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A-M-A The Beginner's guide to Sales + AMA

Discussion in 'Advertising, Marketing, Social Media' started by Scot, Jan 11, 2017.

  1. Scot
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    Scot Ductus Exemplo Read Millionaire Fastlane I've Read UNSCRIPTED FASTLANE INSIDER Speedway Pass LEGENDARY CONTRIBUTOR

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    I'm glad the thread wasable to help shed light on what you're working on. I just got back from a great conference and have some strategies I want to share when I get a chance to write them up.
     
  2. Scot
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    Scot Ductus Exemplo Read Millionaire Fastlane I've Read UNSCRIPTED FASTLANE INSIDER Speedway Pass LEGENDARY CONTRIBUTOR

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    Quick Tip:

    Complacency kills. While you may not have a set Territory and customer list, where you see the same 100 accounts every month like me, odds are you can still fall into a routine.

    Making cold calls or sending out cold emails? You can fall victim too.

    You use the same lines over and over

    And over

    And over

    And over

    ...

    If it bores the hell out of you, how do you think your customers feel?

    You need to keep changing and evolving, whether your talking to a particular customer for the 20th time or you're making your 30th cold call of the day.

    This is important for two key reasons.

    - If you're bored and you feel like this is a routine, your enthusiasm is either gone or faked. Customers can smell it on you. Genuine passion and excitement is contagious and closes sales. Faked enthusiasm or malaise turns customers off.

    - This puts you in a very complacent mindset. If you're expecting the same conversation and pitch, you won't pick up on sutle cues. You'll miss important parts, you'll zone out. And you won't take risks. If you're not feeling challenged, nervous or on edge, you won't feel the urge to push the envelope and do something scary. Don't be boring!

    I say this out of experience. After walking into an office for what feels like the hundredth time with the same boring line, it sucks! It's like a bad marriage. The only action happens on anniversary of birthdays, and it's an obligation. Spice things up!
     
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  3. mtak.doc
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    mtak.doc Contributor Read Millionaire Fastlane

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    Great thread

    My sales career started the day a friend's gf casually mentioned that when meeting a women you want to date your really just making a sales pitch.I was young she was younger but i kneeled when i heard that :D

    This has helped me learn things, I do my best to take the best from more than one authority in a space. In every field i want to know something about.

    Uncle G taught me to be agreeable and that really helped alot. I didnt know i was not..agreeable until he mentioned it me.

    Zig Zigler "have you ever called a person and started singing good morning to you?" I actually did that for a laugh and it set the pros[ect at ease.

    "help the person next to you" this is how fear and anxiety is crushed imho

    It has been the times when i didnt feel like i was making a sale that i received the best feedback.
    At times smiling did more than any amount of talking could have.

    Thank you to everybody who has in this thread reminded me that being interested is what makes you interesting.
     
  4. Scot
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    Scot Ductus Exemplo Read Millionaire Fastlane I've Read UNSCRIPTED FASTLANE INSIDER Speedway Pass LEGENDARY CONTRIBUTOR

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    I was having a conversation with a random stranger than elevator day. We were talking about sales. I told her the number one thing is, if you are passionate about what you are selling, how can you expect the person you're selling to to be?

    A great sales call should be a conversation. Conversation where you are excited, they're excited, and everyone's answers, fears, and wants are all taken care of. At the end of it yes, it should not feel like a sale.

    I'm glad you could get something out of this thread.
     
  5. Sbshields
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    Sbshields Contributor Read Millionaire Fastlane

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    Just GOLD! Thank you for the thread!
     
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  6. Scot
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    Scot Ductus Exemplo Read Millionaire Fastlane I've Read UNSCRIPTED FASTLANE INSIDER Speedway Pass LEGENDARY CONTRIBUTOR

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    I'm glad you got value out of this thread!
     
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  7. ZF Lee
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    ZF Lee Gold Contributor Read Millionaire Fastlane I've Read UNSCRIPTED FASTLANE INSIDER Speedway Pass

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    Bump!
    Reminds me a lot of SPIN selling, which does focuses on lots of key stuff like letting your customers doing all the talking and not being too harsh or pushy on them especially at the close.
     
