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    Hypnotic, Mind Controlling Gate-Keeper, Opening Statements and Voice Mail tactics that convert like crazy

    Saturday, June 11th, 2016

    hypnotizing 1

    The # 1 strategy when calling any company is not to get hung up and stalled by the Gate-Keepers and Screens that will encounter every day .

    ” Whoever owns the FRAME will win the GAME “

    If Adnin, the executive assistant or secretary starts to CONTROL the conversation you’re doomed

    As a sales professionals , if we give her an ‘Opening‘ she wll take it –So Don’t Give her an Opening

    You need to practice ” Frame Control”

    Some tactics borrowed from the late great Chet Holmes 

    1) Hi there it’s ________ calling for Bill Jones , is he in?

    No

    Who am I speaking to ?

    Oh… what’s your name ..?

    Shirley

    Great,  Shirley when will he be in?

    ________________________________________________

    Hey its _________ calling for Bill Smith ….

    What’s this in reference to ?

    Who is this ?

    Tell him I’m with X, Y, Z Company…

    I’m sorry he doesn’t know your name, can you tell me what;s this about ?

    Who am I speaking to ?

    Shirley

    Are you his regular Assistant ?

    Did you tell him it’s _______ from ABC Company ?

    Oh… tell him it’s in reference to some correspondence sent out on ____date

    _________________________________________________________

    Forbes claim that 80% of callers sent to voicemail do not leave messages because they don’t think they’ll be heard. InsideSales.com research shows they’re dead wrong

    61% of executives say they are likely to respond to voicemail at work, according to a 2014 InsideSales.com study .

    —  80% of calls go to voicemail,

    —  and 90% of first-time voicemails are never returned. •

    — The average voicemail response rate is 4.8%.

    The Referral Template

     Hi {Prospect’s Name}, this is {Your Name} with {Your Company}.
    I was speaking with {Referral Name} over at {Referral’s Company Name} regarding how we helped him/her reduce {common pain/concern} and he/she mentioned that I should give you a call to get your opinion on this strategy. I can be reached at {Your Number}. Again, my name is {Your Name}, with {Your Company} at {Your Number}. Thanks {Prospect’s Name}

    Hi Warren, this is __________ with Accounting XYZ. I was speaking with Jim Green over at TWorks3 regarding how we helped him reduce costs associated with Sarbox compliance and he mentioned I should give you a call to get your opinion. I can be reached at 888-123-4567.

    Again, this is _______________ and my number is 888-123-4567. Thanks Warren.

    The Competition Template

    Hi {Prospect’s Name}, this is {Your Name} with {Your Company}. We recently helped {Competitor 1}, {Competitor 2} and {Competitor 3} avoid {common pain} while at the sametime {desired benefit} and wanted to see if this might be something you would possibly be interested in knowing a little more about as well. I can be reached at {Your Number}. Again,my name is {Your Name}, with {Your Company} at {Your Number

    Hi Susan, this is ____________ with ___________. We recently helped
    MedNow, DocOnCall and FixYouUp eliminate the stress of slammed office schedules by mobilely optimizing their paperwork process, and wanted to see if this might be something you would possibly be interested in knowing a little more about as well. I can be reached at 888-123-4567. Again, this is ____________ with __________and my number is 888-123-4567. Thanks Susan.

    Decision-makers are more likely to open an email with the subject line “voicemail” because they want to be sure they didn’t miss anything. The most effective “voicemail” email templates will follow the lead of the voicemails. For example, if you are

     The Cold Call Template

    Hi {Prospect’s Name} this is {Your Name} with {Your Company}. I’m calling because I havean idea on how to possibly help you avoid {specifics of common pain} and wanted to seeif it would make sense for us to have a quick conversation to find out more. I can be reached at {Your Number}. Again, my name is {Your Name}, with {Your Company} at {Your Number}.
    Thanks {Prospect’s Name}.

     

    The “ Guaranteed” 70% return callback Voice –Mail

     Hi There, its’ ________ , I wonder if you could help me out for a second….
    I’m doing some research on / in the area of _________ and I believe the
    you’re the resident expert and authority in this area — I have a quick
    question that I need an answer to …If you could call me back at _________.
    I would be very grateful . Thanks so much

    ( try it exactly like this )

    3 step Opening Statement Formula

    1)   Identity / Benefit Statement upfront

    “ Hi Mr Jones this is _________ of _company name_ We help companies similar to yours to Benefit 1 , Benefit 2 , Benefit 3

    2)  Reason Benefit Statement 

    Recently we’ve worked with ___________ and delivered significant and
    substantial ( growth , success , reduction etc.. ) over a period of 6 months
    with a number of our solutions / ideas .

    And  as result, they were able to eliminate problem’s and challenges
    such as ______ and ______ and _______

    3)  The Request

    And…we are confident we can do the same for you . Could I ask you
    a few quick questions to see if there’s any chance we could help your
    company as well ?

