Stan Billue's Blog

July 7, 2015

Cussin’ Prospect Slams Phone On Scared Sales Rep

If this hasn’t happened to you yet…. it’s cooooming…

I’m sitting down at my cubicle.

My sales manager handed me this giant book with all sorts of addresses and phone numbers. The book is called the Haines Criss-Cross Directory. According to my manager, my financial future was somehow tied to this book.

(In no time flat I found out he was full of it.)

He told me to pick a page — any page — start at the top and dial number after number until I got to the bottom of the page.

About 30 or 40 calls in, a rather gruff voice answers.

I excitedly tell him who I am (as if he should’ve cared), my company name and what the call was all about. Then all of a sudden he screams an expletive that was so nasty I turned red in the face. Then he slams the phone in my ear.

Instantly, I knew my financial future had nothing to do with the Haines Directory.

It took me over a year to finally figure out what the problem was.

You see, people make buying decisions in a certain step-by-step fashion.

There are five specific steps to the buying process. Unfortunately, most companies and sales reps don’t even know what they are. So they often approach prospects at the exact wrong time.

The first step is usually… DISSATISFACTION.

In other words, the person becomes dissatisfied with what they have. Say it’s a car. Maybe it’s older. Doesn’t have modern techno doodads. Is starting to need too many costly repairs.

Or maybe the neighbor just got a brand new car… and… the person wants to keep up with the Joneses.

Whatever it is, something creates a sense of dissatisfaction.

Read the definition of dissatisfaction from Reference.com here.

And the product must be replaced with something new or better.

Think about your own situation: Do you just get out of bed one day and decide to buy a new car or whatever? No! Usually something happens that makes you unhappy with what you have. Then… and only then… do you start churning over in your mind the need to replace what you have with something better.

This phase could take days, weeks, months or even years to fester. It all depends on the product and it’s cost.

You may become dissatisfied with a coffee maker today… and… buy a new one this weekend.

On the other hand, it could take months to move from an apartment into a house. Or to list and sell an existing house and find one that is just right for your family.

This phase — the Dissatisfaction Phase — is exactly the wrong time to reach out to prospects. For one, it’s impossible (unless you’re a mind reader) to know when someone is in this phase. People generally don’t advertise it.

Although, they will talk to friends and family about how unhappy they are.

Here’s an interesting quote that proves the point:

————————– Beginning of Quote —————————
“How the customer thinks out a decision to buy has nothing to do with any selling system or approach. That is an artificially constructed process to give sales people something to follow and help them remember what they are supposed to do. The truth is that all selling approaches are a collection of techniques and methods assembled into some type of organized process. Salespeople do need all those skills, techniques and methods. That’s the good news. The bad news is that they usually are following a guidance system or selling approach that is not flexible enough to keep them aligned with where the customer is at.”
————————– End of Quote —————————

Read the article here.

In tomorrow’s email we’ll talk about the next step in the buying process.

Believe it or not, by the time a prospect gets to Step Two they are still not ready to buy… or… even talk to a sales person or patronize a business.

But Step Two is the exact best place to engage the prospect… get on their radar… and lead them through the rest of the buying process.

Stay tuned…

May 2, 2015

Stan Billue is the Best Sales and Script Trainer ever

I want you to know that there is not ever a sales training conversation I have with anyone where I don’t mention you and refer to your website or YouTube videos. I truly believe that you are the best sales and script trainer ever. There is not a day that goes by where I don’t think of your conversations, and what most people would believe to be subtle, insignificant details in selling, however they truly are significant. Details like: when you can’t get a commitment from a gate keeper on a time to call and you ask: “when would the worst time to call be?” or always trying to pin down a time with a prospect by offering two specific times, like 9:20 or 3:10 – never on the hour or half hour. And the list goes on and on and on…. Or your mantra of spending 1 hour a day on learning/improving your skills. It never ceases to amaze me how difficult it is for sales people to grasp that if you spend an hour everyday, and in 6 months you double your income, that this is truly your most productive hour of each day. Or self affirmations, or the how are you today . . .”I’m Fantastic”! . . . and the list goes on and on. As and engineer by degree, I always looked at objections as the end of the road, but you showed us this is the key to unlock the door and open the sale! Yes it is in the details, every single one of them, and you understand this better than anyone!

Again, I wish you and Margie the best, I just bought almost everything you have on your site, and hope this helps with your expenses.

Warmest regards,
Scott Davis, President
Contour Products, Inc.