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  8. Olimac21
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    Olimac21 Bronze Contributor Read Millionaire Fastlane I've Read UNSCRIPTED Speedway Pass

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    This is amazing, really valuable. One thing I would like to ask is: How to do you get better at the ART (yes, art) of asking better questions?
     
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  9. Scot
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    Scot Ductus Exemplo Read Millionaire Fastlane I've Read UNSCRIPTED FASTLANE INSIDER Speedway Pass LEGENDARY CONTRIBUTOR

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    I think a lot of it has to do with emotional intelligence, being able to read someone. If you can tell how they react to initial conversations and questions you can tailor future questions to them.

    Also, if you know who you're dealing with you can use questions to strike their ego, or elicit their help. If a guy thinks he's the best thing since sliced bread, ask his advice as an industry leader on how he'd do it. If they seem to be very helpful or caring, ask them to help explain it to you.

    Lastly, your questions should all be planned with the end result in mind. The best questions you can ask are ones that get you closer to your goal. Have a clear goal and move the pieces towards it.
     
  10. Magneto C
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    Magneto C UNSCRIPTED Read Millionaire Fastlane I've Read UNSCRIPTED FASTLANE INSIDER Speedway Pass

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    Why isn't this thread Gold already?
    I have a short summary of some tips taught in this thread. Hope my post adds value to this thread.
    Copyright by @Scot

    Dress Rehearsal
    Research carried out. Bullet points in my notebook and go over them in my head. 10X my opening statement. Confident body language throughout. Positive thoughts lead to positive results. Create your own winning streaks.

    Get around the Gatekeeper
    Act normal and walk in unless stopped. Sorry I'm new and don't know the rules around here. I'm here to see Scot to follow up a conversation we had earlier.

    Ice breaker, intel gathering, & the pitch
    Hi Scot, how's business going? If you weren't a sales pro, what would you want to do? I never want to talk for more than 30 seconds. Ask questions and let Scot do 75% of the talking. Steer the conversation with the end result in mind.

    Never say No to your customer
    In order to do that, the is a 500% surcharge. Is that OK with you? Hmm, ahh, ehh. I'll need to ask my boss because you don't know I actually own 100% of the company and I only made myself a manager, not a CEO on the business card.

    Objection
    This is a very good point and that's why we have this FAQ secion here. Is your reason a smoke screen? Oh no I mean if this issue is taken care of, what else would hold you back from XYZ?

    Closing
    Trial - Does this sound like it will be a benefit to your company?
    Soft - Good to hear that, would you like to order 20 for next week?
    Presumptive - Lets get this bad boy ready for the hiking season. What’s a good shipping address?
    Hard - Scot, this month has been really rough for us and the boss is breathing down my neck, could you do us a favor and order 5 more next week?

    --- Always follow up. Be persistent, but keep evolving to stay enthusiastic. ---
     
  11. Bambooing
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    [QUOTE="AmericanSpartan, post: 587390, member: 38781]

    Currently, I am working toward improving my cold calls. The biggest advice here is NEVER SIT WHILE ON THE PHONE! Be up on your feel and be animated when you talk EVEN ON THE PHONE! SMILE when you greet a prospect and say hello. Your voice, while you may not be aware of it, is HIGHLY reflective of our body language. If you are stiff and stagnate sitting in a chair, your voice will show it. If you are UP ON YOUR FEET, SMILING, EXCITED, ANIMATED... your voice will reflect that too! People think I am calling old friends by the way I act in the office on the phone, but I am just trying to make new friends :smile2:.
    [/QUOTE]

    @AmericanSpartan This has helped me immensely and this is what I do anytime I am on the phone. Going further than positively expressing oneself and helping a 'sale', I adopted this purely to help with my stuttering. I once had a phone phobia and avoided talking on the phone for fear of stuttering to the point totally freezing up. Yes, this has happened to me a few times and it saddened me and had to hang up. Felt helpless.

    I digress- so in more than one way the above advice works on many levels. Thanks again for your detailed answer and to all others

    BTW, not sure how to 'quote snippets properly'.
     
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  12. ItsAllBull
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    ItsAllBull Contributor

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    Hey I read this whole thread tons of great advice. Ive been trying to do some sales myself for my own venture as Fb ads agency as detailed in my progress thread here : Progress Thread - I Got Fired Today. Succeed or Bust!