    Or

    “ And… was wondering if you could give me another 120 seconds on the phone here to see if there could be a possible fit in the future , I promise I’ll earn the rest .

    The Power to Persuade meets Predictable Revenues =
    Increased Revenues

    The Master Jill Conrath ( selling to big companies )  on how to create an
    elevator speech opening statement guide;

    1)  Who do you work with?

    — “ We work with manufactures and distributors of hard goods”

    2)  What are they challenged with?

    — “ That are challenged with problem 1, problem 2, problem 3

    3)  what do you do for them ?

    — “ We’ve shown them how they can benefit 1, benefit 2,
    benefit 3


    Make it a great day …

     

    Selling SEO & Web Design services to a Lawyer Cold-Call

    Saturday, July 20th, 2013


    Click to hear Live Cold Call w/ Lawyer

    Here Murray Warren is showing a Great example of just being your-self and relaxed and having FUN and teasing your prospects — This is a fun but very competitive call with a sharp lawyer– It’s all about hanging in there … and engaging them more in conversation to overcome their fears and doubts.
    _______________________

    Click to hear Live brutally competitive cold call to booked Meeting

    Here I go from “ Shot down in 9 seconds , to talking for 3 minutes and then..Booking a 45 minute Meeting and Closing a $ 14,000 per year deal monthly SEO & List Building package

     

    # 1 KEY to Overcoming & Diffusing every B2B Objection that comes up.

    Saturday, April 27th, 2013

    Murray Warren from Bowen Island writes –Having built, designed and managed over 392 pro-active Outbound Telesales / Lead Generation , New Business Development departments in over 47 different industries , of which over182 have been technology based, spanning 17 years– — I have run into every objection on the Planet Earth

    I’m all about diffusing the pressure and building trust with prospects over the phone

    Every company I have consulted with has a D. R. A. B a dominant reason to avoid buying — You have to know WHY they are objecting to your core business offering ?

    What are your companies 3 objections and/or stalls you get all the time ?

    1) ____________________________________

    2) ____________________________________

    3) ____________________________________

    For example , let’s say they “are happy with what they are presently using ”

    — What is their perception of being happy ?

    This is the ‘Permission based B2B Telesales
    Appointment Setting Formula
    I use and train and coach my clients

    1) AGREE with them

    — You’re absolutely right

    — That’s not a problem at all

    –That’s totally cool that you don’t want to explore what we do

    2) VALIDATE What they just said

    — So as I understand it –you have a great solution / system in place and you don’t see any reason to explore or learn what’s ahead of the curve in _________ ?

    Is that right ?

    –Would that be an accurate snapshot ?

    — That makes total sense, I mean why would you without any concrete numbers to compare or review I totally understand you responding that way -if there is no reason to switch or change?

    3) DIFFUSE the PRESSURE

    — Honestly I wouldn’t want to make any assumptions at this stage that there would even be a good fit or a match ay all –I don’t want to claim we have some miracle cure

    ( I would need my day in court to prove that )

    Sidebar — Just by Validating their objection and diffusing the pressure here makes you 95% different than all of the other jockeys that have been there before –Purchasers have heard it all before –You have to be authentic and genuine –this makes them feel that you CARE

    4) GROUP Them together with all of the other people in their / TRIBE--PEER GROUP that initially felt the same way.

    Sidebar — This is where your ‘Natural Vibing and Customer Story-Telling really comes in

    Just like the best actors Sean Penn, Pacino, Deniro , Jolie they have read their script 400X and have it down –They have their script so natural and smooth

    Sorry , for the rant –I’m just passionate .Anyways , you need to develop your rebuttal/ comeback stories

    Find stories to tell like this A customer like you who was very skeptical and indifferent about getting
    involved ..and had the same initial fears , doubts and concerns as you do , took a leap of faith and now are raking it in ..

    Say this — ” Honestly I wouldn’t want to make any assumptions at this stage that there would even be a good fit or a match at all

    I’m talking with and doing research every day with your PEER GROUP on SUBJECT and almost 95% of the people we talk with initially feel the same way as you, they have a system or a solution that they’re happy with and don’t see a reason to change.

