THE FUNDAMENTALS OF THE
“YES OR NO SELLING - 1 CALL CLOSE”
(READ THIS EVERYDAY BEFORE YOU START CALLING)
In order to remove rejection in sales you must stop being a salesperson and start becoming an ORDER TAKER.
You must clearly state your offer in less than 35 words. The shorter the offer, the better. E.g. “MOVE YOUR WEBSITE TO THE TOP OF THE SEARCH ENGINES”
The purpose is to identify whom you should spend your time with and who to eliminate immediately.
“Hi are you the person in charge of marketing?”
Your offer must contain an irresistable offer.
It must be something people want or need
They must want it right now.
If it will make them money – State a specific number & time frame
”EARN $675 EVERY 13 days”
You must eliminate everyone that says “NO” to your offer… Get this, it is very important EMBRACE NO!
What does that mean EMBRACE NO. People can sense the fear of rejection. They feel your need to hear YES. You must lose that FEAR! How? By first not depending on it learn to Embrace No and most of all encourage it. This is what removes the resistance from the prospect. If they feel that you are not pressuring them nor trying to sell them, then they will think about their answer before they say no.
Most people say “no” as a trigger mechanism. But most people will say yes, when you encourage them to say no.
The more people you present your offer to, the more sales you will close.
You must ask them whether they want to buy it or not, upfront, without hesitation or fear.
“we’re allowing just 6 companies to use our new $4,000 machinery at the trial price of $475. Do you want to try it or should i ask someone else?”
If they indicate no, ask them if they want you to call back at a specific time with the commitment to move forward or take them off your list permanently?
If they indicate yes, ask them
1. When they want to buy it?
2. Why they need it?
3. Do they want to buy it from you?
4. Can they afford it?
When coldcalling, it is important to get into the “zone”. This means, putting on a pair of sunglasses, cleaning your desk and completely blocking out everything else that is going on in your office or surroundings. You must commit to this zone for 100 calls. Then you take a 15-minute break. Then back into the zone. Then a 15-minute break. You must not break this zone.
