cents helped!
Smiles

	#21
Gold Calling "Top Sales Expert"	Excellent Perez, love to see you taking a risk with your comments. Now please back up your statement with actual examples. By the way, XEROX PSS did not teach closing techniques in terms of anything other than restating the accepted benefits and asking for the business in a very generic way. Advanced closing was not a part of that basic skills course, nor was there any learning about prospecting, my favorite subject. We are all busy. So, that cannot be the reason why you didn't give us examples, as we manage to commit the 1/2 a day 4 days a week on average to get that accomplished and feel that if you wanted to, you would as well. Be daring, come on, none of us bite. Closing is a fascinating topic, one that few really get. Since the first recording of J. Douglas Edwards throughout the nearly 50 years since what has not changed is sales people know 2 closes on average and only one regularly. Edwards suggested that you needed to know approximately 10 to max-out your potential. Yes, the world has changed. The words you would use today are slightly different. However, you still need to deal with "I want to think it over", "I have to talk to my partner",. "I have to talk with my wife" as well as attitudes. How do you manage it when these things come up? Do you risk waiting? or do you go for it? Skepticism, Indifference and Objection as well as Acceptance, these attitudes are identical today as they were not only 50 years ago but 2,000 years ago. You can say people know more (which applies in general to consumer purchases) but does that mean they don't feel? And feelings are what causes ATTITUDES. Closing is not a different skill in B2C. Prospecting is (or can be), which is what this thread was about. Perhaps there is a little confusion here because I got off track. Okay, you read something I wrote in a thread about closing. And you stated that the closes were the same as what is used for working with a consumer in a professional sale, ding - ding - ding. Absolutely bang on man. Why is that? Because people are just people. And every person has slightly different values but they all feel the same emotions. To reinforce this comment - do you think the world changing will affect depression? Will that state-of-mind no longer exist? In fact, it is very likely that as we move farther away from living simply that there will be more of it but that is not my point. What I am saying is; emotions and reactions to people have not changed nor will they ever change. we are simply human beings and no matter how much knowledge exists on the world wide web there is only so much time in a day and we only have some much range of emotion. Plus we all gain our values the same way (mostly 2nd hand), how are we as people really changing? Again, prospecting varies greatly in B2B from B2C. Many years ago I went door to door for my own business, selling Door Viewers that I installed on the spot. Banging on a house is a lot different than walking into a reception of a business, would you not agree? And for certain calling the president of a business is far different than talking to a home owner who is a truck driver or service technician or computer programmer. New Age school say - people know more. Really? How do you figure? The read less so why do they know more??? Okay, so we have the Internet. So information moves more quickly - heck I had designed and own outright a full blown contact manager system that is designed to receive and move information faster and to customize it. In other words; I love technology and use it to the max but I don't beleive that makes us as individuals any different than we were 10 years ago or 2,000 ... except we live more frantically. Love this subject, I really do. I have spent my career studying it in great depth. Let's hit back on Xerox of a moment. They sold PSS (professional Selling Systems), it originally was a wholly owned subsidiary, called Xerox Learning Systems, then became International Learning Systems. After getting rid of that piece of the puzzle, in their corporate wisdom, they bought into SPIN. That was the 1980's training model. Then they wen to Buyer Focused Selling and now they are on Client Centered Selling, a consultative approach. They also have used Target Account Selling (TAS). Like you Perez, Xerox thought they had to adapt. Now, what do you want to bet that was in reaction to their other corporate policies, the ones that lost them worldwide domination in the copier market, rather than in how people have changed? Using the common corporate strategy of VALUE ADDED SELLING (in the 90's and early 200o's) or the CONSULTATIVE approach, did these things change us, the business buyer? If you beleive that sales schools do not change people, that people are just people, and if you also accept what psychologists have been telling us for decades, that the range of emotions we feel are pretty close for all of us & that they have not altered worth noting in recorded history, what is to blame for the reaction of sales trainers??? A study that says people know more? So what? They still feel the same (and I am not conceding that all people know more but even if they did how would that affect B2B sales?)