    Most of the PEER GROUP on SUBJECT think it makes good business sense to always be OPEN to NEW IDEAS and OPTIONS and always be on the lookout and keep their ear to the ground for new methods and processes to improve performance and productivity. output / profits — I’m sure that’s the same for you …
    ( say what-ever critical business issue they want to solve here )

    5) Entice and SEDUCE with BENEFITS

    What we’ve been told by other companies that have this / do it this way / doing this process —- that they grapple and struggle with problems such as:

    –> problem #1

    –> problem #2

    With many of these companies and VP’s C-suite decision makers they kind felt unified , in the same way / perspective and viewpoint on things —

    That it makes good business sense , to keep your ‘ear to the ground’ and always be on the lookout and ahead of the curve for new Ideas or Options that can ( improve , add value , increase , speed up , streamline etc… their business flow , sales process , what-ever they are doing to do things faster , better , cheaper and/ or easier )

    I’m sure that’s the same for you …. ( you have to say this )

    I was just wondering if you might be OPEN to some new IDEAS or OPTIONS around getting rid of PROBLEMS 1 & 2 and gaining BENEFIT 3 &

    Wrap it UP…


    We’ve prepared a 15 minute Executive web Briefing the that will outline an Overview of our Value proposition


    — The Investment, ROI and Payback – Exactly how long it takes to get your investment back –then pure profit – At this meeting you will get the exact methods and strategies we have used to make billions for our clients for free –

    If nothing else we will give you a condensed knowledge of the hottest , most amazing new break-through solutions on how to _________ ( biggest benefit they are looking for) for free the 4 simple secrets How you can ___-____ better, fasten , easier, cheaper –than you can imagine ( some kind of great ethical BRIBE )


    Then say “ Seriously, you will have Multiple Holy crap I had no idea that was possible moments”
    ____________________________

    check out my blog for tons of FREE tips, strategies and techniques for amazing B2B Teles-Sales and Appointment Setting Information get in the door with any company you desire , remove the Pain and Awkwardness and learn the Permission Based approach

    –…http://www.increased-revenues.com/

    How to handle “I’m not the Decision Maker”

    Monday, July 30th, 2012

    Objection – “ I can’t attend the meeting / demo I’m not the decision maker.”

    1) That’s not a problem at all, we here this all the time when we initially talk with our new accounts.

    2) If I could, let me tell you how we typically work with our new customers.

    -When we first call all our new customers our main goal is to discover if they are using a conferencing platform.

    -When we find out they are, our goal is to try and find out which platform they are using and how long they have been with them.

    3) Since you are experienced in using your existing platform, your opinion and feedback would be fantastic on these new innovative conferencing products that have just come out. We know that you are not the final decision maker on this and we are totally comfortable with that. We wanted to see what resonates with you.

    4) And if you see value in this we can supply you with pricing, options and pdfs to fit your firms needs.

    And we are just  hoping you can take this up the pipeline to your executive team with the recommendation.

    5) There is no obligation or commitment at all it is purely an informational call on what is ahead of the curve in hd, video and web solutions to improve your training presentations etc.

    How to ‘Finally’ Overcome the “Send me Some Information” objection

    Monday, July 16th, 2012

    You ned to GRAB the OBJECTION out of your prospects MIND BEFORE they Say IT !!!

    If they say the known objection 1st –Then we have to bring this to a neutral basis –If you grab it out 1st …they never say it at all

    Block and Counter the “Send me sumthin”  line

    As soon as you have done a Big Trial Close and they’re open to some new ideas or strategies —then you say ( pre-emptive strike)

    That’s awesome…

    ‘ It sounds like you could be open to some new ideas and strategies in this area ….

    It might make sense for us to explore this a little bit further .. So many times VP’s of Marketing/ HR Professionals at this stage say ” Just send some information over ” . AND what we’ve been told and discovered from other VP’s of Marketing/ HR Professionals  is that they get about 160 e-mails a day and can barely read all of them, they are super busy with meetings and other duties —Blended with this information is NEW to them and when we just send “generic” not tailor made information to their unique needs , they end up having questions or mis-interpret something —- AND — if were not there to answer any of their questions on ( subject ) it creates a negative perception of what we do and how it can benefit your organization ..and shoots us in the foot.

    Hey .. what I’s be willing to do is — We’ve prepared a very tight, concise 10 minute Executive web briefing on our Worlds 1st VIDEO 3.0 — interactive Video technology, customized video content development– allowing  the viewer to initiate the interaction with your Brand , that solves the challenge of

    What’s the best way to get our target audience to both see and absorb our marketing messages?”

    We will go over ROI, the payback, we can show you a few LIVE examples, I can learn a little more about your situation and see if there could be a good fit now or in the future .If you think there’s value here and can help your organization , then I can put together some options and variations for you —

    How does your schedule look for this week or next for 15 minutes ?

    if you feel that there’s not a fit at this time , at least you’ll have another resource or contingency back-up plan when apparent needs come up in the future

    How to Cold call and get new Clients in the ‘Local’ Social Media, SEO, Web site Design Niche.

    Saturday, October 1st, 2011

    Click to hear Live B2B Appointment setting call

    This is a fabulous example of building trust and instant rapport with a brand new account over the phone . She is bonding with me , being honest and opening up to me — Listen for the objection , brush-off in the 1st 50 seconds , I just ignore it , then keep politely moving forward–We book an Online demo and the deal is closed on ‘One-Call’ for an ongoing revenue stream of $1,100 per month for ranking on the 1st page of GOOGLE , Social media marketing , Video marketing , List Building and Article marketing — The account is worth $ 13,200 per year and it consisted of 1 cold call, 2/  e-mails and 1 online demo –in a matter of 2 weeks –POOF !!

