Stan Billue's Blog

August 24, 2015

How To Melt Buying Resistance

Filed under: Stan Billue's Personal Blog — Tags: , , , — Stan Billue @ 6:48 pm

Have you ever heard this…

“People buy from people they KNOW… LIKE and TRUST?”

You probably have.

Makes sense, too. Because people tend to shy away from strangers.

Yet, every day salespeople break this simple rule.

How?

By approaching cold prospects in ways that do not get those prospects to know, like and trust them. Take cold calling for instance. Nothing wrong with it. Except that people don’t like being approached by strangers in this manner.

Do you? How happy are you when you get a cold call?

Your reaction is similar to just about everyone else. When a stranger calls you trying to “pitch” anything (even an appointment) you are naturally resistant and skeptical.

No wonder cold calls (on average) result in 1 conversion out of 100 to 150.

Is there a better way?

You bet!

It’s called attraction marketing which consists of these steps…

Step 1: Find a problem you can solve for a target market.

Step 2: Demonstrate how you can solve that problem via some sort of free information. This could be a report, audio, video etc.

Step 3: Sift and sort pre-sold prospects so only the hottest ones engage with you over the phone or in person.

These three steps position you as a credible authority and expert on solving the problem your prospects face. By taking them through Step 2, you build a relationship. They now get to know, like and trust you.

And, in Step 3, you only talk to those who are pre-sold and willing to take the next step.

By the way, if you use the phone in any way in your business you may want to know about these…

5 Problems Facing Anyone Who Does Business By Phone

July 17, 2015

The Stan Billue School Of Sales (Part 1)

Over the next five posts I’m going to share with you how Stan Billue became a world-class expert at the art and science of selling.

Interestingly, you can follow his lead and do the same.

The first thing Stan did was make a decision to become an expert at sales.

His mentor told him that… if he would focus an hour a day studying one subject… in five years he’d be in the Top 1% of his field. Stan took this advice to heart. And he went on a frenzy devouring everything he could get his hands on the subject of selling.

On the contrary, 99% of salespeople have never read a sales book.

How in the world do they expect to make a growing income in sales… without first… learning the skill as well as possible?

Beats me!

So the first thing you must do is convince yourself that becoming your best in sales is important enough to get the right training.

The exciting thing is that the sales profession is very lucrative.

You just have to KNOW how to sell… and then… go out and DO IT.

After making this decision, the next step, is to get the right training.

I’ll fill you in on this in my next post.

———————————————

Strategy Session Call reveals how to sharpen your phone sales skills to the
point of perfection. To apply for consideration, send an email with the
subject line…

Strategy Session Request

… to support @ stanbillue.com

If you qualify, this One-Hour Live Session could be a game-changer for you.

———————————————

July 15, 2015

Closing Commando Sales Training Call

Closing Commando Sales Training Call
Thursday, July 23, 2015
10 am Pacific / 12 pm Central / 1 pm Eastern
Based on our recent survey, most of the folks on our list want to know
how to close more sales. On Thursday, July 23 we will hold a special
LIVE TRAINING CALL on how to seal more deals.

Call in details will be sent the week of the event. The call will be
about 45 minutes long. No recordings. No replays. Only 100
spots available. Mark your calendar to attend this live event.

July 13, 2015

How People Buy

Do you know — exactly — how your prospects make a buying decision?

I bet not!

In fact, I bet your sales process goes against your typical prospect’s buying process.

And that’s what causes all that friction… and tension… and stress between you and them. It comes down to a misalignment of interests. You want to sell. They want to buy… but… not when you’re ready to sell. When they’re ready to buy.

In the “How To Ease Prospects Into Buying Without A Fight” email series, we explain each of the five phases a typical buyer goes through… BEFORE… choosing a product or a vendor.

Sign up to Stan Billue’s Daily Sales Tips and get instant access to this series.

Go here now.

 

 

 

July 10, 2015

The Guaranteed Way To Fail In Sales

The sales profession gets a bad rap.

On the one hand, no sales = no business.

On the other hand, the selling process scares sales people stiff.

An article in the Wall Street Journal by Lauren Weber on February 6, 2015 titled, “Why It’s So Hard to Fill Sales Jobs,” highlighted the difficulty in attracting people to the field due to its perception of being high risk and competitive.

The fear of selling stems from a number of factors.

One of which is: The sales person does not know how to sell.

If you know what you’re doing… then… there’s nothing to fear. But when you are confused and untrained anything (including something simple) can seem daunting.

One out of nine people in the U.S. workforce is employed in sales.

Professional selling represents the second-largest employment category.

And yet, most salespeople have minimal, if any, formal training in sales.

Wanna guarantee you fail in sales – or anything? Then don’t get the training needed to know your craft. Wanna guarantee you have a fighting chance of making sales a lucrative profession?

Then… get the sales training you need to succeed.

A good start is to get on Stan Billue’s “Daily Sales Tips E-List.”

Go here…

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 16, 2015

Treat your sales profession as a means to an end.

Filed under: Uncategorized — Tags: , , , , — Stan Billue @ 10:42 pm

(NOTE: We plan on posting one of Stan’s sales tips daily (Monday to Friday) from now on. If you like what you read please pass them on. Thank you.)

Treat your sales profession as a means to an end.

In other words, create a plan to use sales as a way to achieve financial independence in the next 5 years or so. This strategy will energize you to put your best foot forward every day.

Why work at sales like J.O.B. and get burned out?

You can treat your sales career as a fast-track to financial freedom and security!

This is what Stan did… and… this simple paradigm shift gave him the “juice” to double his income in sales for five years straight. Then he was able to do just about whatever he wanted with the rest of his life.

Want to know how to implement a similar plan?

Then you’ve got to get your hands on The Sales Expose ebook. Stan jam-packed it with actionable strategies you can use to immediately get your sales career into high gear.

Go here for more details.

Make it a “FANTA$TIC” Future !

John “Angel” Anghelache
On behalf of the late and great Stan Billue, CSP

May 11, 2015

He is resting now

I want to let all of Mr. Fantastic’s loyal fans know that he passed away today at 3pm. He has trained me (his step daughter) to carry his legacy on. So every one be watching the sites I’m planning on doing some type of farewell promotion for a short time. Also we still have the TOP PRODUCER PACK available which is an amazing bargain. But this promotion is coming to a close quick so any one that has been wanting to buy it, should get it soon or its going to be gone. Once that pack is gone it wont be coming back. It was a one time deal because dad wanted to help as many people as he could before he passed. We are still offering all the same services as well as our products. Every one that has subscribed to our monthly news letter i will be getting that out in the next few days. As well as starting the weekly marketing tips and positive quotes on twitter and Facebook again.

Mises Fantastic JR

Chasity

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