Stan Billue's Blog

October 29, 2015

Crazy Sales Story Contest

 I’d like to ask you a favor…

This will benefit both you and other sales people, business owners and entrepreneurs.

I’m putting together a book of what I call “crazy sales stories.”
These stories are about unusually creative ways sales people and business owners came up with to generate leads… reach decision makers… and make the “impossible” sale.
I’m looking for story submissions!
If you would be interested in sharing, just reply to…
support@stanbillue.com
The subject line should say… “I’m in, John!”
If I get enough responses I’ll move forward with this project… which… includes a contest.
The grand prize is Stan Billue’s bestselling phone sales and telemarketing videos series in history. Which is a real $697 value!
Plus… a number of “hot bonuses”… and everyone who submits a story gets a complimentary copy of the ebook that… for now… is titled…
Crazy Sales Stories: How Regular Salespeople Came Up With Creative Ways To Make The Impossible Sale
So do me a favor and let me know if you’re in…
Send an email to: support@stanbillue.com
You’ll benefit others and yourself by participating.
Thank you.

August 19, 2015

Why They WON’T Take Your Call

There’s a simple reason why prospects won’t take your call.
If you overcome this issue… then… the right prospects will almost ALWAYS be happy to speak with you. Otherwise, even those who could benefit from your product or service will never give you the time of day.
Want to know what it is?
Well consider this saying: “People like doing business with people they know, like and trust.”
Everyone in sales says this and agrees with it.
But hardly anyone knows how to get others to KNOW… LIKE and TRUST them.
And that’s why “they” won’t take your call. Because they don’t know you. Therefore there’s no way for them to like you. And, since you’re a stranger, they can’t possibly be expected to trust you, either.
Get it?
So then, how do you get prospects to know, like and trust you… so that… they’ll gladly (or at least less reluctantly) take your call.
I’ll explain that little “secret” in the next post.
Mean time, if cranking up your effectiveness on the phone is important to you… then… you just might benefit from this…
Free Phone Prospecting Strategy Session

August 13, 2015

Do You Make This Cold Calling Mistake?

Filed under: Uncategorized — Tags: , , , — Stan Billue @ 5:09 pm

A recent study I saw showed that a group of Realtors called something like 6,500 prospects.

The Realtors either asked for an appointment or a referral.

The end result was:

  • 19 appointments set
  • 11 referrals

These figures indicate a very low percentage of conversion.

Why so low?

In my opinion, it’s because the cold call was asking for too much too soon. Think about it: When you cold call, the people you’re calling do not know you. They are not expecting your call. They may or may not be interested in what you are selling.

Asking for an appointment or a referral is simply too big of a request.

Better: Offer valuable free info to establish a relationship first. Then follow up to move the relationship to the next level. But be careful. Because far too often people will accept a free report (or some other free info) just to get you off the phone.

So qualify.

Find out when they’ll be in the market for the product or service your free brochure or report discusses. See if the person is even considering making a purchase at some point. Otherwise, you’ll be sending out info to people who are not interested and don’t need what you offer.

Is your cold calling and inbound phone process up to snuff?

Find out how to improve it by going here…

July 29, 2015

Scared Salespeople Attract Scared Prospects (Part 5)

You know, it’s funny.

Or maybe not so funny.

But the average sales person is scared stiff of getting sold. If you were to sit down with a typical sales rep and try to sell them something here’s what you’ll discover…

They will come up with the same typical brush offs… objections… and stalls ANY prospect comes up with. In other words, the typical sales person is scared of being sold. As a result, they are scared of selling others.

Since the mind creates our reality… if a sales person has objections about price… or wants to think it over… or whatever they’ll find that their prospects give them those objections.

Stan Billue has a simple remedy to this problem.

You ready for this.

Go out and get sold.

Stan used to spend a few minutes each morning calling up competitor companies advertising their products and services. He would then ask to speak with the top sales rep in the company. And he would “pretend” to be a buyer.

By doing this, Stan was able to get a master-level education in sales form his competition.

He wasn’t afraid of being sold.

He welcomed it!

Thus, he learned how to other top sales reps overcame price objections. How they handled brush offs. How they handled stalls. And, ultimately, how they closed deals.

If you’re scared of being sold, you gotta get over it.

Otherwise, you’ll attract scared prospects who won’t buy.

Wanna get better selling on the phone?

Go here to find out how…

July 25, 2015

Shortcut To Sales Mastery (Part 4)

Stan once said:

“I’ve met a ton of Salespeople that have been in Selling for 5 or 10 years however they don’t have 5 or 10 years experience. They only have 1 year’s experience 5 to 10 times over. Unfortunately somewhere around the end of the first year they quit growing and stopped learning and fell into a comfort zone.”

How do you avoid becoming one of those “salty dog” sales reps?

The one whose been around forever but still drive a “beater” cause he can’t afford anything else?

Simple.