    Here’s the exact Web based demo that we used to get a 34% conversion ratio from demo to Closed deal
    __________________________
    click this link to view
    Invigo_webDemo

    The Chris Angel/David Blaine Magic “Distract and Re-Focus” cold calling technique when following-up to Book a Web Demo’

    Friday, September 2nd, 2011

    Audio clip: Adobe Flash Player (version 9 or above) is required to play this audio clip. Download the latest version here. You also need to have JavaScript enabled in your browser.

    Click to hear ‘magic Live cold call.

    murray warren bowen Island discussing — What typically happens with most sales people after they have talked to a new account and they want to call them back and book a meeting with the target account

    The new account  says one of 3 things ;
    A) Yes I got the email but I have not had time to read it

    B) Didn’t get it , please send it again

    C) Got it , read it and were not interested

    Most sales people fall into this trap and end up resending the email –or calling back in 1 week or take the NO

    ANTICIPATION
    is the key to anything Sales , a good tennis stroke , meeting girls on the street , surfing over-head waves –Know what’s going to happen , before it happens and figure out what to do and handle it

    That is exactly what happens here with this call- This is a Billion dollar company with huge potential and I know she is going to say ” I didn’t have time to read it “

    The ‘Ultimate’ Cold Call Objection Handling Technique

    Saturday, June 25th, 2011


    We want to engage in a demo with them and show them . PERIOD
    .

    murray warren bowen island discussing — Student-protector.com and our new incident manager system , Find it , save it , share it instantly

    We do care what they are using , haw long they have had their cameras and if they are happy and satisfied

    BUT –WE CARE MORE about showing our unique differentiators and the new technology we are exclusively bringing out .,.

    They care ( the fleet mangers and transportation Directors ) about this and these type of guys do ” keep their ear to the ground on new techno , they are always on the ‘Look-out’ for new ideas , Trends and Options that will make their life easier , reduce costs, eliminate liability / litigation and increase the efficiencies

    So what does this mean — if they answer the phone and you can engage in a conversation with them , and they are not interrupting you –they are interested –What-ever the concerns they have —Just BOOK a DEMO

    I always think one thing — ” In spite of any concerns that they have .. is there way more value here in exploring this , than they presently think ?

    — It’s almost like who cares if they are happy with they are using , it’s conditioned response when they say this 99% of the time

    Here is a great Break-Open statement that you can customize for your calling when they say

    ” We’re happy with what we got “

    1) Agree with him

    That’s not a problem at all or You’re absolutely right — You have your cameras on your buses or you don’t use cameras / video on your buses — and you’re fine what you have right now .. ( whatever they say , just repeat it and feed it back to them )

    That’s totally cool,

    2) Group them together with all of the other Fleet managers and Directors of transportation that said the same thing initially

    ” As I said earlier we have been serving the bus transportation market for 10 years and have over 70,000 mobile applications installed — And when we met many Fleet managers and Directors of transportation I would say 85% of them initially said the same thing , that they were happy with their present set-up ..

    So I totally know where you’re coming from..

    3) Seduce and Entice them with new and better results / benefits and advantages

    ” Many of the Fleet Managers I talk with are OPEN to getting some new ideas, and feel it’s important to stay ” Ahead of the curve , the and Risks in this area as well as keeping their ear to the ground on new technology regarding digital video surveillance solutions for their bus fleet to provide better protection for the children ..

    I’m sure that’s the same for you ….

    I’m sure you subscribe to the same world-view and perspective..

    So many of the fleet managers we talk with tell
    me that

    –> They use Video in their buses but it’s older technology , Outdated antiquated stuff

    –> They would really like to upgrade what they have — they just don’t have the budget for this

    è      They have Analog systems , Older digital systems –even some still use VHS in their bus fleet

    –> They are very interested in new ideas to control =the rampant Stop Arm Violations that are going on in their state and endangering lives of kids

    –> In addition , they would like to explore a way to analyze, manage and control their incidents that go on —easier faster  and better — our new Incident mangerFind it, save it , share it –does this instantly for you

    4) BOOK DEMO –

    ” I do respect that you’re satisfied with what you’re using — I was just wondering if you might be OPEN to some new IDEAS or options to keep you up to date and Ahead of the curve in what’s going on in the industry –– So when you get new buses or in case a need arises in the future, you will have all of this critical information —
    We know you’re very busy and time is scarce –that’s why we have created this 15 minute On-Line web based demo that will show you the latest trends , risks and technologies that are out there , that many of your peer group is checking–It’s purely an exploratory call, with no commitment or obligation at all — It’s right over the Internet ..

