Stan Billue's Blog

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 6, 2015

5 Problems Facing Anyone Who Does Business By Phone

CHICAGO – A FREE Research Report has just been released. This report is for salespeople and business owners who use the phone to handle inbound and outbound leads and customers. The report details the most pressing issues salespeople face when prospecting and selling on the phone. If your career or business depends on the phone… then… this is a must-read report.

Go here for Free Access…

The report details:

Why 3 out of 4 salespeople and business owners are doomed to failure and how to avoid being a victim!

Which “popular” lead sources will drain you of time and money… even though… all the experts tell you to use them!

3 of the biggest cold calling blunders to stop making now!

The single most profitable action you can take when a fresh lead comes in!

How 90% of salespeople and business owners handle inbound leads… and… why this strategy guarantees the lead will never become a customer!

Go here for Free Access…

This Special Research Report details the findings of several prominent industry studies about the sales industry. The Direct Marketing Association, Baylor University and the Fisher Institute are among the leading research authorities covered.

If you want to improve your ability to generate quality leads, convert prospects to customers and boost your sales and profits… then… this report is for you.

Go here for Free Access…

July 8, 2015

Part 2 – Why People Avoid Sales Reps Like The Plague

Yesterday you discovered an interesting quirk of human nature.

The first thing (usually) that people do BEFORE making a buying decision is…

They get DISSATISFIED with their current situation. Over time, that dissatisfaction festers, grows and becomes a dominant force in their psyche.

Which leads them to Phase 2 (Step 2) of the buying process…

Again, go back to the last purchase you made. If you are a typical consumer, you probably DID NOT get up and just go to a store to buy whatever you wanted.

For instance: You pour yourself a piping hot cup ‘o Joe. You open the fridge to douse the coffee with a little milk. But the gallon is over a week old. (Yuck!)

Now you have a problem.

Dissatisfaction sets in.

You decide to get milk… but… before you go to the store… what do you do?

I’ll let your mind spin a bit on that point and get back to it later.

Phase 2 is the exact best place to engage the prospect… get on their radar… and lead them through the rest of the buying process.

It’s the first time the prospect is going out and making contact with the business world about their problem. However, they don’t want to talk to a sales person. They don’t want to “shop” around at a physical store just yet.

Basically they don’t want to engage any vendor at this point.

Too soon.

They’ll do everything possible to avoid sales people.

In fact, I’d say, the number one reason people avoid sales reps like the plague is because the sales reps are engaging prospects at the wrong time.

The prospect needs something else first.

Before they talk to anyone in a position to sell them.

That’s why 81% of consumers… and… 94% of business buyers go online first. (See links below to articles on this subject.)

Go back to the coffee and milk example.

Before you run out to the store what happens first?

If you’re like most consumers, you pull out the sales papers to see where you can get the best deal. Walgreens sells a gallon for $3.00 but it’s just around the corner.

The supermarket has milk on sales for $2.29 but you have to buy $10 worth of groceries. (Damn! They always get you somehow.)

Sam’s Club has milk for $1.89 a gallon but you have to buy a year’s worth.

Get it?

Usually, people do a little research before deciding WHAT they’ll buy… and… from WHOM.

The bigger the purchase the more time and effort is spent in…

Phase 2: The Exploration/Fact Finding/Info Gathering/Research Phase

Think I’m blowing smoke?

Fine.

This article from Adweek should set you straight.

Oh… you sell B2B and you think these sophistimicated execs KNOW what they want before doing any research?

Puhleeeze!

This article’ll gives you the scoop on how business buyers shop.

Here’s the good news: If you know what you’re doing… then… you can position yourself as a source of valuable information. How? By providing prospects with critical research “done-for-them” that they can get from you. You become their trusted source of info they need before making a buying decision.

I’ll tell you how in tomorrow’s email.

BTW… I did this selling real estate and created a marketing and sales system that generated over $25,000,000. (The average house back them only sold for $100K in my area so the gross figure is pretty good.)

Keep your eyes peeled for the next email in the series…

June 22, 2015

Schmuck Salesman Gets Last Laugh

Filed under: Uncategorized — Tags: , , , — Stan Billue @ 4:56 pm

He was a total greenhorn.

This guy didn’t know a closing technique from a hole in the ground.

And it showed. First six months in sales he closed one deal. Pretty
bad if you like food with your meals. What was the problem?

Well, for one, he had long conversations with other sales reps in
the office. You know the kind of water cooler talk I’m referring to.

They’d complain about the sucky leads. They’d complain about the
pit-bull sales manager always getting on their ass to sell more.
They’d complain about the product. And on. And on. And on.

Then one day our hero had an epiphany.

Actually, it was more like his sales manager forced him to have an
epiphany. They had a little “chat” about his future. It was bleak.
He had about a month to get his shift together or hit the road.

But his manager saw something in the little sales schmuck. Call it
a glimmer of hope. So he did something that he’d done with many
sales reps.

Few had heeded his advice. Who knew what this rep would do but
it was worth a shot.

He plopped about 10 different sales training audio tape programs
in from of him. And said, “Start with the one on top until you
master it. Then go to the next.”

Our hero began listening to the first set.

One tape in particular was especially appropriate when it came
to dealing with his kind of prospects. So he played that tape
over and over again.

From home to the office.

From the office to appointments.

Everywhere he went, this tape was playing in his car.

By the end of that month, he became the number one rep in
his category for the company.

The point?

If you’re new or getting stale pick up a tape set from someone
who knows what they’re talking about.

Like maybe one of Stan Billue’s.

Listen to it over and over again until the sales methods are
engrained on your mind. This is positive programming at its very
best.

Before you know it, you’ll be selling like crazy.

Since most of us use the phone (in one way, shape or form) to
talk with prospects and customers Stan’s Double Your Income Selling
On The Phone is perfect. And it’s cheap.

Take a look…

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