Take Stan’s shortcut to sales mastery.

Become a sales audio junkie.

We absorb up to 95% of what we hear 16 to 21 times.

Pick an audio set on how to sell (especially one that is specific to your way of interacting with prospects and customers) and listen to it daily. Take notes. Create scripts and presentations based on what you learn.

Scripts for breaking the ice/approaching.

Scripts for presenting.

Scripts for qualifying.

Scripts for dealing with common objections.

Scripts for closing.

Listen and re-listen to those audios until you wear them out.

Here’s something interesting:

  • 92% of customer contacts happen by phone.
  • 90%  of sales managers admit the phone is the weakest area for reps.
  • 85% of customers are unhappy with their phone interaction with a company.
  • 80% of sales happen after 5 follow-up calls.
  • Phone prospecting is 900% cheaper than in-person prospecting.

What does that mean?

It means the phone is your greatest leverage point for…

  • prospecting
  • follow up
  • customer service
  • increasing business
  • boosting revenue

Which means, you can’t go wrong learning how to sell on the phone.

Request a Free Strategy Session from the Stan Billue Team. You’ll discover how to sharpen your phone sales skills.

And avoid making the costly mistakes so many sales reps make on the phone.

Go here for details…

July 14, 2015

Cold Calling Backlash

Fact is, consumers hate (with a capital “H”) getting cold called.

On one of my first such calls, the guy on the other end of the line got so angry he said things my “virgin” ears couldn’t handle. Which is why it’s critical to understand the steps someone takes before making a buying decision. Otherwise, you’re just intruding and creating a stressful situation for no good reason.

In the email series — How To Ease Prospects Into Buying Without A Fight — we reveal how to position yourself and your product/service as a logical choice… rather than… as an intrusion.

When you join Stan Billue’s “Daily Sales Tips” E-List you get the entire series for free.

Take a look.

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…

July 3, 2015

Dealing with price shoppers

Sales people hate it.

And who can blame them?

You give a great presentation. Pile on the benefits. Give every reason why the prospect should move forward with your proposal. And what do you get?

Nothing!

The prospect knows this is right for them. In fact, they told you so.

Yet… they just don’t budge.

You know, Stan had a great way of handling these kinds of prospects.

Often they would end up buying and thanking him for the privilege.

First: Stan would ask the right questions to uncover the prospect’s true objections.

Second: He would cater his sales presentation to eliminate those specific objections. The whole process felt very natural. Often, he would be able to remove a buyer’s fear of moving forward without ever talking about the specific objection.

Third: This is HUGE! Stan would listen closely to the buyer’s responses as he was trial closing them. When he hit upon a buying signal, Stan would make sure it was for real. And, if it was, then he would close right on the spot.

This three part sales sequence allowed Stan to close more sales in a month than a typical sale rep would close in a year.

In The Top Producer Profit Pack (which includes ALL of Stan Billue’s best-selling products) reveals every secret technique Stan used to turn price shoppers into buyers.

And he doubled his income in sales for five years straight.

Go here for all the details…

June 30, 2015

The Great Profession

Work at this Great Profession like most people WON’T
and you can live the rest of you Life like most people CAN’T!

Always remember that “Every time 2 people talk, someone is getting Sold”.

Therefore, the ability to sell is, by far, the fastest way to fame and fortune.

But (there’s always a “but”)… only if… you believe that you can and will become the best you can become… and… develop the willingness and the discipline to implement new Skills
and Techniques.

If you are willing then The Sales Expose e-book is a great place to start.

June 29, 2015

Who Else Hates Cold Calling But Gots To Do It?

Cold calling sucks!

There… I said it. I’m sure some of you on Stan’s list will
agree. Others won’t. For the most part, after speaking with
a lot of salespeople the consensus is clear.

If given a chance… most sales reps would rather have their
finger nails torn out than pick up a phone and contact a
stranger.

The fact is (when done right) cold calling works.

Heck, even knocking on doors works.

Way back when, during my first sales stint, I literally
walked neighborhoods and banged on doors.

No one was really a jerk.

People were certainly wary… but… most were willing to
engage me in some friendly banter.

And, in a few cases, I got sales.

Cold calling is no different… except… when done right
you can boost your chances of success.

The key is (drumroll…) THE LIST!

Who you call is the most important element in phone sales
success. Call people who have no interest in what you offer
and you’re dead in the water.

Call people who are a good fit and you’re half way there.

If you have to cold call… then… you should spend a good
portion of your time ferreting out the very best list of
prospects.

Then put your energy into Practicing, Rehearsing and Drilling
so you perfect your phone pitch… BEFORE… picking up the
receiver.

Stan Billue shows you how he did it (and doubled his income
for 5 years straight) in his classic audio course…

Double Your Income Selling On The Phone!

For a limited time, this course is available for a “steal.”

But not for long.

We plan on hiking the price by 250% in the coming weeks.

Go here before you miss out on this deal.

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