    I’m sure you guys have high speed internet over there , don’t you ? –( they always say yes to this )

    Would you have 15 minutes this week or next to just show you what Gatekeeper can deliver , no strings attached, if you don’t want anything , no worries

    The Ultimate B2B Sales Objection handling Formula

    Monday, July 5th, 2010

    The Ultimate Formula for Objection

    Handling –Designed for Base Two Media

    1)  Agree with Them

    2)  Repeat and Feedback what they just said

    3)  Group them together with all of the other companies that said the same thing initially

    4)  Entice and seduce with results and benefits

    5)    Trial Close & Ask for the Meeting/ Demo.

    A) We’re fine with what we have

    You’re absolutely right it . Not a problem at all . I understand where you’re coming from ( pick one of these )

    Step # 1 – Just AGREE with Them, whatever they say … Agree

    That’s not a problem …

    Not a problem at all…

    You’re absolutely right…

    I have had other people in the ( insert industry here ) say this before. Probably 95% of our clients all had systems in place when we first me them

    Step # 2 –Repeat and feedback

    ( you need to validate what they are saying so they feel that you are listening to them )

    “ You have a solution in place, a vendor or present supplier that you extremely happy and satisfied with and don’t have any problems or issues”“ Your doing this in-house and you’re really happy and satisfied with your present way of doing thisThat makes total sense, why would anyone consider this if there weren’t a rock solid viable alternative?

    Step # 3 –Group them together with 100’s of their peer group that felt the exact same way initially

    I hear this a lot … at least 90% of the companies we work with right now said this initially….

    Many of these companies have told us that they have had been doing all of their own Video Production In-house when we met them initially

    Or Were using another Corporate Video production company system for over 5 years or so ,and when it came down to it , were just used to their systems , used to doing things the way they do it –

    n    Used to doing all of their Video production in-house for Trade shows , traffic generation and Marketing

    Most were grappling and struggling with challenges of doing this in-house such as

    Ø   Having their videos to be Over budget , never On-Time and a big responsibility to produce

    Ø   Using a person at the company , the combo guy who has other functions , priorities and duties –with typically not much expertise in Video production , story-boarding, Power Point ,
    script development , editing etc,,,

    They felt it was critical to keep their “ear to the ground” and be open to new ways to make this process way more easier—Let them focus on their core expertise and have expert video production people assist to create the vision and impact you’re looking for

    They sort of have the same mindset and World view to keep open to new ideas and entertain new possibilities that might possibly be able to …..

    Step # 4 – Distract & Refocus on New  Possibilities.You made it very clear that you’re happy withy your present set up and that’s cool …If down the line in the future …you found out for a fact or from someone you really respected or admired and they said you could ;

    I’m just wondering if you ( what the heck)  suspended your judgment or perspective for just a brief moment and found out for a fact that our “System / Solution” could compliment and augment what your doing / using and enable your company to

    Ø    Have your production be very professional and On-Time and On-Budget

    Ø   Keep the production process simple –we can help with all the creative and story-boarding and not take up much of your time

    Ø    Provide amazing communication through the entire process and have the production be less money than doing it In-House

    Ø    Free up your time to do more strategic things around your core competencies..

    Would this shift your opinion on exploring something like this down the line …in the future ?

    Awesome , what I’d like to do is ..

    5)  Wrap it up and book the meeting / Phone meeting

    Awesome ..it seems that you’re curious about new & cost effective ways to solve your critical business issues ….

    Not sure if this makes sense to you.. But it might be a good idea to have a quick 5- 10 minute phone call with one of our Corporate Video production expersts

    n   The purpose is to understand your needs a bit more … and then ..

    n   They can go over all of the different new ideas , options and perspectives in this area and supply you free advice and consultation over the phone

    n   You can ask any question you want with them and …most likely they have done what you are looking for about 50x

    Would you be flexible for 5 – 10 minute phone call this week or next ?

    Interruption #1 I don’t think they would be interested we have that all taken care of “

    You say — I can appreciate that, and to be honest, at least 90% of our clients initially reacted the same way when we first contacted them –

    Until they realized that we can augment and supplement what they using for Corporate Video production

    OR

    Great, that was exactly my reason for the call. We’ve worked with a number of large organizations like yours and have found that we can be an effective supplement to the Corporate Video prod solutions you already provide through your organization

    I know that you said that you’re satisfied with what you’re using and I do respect your time .

    There could be something that we have that you’re not getting and should be getting for your company. In the interest of saving you time, how about this .

    We’ve developed a 15 minute web based demo and designed it identify potential value to you . 15 minutes and I’m out the door . I promise I won’t waste your time –

    Would be flexible next Tuesday at 10:30 or would Thursday @ 1:00 work better for you ?

    Interruption # 2 — “ We are fine and OK with what we have right now

    Not a problem at all ..You have a vendor and you’re really happy with your present way of doing things , that’s totally fine ..