    For the TL;DR verision of my progress thread I have been doing cold outreach via email. I've sent around 400 emails with a open rate of 35% . yet not one single reply .

    Basically my email was a short sales email . Wasn't getting results so I am changing it up and trying a new sales process . please tell me what you think. Thanks a ton!

     
  13. Scot
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    Scot Ductus Exemplo Read Millionaire Fastlane I've Read UNSCRIPTED FASTLANE INSIDER Speedway Pass LEGENDARY CONTRIBUTOR

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    My apologies to not getting to this faster. I’ll be the first to admit, my strong suit is not cold email contact.

    I’d check out threads by @Fox as I feel like he’s done the best with this type of sales. Selling FB marketing is hard, but my biggest tip would be consistency and tenacity. Don’t just send one email and assume you’re done. Have you tried setting up an email campaign where you can send a series of emails?

    Just because they didn’t respond doesn’t mean they aren’t interested, just send them another one.
     
  14. Fox
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    Fox Moderator Staff Member Read Millionaire Fastlane FASTLANE INSIDER Speedway Pass LEGENDARY CONTRIBUTOR

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    Thanks Scot.

    Ya I land a lot of big clients through cold email so I will give some general advice...

    One email is just the opener so the goal is not to sell, it is to get interest. So the content should be to get them wanting to get on a call and showing a lot of free value up front. Very little sales content (if any) in the email. Then the real selling is done on the phone call.

    Why?

    Bigger price sales have a lot of variables and you want the person you are selling to believe that it is a custom solution to them. At the very least that you understand their problem. Pushing for a sale too early implies that its a one-fit-all solution which no one really wants these days (unless its cheap - not a good market to be in).

    So write emails that build trust, spike interest, and get them to take action.

    You can build trust by NOT doing what every other cold emailer is doing.
    Dont use a script, dont use a sales letter format, dont be weird or spammy.

    Write an authentic email that speaks to them in terms of what they care about.
    - why you think they could be doing better
    - how they could be doing this
    - what this might mean for them
    - some free advice they can use right away
    - some possible insight into their industry/niche which shows them you know their stuff
    - a simple non-salesy call to action "id love to go over this on the phone so I can get your feedback and see if it makes sense to go further with this together"

    In general people should really believe you wrote this just for them and that you can be trusted.
    Sales come later when you get on the phone.

    Then send it off and wait a day or two.

    No response - call them anyway
    Some response - move it to a call ASAP
    Great response - move it to a call

    If you want to sell then you got to start getting on calls too. Cold emails are just to warm it up a little first but you should move forwards either way.

    Hope that helps.
     
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  15. JAJT
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    JAJT Ha Ha! Business Read Millionaire Fastlane I've Read UNSCRIPTED FASTLANE INSIDER Speedway Pass LEGENDARY CONTRIBUTOR

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    I'm pretty good at cold emails but a big question I have is: why aren't you picking up the phone?

    The phone works WONDERS at talking to small companies. If you have a good value-add, you are shooting yourself in the foot by filling up their email inbox asking who to speak to.

    Also - your emails are likely going to get a LOT better after you talk to 100 potential customers on the phone. You realize what they REALLY care about, which person in the org ACTUALLY handles your business, and what the shortcuts are to get to the point quickly.

    Your sales process should be:

    1. Call them. Ask for the marketing guy.
    2. Talk to the marketing guy. Say how you can help them and why they need you and what you've done for others in their position. Have a conversation.
    3. If they tell you to email them information - ask them what information you should send to make this partnership an "obvious yes" for them. THEN you email them info tailored to them.
    4. You call to follow up on the information!

    I could write a literal essay on effective email communication for someone in your role but literally nothing I say would help you as much as picking up the phone. Email should really be a supplement to calling in almost any sales process that involves cold contacts.

    Also - have you tried targeting these companies with highly targeted facebook ads? Imagine if the marketing guy was f*cking around on facebook and saw "Hey marketing manager from tuscon - you're reading this because I know what I'm doing, click here to learn how I can help you send messages like this to your customers" (or whatever, you get the idea).
     
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  16. ItsAllBull
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    Sorry for taking so long to get back to you guys....
    @Scot @Fox @JAJT I appreciate the advice and im going to act on it asap.