May 1, 2015

Week #12 Health Update (5/1)

Week #12 Health Update (5/1)
I’ve now made it through 12 weeks. Although I still Pray for the best, the facts are that I continue to slip quite a bit in many areas. The pain was so intense last weekend that the Hospice Doctor doubled my Pain Meds which put me in la-la land some of the time. After enjoying a couple of mostly pain free days, I then had 2 of the worst days ever and the Doc doubled my Pain Meds yet again (which is now 3 times in the last 10 days) and the pain has become manageable. I ask that you keep Margie in your prayers and consider becoming a Friend with her on FaceBook (Margie Tucker) or Email her at brighter31@yahoo.com where you can offer her some words of encouragement and your Prayers of comfort. I know she would truly appreciate it if you could also contribute to her Fund Raising effort (even a small amount and done Anonymously) at http://www.gofundme.com/p3lgec. Now that I can’t even sallow any liquids (like my Protein Shake) I’m getting no nutrients into my body so my weight and energy continue to drop very rapidly. Hospice has explained my situation as having a Bucket with a certain amount of energy or strength left in it. Every time I do any work on the Computer or have a long phone call or visit, I use some of that up and I won’t be able to replace it. I now have to be even more jealous of what I “have” to do so I don’t use up any more of my precious energy than necessary. They also said I shouldn’t go out for any more errands, Movies, Races or even walk up and down the Stairs, etc. They added that very shortly I’ll need to or want to lie down in the Bed most of the time. Even that is a major challenge since almost every darn Bone in my Body is sore to the touch. Jimmy (my ‘Brother’) drove over again from Clearwater for a welcomed visit. Also Ric Underwood, a friend for 28 years drove up all the way from Ft. Lauderdale for a quick visit. We listed my Bass Boat and Jacuzzi For Sale on Craigslist and the Boat actually sold the 2nd day. I’m now using a Walker to get around the House and will be converting to the Wheelchair shortly. Above it all I’m STILL maintaining a positive, expectant and hopeful attitude. “I’m so strong that nothing can disturb my peace of mind”.

April 29, 2015

Stan Billue is Amazing

Love you Stan… You’re Amazing. I know when the Lord calls you home. He will say Well Done!!!! Good and Faithful Servant. It’s been my greatest pleasure. I’m confident to leave a legacy of Greatness just like you. One day, I know I’m going to Heaven too. I’ll be feeling Great just like you! Hang on my friend. Jehovah Shalom.
Chakona Blue

April 28, 2015

People love Stan Billue

“My Fantastic” if only you knew how many people love you.
Roy Edgerton

April 27, 2015

Stan Billue made the biggest impression

You have made the single biggest impression upon me than any other man in my life. I really love you like a Brother.
Ric Underwood

April 26, 2015

Stan Billue is an Inspiration

This is Amazing, I am so GLAD that i got a chance to meet you…Love your personality. Love your Inspiration. May god bless you with everything you’re going through…Love Ya’ll
Debi Barnes Hayes

April 25, 2015

Stan Billue’s best friend

I have been enriched, touched, and honored to have been able to think of you as, and call you, “MY BEST FRIEND” in life. I truly mean that, Stan.
Jimmy ‘Frog’ Statham

April 24, 2015

Stan Billue is Amazing

Stan, you are truly an amazing man… a force…. an inspiration. What a gift to have known you. Tales and memories of your deeds will long survive your physical presence here on earth. Thank you Stan. God bless. Peace and happiness to those you leave behind.
Alan Frankel

April 23, 2015

Week #11 Health update (4/24)

I’ve just passed the 11 week mark following my original diagnosis of 3 to 6 months. Although I’m slipping in more areas such as energy, ability to focus or concentrate for more than a few minutes at a time, my balance and of course trying to maintain a reasonable weight. I’m going to continue to post my daily Positive Tweet (@StanBillue) my weekly Monday Marketing Tip and monthly Newsletter as long as possible. I can still have short visits on the phone and of course answer emails however I don’t believe I’ll take any more personal visits after next week since I don’t want anyone’s last memory of me as someone who has shrunk away to skin and bones. The Cancer in my Bones is starting to become a pain (pun intended) since it seems like everyday a new area is sore to touch. Margie and I got out a couple of times during the week to run some errands and I really enjoy the Sunshine and fresh Air. My ‘Brother’ Jimmy made the haul from Clearwater for another welcomed visit. Frank Candy from Orlando stopped by and we enjoyed swapping “‘war stories”. If the weather holds up and I feel good enough, we are going to try to attend the Short track Racing at Volusia (1/2 mile Dirt Track) this Saturday. After 3 weeks of rain outs, we all have “cabin fever”. Yes, I still have the greatest and most grateful and positive attitude and the most wonderful Lady in the World by my side throughout this ordeal.

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