    People often tell me how happy they are with their current vendors , and I’m sure you are . But Im here to see  what else I might be able to do for you and your company ..

    Can you tell me a little bit about your current relationship with your current vendor ?

    Interruption # 2 — “ We are fine and OK with what we have right now

    You say –   I know exactly what  you’re saying , I would say at least 90% of my clients I have right now had the exact same reaction as you , before they had a chance to discuss in detail how we just might be able to —

    You Say –  You know I have to tell you , Mr. Jones a lot of my current clients reacted in the same way before I had a chance to talk to them about what we had to offer specifically the very real possibility of ;

    Ø    Provide amazing communication through the entire process and have the production be less money than doing it In-House

    All I wanted to do is to explore and see what your company might be doing down the line when future needs come up and see if there could be a good fit

    Interruption – “We are fine with our present systems that are in place” I like this one

    Not a  problem at all .. I certainly envy your existing supplier / provider , he must be doing a heck of a job for you .

    In this day and age there’s not a lot of loyalty out there in the market place ….

    Would you mind if I asked I asked you just 3 questions ?

    1)             If you could tell me 3 things you’re existing software system is doing really well , I’m curious ?

    2)             If there was 3 ways you’re service could be improved , what are they ( they have to say
    somwthing )

    3)             If these un-improved areas continue to be left out. what are some of the consequences it will have on your company long term ?

    n    How about in money ?

    n    How about in time ?

    n    Speed to market etc….

    What if just supposing we could show you a solution that would _________________________

    Would I get your attention what-so-ever ?

    Interruption – “We are fine with our present systems that are in place

    I understand that your satisfied with what you have in place  , we consult with 100’s of  companies likme yours –that feel it’s critical to be always on the look-out for ways and methods

    q       To  Get more for less

    q       Gain better Video production  for Marketing and Training –with better and faster results

    Many of the VP’s / Dtr’s of Marketing like yourself want to make sure they have their ‘ear to the ground’ and find it important to always have the most current knowledge of what’s out there and available

    We’re using something or someone else

    Not a problem at all – I would assume a company of your caliber and stature would have some type of a –Video Production – solution in place, I could have bet you weren’t doing everything manually

    And that’s why I wanted to understand your needs a bit further to see if there is something we might be able to augment or compliment or possibly improve down the line

    We have no expectations here , and don’t expect anything to happen quickly anyway –You’re company could be a good fit down the line ….

    ________________________________________

    . Or Try this

    Not a problem Mr. customer , I totally understand where you’re coming from, you have a systems in place that you’re satisfied and happy with , so you don’t see any reason to change .

    Just to let you know , initially 98% of all our clients initially had some type of solution in place when we first met them, your reaction is quite normal. They were all using other solutions when we first approached them ….

    Let me just ask you though — Why do you think when we met our customers , they had a solution in place that they were happy with and then explored and checked us out , and ended up moving forward with our solution to compliment what they were doing , why do you think that is ?

    What I was looking for is for 20 minutes of your time to check out, evaluate and compare the hard value benefits we may be able to provide to your company, with no commitment or obligation at all –

    At the end of our Webtour– you will clearly know if your present  solution  is providing you with everything you need, or whether our Work-flow management solutions — could compliment, augment or supplement your existing solutions

    What I’d like to do is …. Wrap it up

    RESPONDING TO THE “SEND ME SOME INFORMATION” OBJECTION

    ________, I could send you some information. I don’t send out general information; since so many clients have told me when it’s not customized, it usually brings up more questions than it actually answers and sometimes really misses the mark.

    The corporate stuff I would send you is just going to tell you what I just told you.

    But, in the interest of saving your time since I’m sure you get a lot of e-mails and information coming across your desk , how about this … We’ve prepared a 10- 15 minute meeting agenda ,

    it’s a web based Internet demo that will quickly determine if our solution would be of value to you . 10 minutes and I’m out the door so to speak. I promise we won’t waste your time

    Would you be flexible Tuesday @ 10:30 or would Thursday @ 2:00 work better for your schedule ?

    Would be flexible Tues at 10:30 or would Thursday at 2:00 be better for you for an exploratory phone call?

    Or try this

    John, I have no problem sending you some information , but my only fear is… that when I send you over an information package or my e-mail and when I follow-up withy you next week ,

    You will say that you have not had a chance to review the material , or it will have got lost in your SPAM filter, or you just missed seeing it .( I’m sure you get a ton of e-mails per day

    If I could let me share with you how we typically work , we like to tailor information on our company for our clients exact needs .

    Clients have told us that generic, not focused information brings up more questions than it actually answers and sometimes really misses the mark .( and doesn’t do both of our companies any good )

    Would it make sense , if one of our consultants got together briefly over the phone for a quick exploratory call —  with no expectations and we could take some notes down and understand your needs a bit more and you can write down what you need from us ?