    The reason I was hesitating cold calling was primarily for 2 reasons.

    I was avoiding cold calling because I stutter(not so much that is debilitating) , and I know this will be difficult. However with effort i can speak smoothly . I just have to face it and put in the work and develop my speech and as a person.

    I just didn't know how to do it and that was causing some fear too. I read some books and got a basic framework on how to do this . I have already made my scripts now I plan to pound the phones!
     
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  17. Knugs
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    Hey Scot,

    Thank you for all the nuggets you dropped in here so far. Its really eye opening for me as I have never had any experience in sales. Do you still work in sales (pharma) or are you full time fastlane now?

    I wanted to ask you for your advice of how you would approach this from a sales point of view. I'm a doctor and looking to use my experience of work to develop a software for hospitals. I want to preferably pull in one hospital into the development of the software. I really believe that if I develop it around their very specific needs, I will be able to build an amazing relationship and client for life. A solid software that others will profit from.

    I guess I have multiple questions.
    How would you sell this to a hospital?`Who is actually the decision maker ? Is it the hospital director/finance director, perhaps even a board? Surely when I call the receptionist, I will be turned away. I also want to work together with them to develop the solution and I don't know how cooperative they will be. After all, I will be asking to see how they work and I will be trying to identify issues.
    Perhaps I'm asking the wrong questions and there is a better approach?

    Luke
     
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  18. Crexty
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    Hey Scot. Great thread here.

    How would you cold call small businesses to sell office cleaning/janitorial services?

    Im calling Lawyers, Medical Facilities, Insurance Offices, Manufacturers, Logistics companies, Chiropractics, Massage Spas, Etc.

    I usually say something along the lines of..

    Good (morning/afternoon) , this is ___ with ____. Could I please speak to _____, please?

    or if i dont know the DM name

    Good (morning/afternoon) , this is ___ with ____. Maybe you could help me, I need to speak with whoever is in charge of office cleaning services. Could you put me through to that person?


    And i'm having a very hard time getting past gatekeeper. I end up leaving a message with name and number usually, but we all knows what happens with that.

    What books, videos, or script would you recommend I try?
     
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  19. Jade.backer
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    I'm so glad that this thread was shared. I really wanted someone to guide me.
     
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  20. Scot
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    Scot Ductus Exemplo Read Millionaire Fastlane I've Read UNSCRIPTED FASTLANE INSIDER Speedway Pass LEGENDARY CONTRIBUTOR

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    Sorry for the super long delay @Knugs !!

    I still work in pharma but I’m in the middle of launching my Fastlane business, which is why I’ve neglected this thread pretty bad lately.

    I guess this really depends on what kind of software you’re looking to build. Are you looking at building their EMR system?

    I would start with what you know, other doctors. I’m assuming you’re building software that’s for the medical side, not the admin side. Connect with the people who the software touches. So, network with the nurses, doctors, whoever is on the very bottom of the totem pole.

    This helps for multiple reasons, you want to connect with them at professional level because you actually will understand the challenges they face. This way you can get the full scope of what you can improve on. And once you build up these relationships, you’ll have an advocate. The best way to get a meeting with someone who’s a decision maker is by having an introduction, especially if they’re willing to back you.

    So honestly, this is where I’d start. If you have friends who work at this hospital, perfect, have them network you with other doctors. If you don’t, find people who know people at this hospital. Go to your local Medical association meetings and meet people there. Networking is going to be your best friend here.
     
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    Have you tried adding "about the cleaning quote" (or similar) to the gate keepers pitch.

    "Maybe you could help me, I need to speak with whoever is in charge of office cleaning services about the cleaning quote. Could you put me through to that person"

    It's bending the truth a little. But it is about the cleaning quote. Yours. They didn't ask for it but it's what you're going to talk about.
     
    Last edited: Feb 14, 2018
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  22. Crexty
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    Hmmm never thought about that but they like.to dig deep. What if they asked did you already submit one ?
     
  23. ShellShock
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    Thank you for this thread @Scot. It's a real goldmine for everyone on this forum, since sales are an integral part in every business venture. Will follow.
     
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  24. ShellShock
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    And i also forgot to mention that the link to this thread in your signature doesn't work (at least for me)
     

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