OK ..great you have a web demo Booked …awesome — You want to avoid the “Constipated Sales Funnel” . Where prospects ‘Go in” and nothing
comes out

You end up … Sending a Proposal, calling back in 2 weeks and then they go ..”DARK’ , not responding to your e-mails , to your voice mail’s and you feel like you’re chasing them — Uncool , not productive and a total distraction

Say somethingl like this , set the ground rules , show them that you’re a true sales professional . That you’re not an AFC ( Average Frustrated Chump)

Thanks for your time today . I really appreciate it I know that your time is scarce these days . In order for me to do the very best job I possibly can, I need to find out what’s important to you in your business and what you value the most in your business life . I would like to discover your ‘pressing burning issues’, If I can find out what’s important to you then I can build value and a business case to show you how our products can help with your obstacles and barriers that you have

 Right now this is purely exploratory, I don’t know if you will be interested in our products and services or this will be a good fit for your company . I don’t want to make any assumptions at this point …What I do know is that initially when we met all of our existing clients such as ________ & ________ & ________ & ____________ , they were all using another method , another in-house solution that they we’re satisfied with .

They liked our presentation and then tried out our products on a business validation trial basis to see if it would work for them . They then found out that our solution can enable them to get the exact match of staff and employees with the same characteristics and attributes of their existing STAR employees , which translated to saving them tons of time doing interviews , screening resumes and lots of money and at the same time reduced their staff turnover significantly

I don’t want to waste your time, since I know you’re really busy . Can we agree that after you view our demo and you feel that my companies solution can solve your problems and it works within your budget then it’s OK for you to say YES and give me a commitment to try this on a sampling / business validation trial basis

On the other hand , if you don’t feel we’re not a good fit , then you can also say NO . Can we agree that you’ll say YES or NO at the end of our demo, not something like “ Send me a proposal “ or I have to think about it “ or Call me back in 2 weeks “ – Would that be OK ?

NOW , at the end of the demo –they will give you a YES or a NORemember you can make money on the No’s, you make money on the YES’s ..but the ‘Maybe’s will drive to the broke-house

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

This is a BIG ONE !!!!!

I’m cold calling and testing the script in front of the owners of a $ 30 million dollar security company — Easily this call is worth $ 5 million to this company over the next  24 months

I’m cold calling and De-bugging the script for a technology company that has developed this new spectrally programmable Light source , used for optiical imaging in Clinical research … anyways my point –the more complex and complicated the product is .. the easier it is to get through and when you do the ‘Tribe’ is very responsive and wants to learn more . ]]> http://www.increased-revenues.com/archives/169/feed 0 http://www.increased-revenues.com/archives/165 http://www.increased-revenues.com/archives/165#comments Fri, 30 Sep 2011 06:34:53 +0000 Murray http://www.increased-revenues.com/?p=165 DW_A1548

Here I’m in a boardroom with all the owners of a $ 30 Million dollar security company making cold calls with their List , 15 minutes product knowledge and a Telesales call guide I just developed — This account is worth $ 5 million in the next 24 months to this company — I just picked them out of the blue and cold called them and booked a meeting- No brainer

‘Stylin’

Here is Jeff an amazing Telesales guy I had the pleasure to coach and train . This call is 3 days into training and before this had ZERO previous experience in prospecting over the phone . This 20 yr old young lad is a crazy good lead guitarist and and got meetings booked with the biggest facilities managers in Vancouver. in less than 30 days .  

By the way , I wrote this script and he pretty much saysd it verbatim , listen to how he is acting over the phone.

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 “

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

– 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 manger –Find 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

DW_A0724Here we are cold calling Non-profit oreganizations all across Canada with a goal to qualify them for interst and needs and set up a web based demo of our software application .

– Results –in less than 8 months in Vancouver in 2010 one of the Top 100 fastest growing companies in BC