    How would Tuesday at 10:30 be or would Thursday at 2:00 work better for your schedule an initial exploratory call?

    Customer says —  ‘ Send me Some Information’

    Sure, if I could ask what would you like me to send you?, we have a lot of information, data, white paper, E-mails brochures and direct marketing pieces over here .

    I really don’t what kind of issues, challenges or problems you’re experiencing over there.

    If I could let me share with you how we typically work , we like to tailor information on our company for our clients exact needs . Clients have told us that generic, not focused information brings up more questions than it actually answers and sometimes really misses the mark .( and doesn’t do both of our companies any good )

    Would it make sense , if one of our consultants got together briefly over the phone for a quick exploratory call —–  with no expectations and we could take some notes down and understand your needs a bit more and you can write down what you need from us ?

    How would Tuesday at 10:30 be or would Thursday at 2:00 work better for your schedule an initial exploratory call?

    OK let’s start with the Ultimate Objection Handling
    Formula

    A)AGREE WITH THEM        B) REPEAT AND
    FeedBack

    Here’s a word-by-word role-play scenario

    Objection – “ Were’ fine with who we are using right
    Now”
    You say – “ You’re absolutely right  or Not a problem at all “

    You guys are happy and satisfied with systems your Corporate Video Production , is that about right ?

    What-ever they say you repeat it and feed it back to them .There is a hypnotic trigger going on here –You now what it is?  –

    You are showing them that you understand them and empathize/ validate with them which builds rapport and trust

    C) Group Then together with all of the   other Companies that said the same thing

    You know I have been talking with 100’s of other companies  and I hear this a lot , I can certainly understand your view of this since you have not experienced the benefits of working with a Corporate Video production co– I totally understand how you feel ….

    Initially when we first approached all of our customers they had said the same thing and felt the same way ‘out of the blocks’ , so I really understand where your coming from

    What I’m hearing a lot is in this tough business climate… that many of the other VP’s ofMarketing –DTR’s of Sales that were talking with feel it’s critical and essential to be Open to new ideas that can reduce their costs , obtain better marketing and sales results –I’m sure this is the same for you …

    D) Seduce and Entice with RESULTS and BENEFITS

    Let me just ask if I could … If you found out from another similar company, or from a business colleague you really respected or admired  … and they said

    i.      That initially they said the same thing , viewed our web based demo and were totally blown away at what we could offer

    ii.      It made their life so much easier—and the video production was done on time and on –budget

    iii. Great communication and organization through the entire process 

    iv.      It freed up our teams time and took several balls out of the air we were juggling – and offered killer peace of mind knowing –it’s taken care of

    v.

    E) TRIAL CLOSE and ASK FOR THE MEETING

    In your opinionwould this change your opinion slightly on exploring this with a no commitment ,

    no obligation for a 10 minute web based demo right at your workplace –over the computer ?

    In the interest of saving time we put together a 10 minute Executive Web Briefing.

    It’s designed to show value and have you understand why many other companies exactly like yourself were initially deeply satisfied and content with what they were using and quite skeptical about our switching or changing —

    They Viewed our value proposition and saw the value and  moved forward with us  There is no commitment or obligation whatsoever and again

    I promise we won’t waste your time How about just 10 minutes in the next week or two.  In the time it takes to have a quick cup and a donut, you can learn more about this .. I’m looking at my calendar … how about ….

    “ Just send me some information “

    # 2 —  I imagine what you probably get to do to 160 e-mails a day or so?

    I’ve been told by so many clients that when we send out that generic information that’s not really focused on our clients exact needs it really misses the mark, and shoots us in the foot.

    It just doesn’t seem to do us any good to send out generic information that’s not tailor made to our customers exact needs

    If you’re open to some different ideas on how to

    Make better Corporate training , HR and Marketing Videos— in the time it takes to have a cup of coffee and a donut we can show you our 15 minute executive Web briefing which is designed to show value and that we can review organization.

    Can we just..“ throw our hat into the ring

    and show you a 15 minute so executive Web briefing on what’s around the corner in Corporate Video Production companies that can save you a lot of time , produce better results and reduce your costs

    RESPONDING TO THE “WE ARE ALL SET” OBJECTION I like this one

    Reply: “That’s fine. Does that mean you are never going to look at new options or new providers , or could you suggest a time to call you in the future.”

    After that– try this, –when they say YES

    ” Not a problem, Look, we wouldn’t expect anything to happen quickly anyway, that’s not the way it typically works in this industry.

    It’s all about exploring different ideas, Options and perspectives when you have the time and see what’s the best fit for your company —it seems as yopu move close to the compelling  event ==-ity seems that you never seem to have the time

    We do an awful lot of work with companies like ________ and _________ and _________( name drop )  with us —, and there are good reasons why companies like that decided to work with us after long term relationships with their existing providers and suppliers

    We would just be looking to introduce ourselves, give you some information on our work Corporate Video solutions — that others have found valuable, and if in the future you are looking for options or a back-up vendor, we hope you think of us.