! Here is one for you to ponder; what is at the core of a general distrust of sales people? Personal expereince? Umm, sorry, that is not the case. The root of this evil begins else where. Here is a real life story, one from this month; my mother-in-law was buying a computer and we decided we did not like a certain retail business supply chain. She said "You know why Steve?" To which I do what I always do, I used an open probe; "well, I might have a notion, but what do you think?" In order to let her tell me what was on her mind. She said "because they are on commission there, that is why they are not as friendly!" Hmmm. I can tell you what I think. I beleive that the corporate philosophy of this chain needs a visit from Skip. The reason why they treat people the way they do is not commission. It is lack of understanding and training is at the root of that. And the decision not to train is one made by the top execs in this HUGE publicly traded corporation. And that is why staff turn around is ridiculously high and why we, as consumers are starting not to like them. Maybe they will react slowly to this too and end up losing their position at the top of their market segment! Here we go, I can say that I personally know a sales person who can sell rings around everyone on this website. And he is 78. If things have changed why is he the top New Business Generator at not one but two worldwide companies? And I mean top globally - for both -simultaneously. Because he worked harder on himself. Because he worked harder at mastering the skills we need to do well. And because he just works harder period. General statements of the world is changing, you better change with it bely that people react exactly the same as they always did to professional approaches - not to amateurs but to pros. Well, hold on, no, they react the same to amateurs too - badly! if you want to tell me that we have to adapt tell me how. Be specific. If you can't then I would challenge you to realize that your all encompassing statement has little merit. Perhaps you need some evidence to back it up. I recently listened to about an hour of a taped teleconference call that went on and on about changes. The facilitator asked questions of the sales people taking this course and they answered. And he used those answers to support his points. Some of the people there laughed as he supported the fact that sales people are not perceived well. And this supported the overall theme that the world is changing. Did you ever watch the movie Glengarry Glen Ross? It was a play written by world renowned David Mamet. This peice of literature won the Pulitzer Prize for Drama in 1984, about the highest award there is. It was above Tin Salesmen, either in the 60's or the 50's ... just watch that movie or read the play and you will see that sales people are perceived in general about exactly the same way today as they were when this notions occurred to Mamet. Nothing has changed in the way we treat each other or in core values, certainly not in emotions. So, what of this New Age teleconference training? Since sales people have not been trusted since Snake Oil Salesmen and all the way back to biblical carpet sales mane and biblical town square markets, then what? Could it be that these trainers prey on the weak minded and uneducated, in other words are they deceivers (much like the Snake Oil Sales people)? Or are they the other kind of purveyors of information, the ones far more dangerous because there is not way to read that they are deceiving you, the deceived? Come on, this is not a place for opinions. It is a place for fact. Back your stuff up ... Let's really get down to it! I know you are good enough Perez, show us that you have thought your opinion through, that you have actually researched it personally. __________________ Hunger for Profit System© want to make more commissions or more profit, then you need to stop wasting time now! http://hungerforprofit.com - - - - - - - - - - - - - - - - -

	#23
lrobertson	Hello All, Just thought I would add my 2 cents. There are other ways other then the use of scripts to cold call. Prospects are not responding well to scripts today because they are growing tired of the constant push of sales onto them. No one likes getting cold calls....remember what you did the last time one called your house? No one likes the use of scripts as a way to make a sale. Scripts are cold and un-personal. We you take the time out of your busy day to listen to someones script? How can you expect them to want too. Prospects are not accepting as they used to be and not longer want to hear about how great your product is....they merely want to hear what it will do for them...and what kind of deal they are going to get from it. Opening up a call with a script is not giving the prospect time to interact with you...most people will hang up or tune you and your script out as soon as you say..."Hello my name is...john" Next time start out with something like: "Hello I was wondering if you could help me?" This will compell them to listen for more. Use this time to show them how your product/service can help their issues or problems in their business at that time. Insurance selling: Example- "it has come to my attention that you are currently getting all the health benefits your employees deserve with your current plan would you be open to more suggestions...?" This will open up conversation and you can tell them the benefits of your plan...etc... If you are good salesmen you would want your clients/prospects to get the best deal and the most for their money...this will allow you to help them with that...without sounding too.."Salesy" I cant teach you properly over the forum posts but you can visit: Free Cold Calling Tips And get more help with this concept and training. Hope my 2 cents helped! Smiles