    Would you be able to squeeze in a quick 15 minute over-view of ur application –=At least we would really love your feedback and input on what we have created for other companies in your peer group.– Could I get 15 minutes of your time in the next few weeks?”

    2) “ just send some information

    “ great one

    I’m going to send you corporate information that we just told you that we be a seamless end to end solution for all of your corporate video production needs and it easier , More organizaed , better and for less money than your presently doing right now

    Many clients have told us that when we send generic not really focused information to our clients that this brings up  more questions than that it actually answers.

    I’d be happy to put together a package of information that could help you regarding any specific needs you have.

    Do you have any specific needs you would like info on?

    Honestly I know you’re really busy and also know that your probably satisfied with what you’re using.

    And that’s OK.

    In the interest of saving time we put together a 10 minute Executive Web Briefing. It’s designed to show value and have you understand why many other  companies exactly like yourself were initially deeply satisfied and content with what they were using, viewed our value proposition and saw the value and  moved forward with us this

    There is no commitment or obligation whatsoever and again I promise we won’t waste your time —Hey , even if you don’t have the budget for this –we can assist you in helping out to obtain the budget or help you build a solid business case for this , for the future.

    How about just 15 or 20 minutes in the next week or two. It’s just a learning , exploring session

    I like this one

    I know you’re busy, and so am I — but suspend judgment if your could and …just take 10 minutes to view this demo and then YOU BE THE JUDGE. –I mean if you saw a $1,000 bill sitting on the sidewalk, you’d take a second to stop and pick it up, wouldn’t you? …

    I just want to introduce myself and let you know that WE’VE HAD A LOT OF SUCCESS in helping business owners just like yourself

    RESPONDING TO THE “I’LL MEET WITH YOU BUT CALL ME IN A MONTH” OBJECTION

    .

    Call me back in 3 weeks

    Try this.

    “Sure, I would be happy to call you then. We would probably be looking to get together a few weeks after that, which would put us into the week of July 20th. You know, I am in your area regularly and would be scheduling other meetings along with this one.

    If you feel comfortable, could we pencil something in for that week?

    It would help me with my planning and I would call the week before to make sure it still works for you.

    Would you feel comfortable penciling that in”?

    About one-third will agree to the meeting. You have obtained their commitment

    OBJECTION HANDLERS WHEN YOU ARE ENGAGED IN A CALL WITH THE SENIOR LEVEL DECISION MAKERS

    If  NO – Rally a bit with them

    Only use if you have good rapport

    Or use the Brad Pitt / Angelina Jolie line great line ( high  risk only use with guys or gals with top rapport )

    You’re absolutely right , you have a solution in place that you’re happy with and see no reason to change or alter anything , I totally understand where you’re coming from

    It just reminds me of a real-life story – You know Brad Pitt was married to Jennifer Anniston for quite a while, and in my opinion she was pretty darn good. Then Brad meets on the set of Mr & Mrs Smith Angelina Jolie, and well … the rest is history.

    My point here is that sometime even if you’re totally satisfied with what you have, it makes good business sense from time to time to explore, to be OPEN and on the lookout and keep your ear to the ground for new technology, new ways and methods to provide an easier , more effective communications solutions for your company

    I was just wondering if you are open to some different ideas and approaches in this area ?

    “ No- We’re Fine –I don’t want to view a DEMO”                  This is a killer one

    I can appreciate that you are happy with your present Software solutions you have in place, I meet many customers that initially have the same
    feelings . Your reaction is quite normal .

    Let me just ask you … If you were going to compare and explore working with an outside custom software development company like Pointy Hat  ,

    Not that you are  … you’ve clearly said you’re not and that’s cool  ( they let their guard down .. )

    BUT — if you were going to move forward and explore the possibilities ,

    What would you have to be completely and totally convinced of at that time …??

    A)

    B)

    C)

    Which of these benefits would be important to discover ?

    I see , so in addition to these benefits and advantages would there any thing else that would be important to your firm  —– Great , so if we could with complete certainty prove these points to your company this might change your opinion or perception about exploring  —

    .

    n    You’ve been doing this for 3 – 200 years now and have no problems, issues or challenges”

    And you don’t see any reason to look at anything else since you’re quite happy and content with what your using

    n   Who you’re using

    n    Your present way of doing things

    When we approached other customers initially we had heard this that they do al of their corporate video production and HR Training video production In-House — and didn’t see any reason to change at all

    Would that be a safe assessment?

    I totally understand where you’re coming from

    I totally understand what you’re thinking….

    How to Persuade the “Permission Based” way…

    Thursday, March 4th, 2010

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