Stan Billue's Blog

August 28, 2015

Why The Phone Is Your Secret Sales Weapon

Nearly 100 years ago, the “Father of Direct Response Marketing” (Claude Hopkins) did a massive test.

He placed these “sells” in newspapers and tracked hundreds of thousands of inquiries.

Sell One: Call to place the order.

Sell Two: Fill out and mail in the order form.

Sell Three: Either call to order or fill out the order form and mail it in.

By far, Sell One (the call ONLY option), out-pulled the others by a margin of 3-to-1.

Various marketing tests since them have proven that consumers prefer the phone to any other way of contacting a business. Consumers would rather call…

… than write in.

… than stop by the store.

… than go to a web page.

… than fill out an online form.

… than anything.

Case in point: An article on Autonews.com stated, “Today, most car buyers carry smartphones. And it’s easier to use a click-to-call phone link in a dealership ad than fill out a Web site information form or send an e-mail, said Holian, whose stores sold 304 new and used vehicles in May. ”

It’s always easier for a consumer to call.

Nowadays, with smartphone use through the roof… and… the trend for smartphone use to rise continue well into the future… the PHONE is the go-to medium for consumers to interact with one another and with businesses.

The problem is, phone sales training is almost non-existent.

A recent study of the inside sales industry showed that “training” was the fifth priority on sales managers’ agenda. Inside sales reps didn’t even mention training as a priority.

Which is odd when considering that their success is squarely dependent on their ability to handle both out-bound and in-bound calls.

Here’s the point: More people today are connected to their phones than at any other time in history.  This trend is growing as new and better smartphones are developed.

Every marketing test ever done shows that consumers prefer the phone to any and every other form of communicating with a business.

And about 90% of all interactions between a business and consumer happen over the phone.

Therefore, it simply makes sense to get to know how to use the phone to handle leads… follow up with prospects… close sales… and build goodwill with existing customers.

Join The Stan Billue Phone Sales Tips E-List and discover…

How To Ease Prospects Into Buying Without A Fight.

Find out more here…

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August 12, 2015

Scary Sales Statistics

According to industry stats: The most effective B2B sales firms are 22% more likely (compared to other sales firms) to reinforce training at least once a quarter.

The problem is most sales training that is not reinforced on a daily basis is forgotten within 90 days. The solution is rather simple. Have salespeople go over core sales skills and strategies on a daily basis. Spending 15 minutes three or four times a day on strategic training yields the greatest results.

Why?

Because selling is a skill. Just like learning to play the piano. You can’t become good unless you practice, drill and rehearse the basics on a daily basis.

For more information, go 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 21, 2015

When Sales Training Won’t Work (Part 3)

One of the things Stan Billue is famous for is…

… spending one hour a day for 37 years learning and studying the sales process.

That’s over 13,505 hours focused on mastering and perfecting sales skills. Which is why (at one point in his career) Stan was making $30,000 a week as a phone sales expert.

So one of the big keys to sales success is to…

1. Decide to get the training needed to learn HOW TO SELL.

2. Decide to keep honing your sales skills on an on-going basis.

3. Decide to track and measure progress so you can improve weak areas.

Here’s the thing: Sales training won’t work unless it becomes a Daily Fixture in your schedule.

Sadly, most sales people and business owners have never read a book on sales. Or marketing. Or how to build a successful career. Probably over 90% of the business and sales world is “winging it” and it shows.

A good place to start your training is by taking advantage of a Free Strategy Session from the Stan Billue Team. You’ll discover how to sharpen your sales skills to the point of perfection. And how to avoid making the income-draining mistakes so many people in sales make.

Go here for details…

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 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 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 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…

July 1, 2015

Gun To The Head Selling

There is no “magic wand.”

After marketing and selling all sorts of training products over the past 16 years (over $55,000,000 in gross sales) it’s obvious to me you can separate just about any market into two segments.

Segment One: The DOERS
Segment Two: The LOSERS

The DOERS have a certain mentality that allows them to succeed against all odds.

Which reminds me of one of my heroes…

Gary Halbert is considered as one of the best direct response sales copywriters who ever lived. In the beginning, he was struggling to get his coat-of-arms business going.

Everything he tried failed.

It was one giant failure after another.

Then he discovered that a local college had an old book which had the drawings of the earliest coat-of-arms for hundreds of last names.

Gary wanted that book.

Badly.

So he set up a meeting with the person in charge of the library.

Gary explained his situation. He asked if he could borrow the book… which… would be critical to the success of his fledgling business.

Over the course of an hour or so…

The Guy In Charge Told Gary “NO!”
Something Like… 27 TIMES.

(Would you stick it out and get brutally rejected 27 times in a row? Do you have that kind of “intestinal fortitude” to take a “licking” and come back ticking time after time?)

At the end of their meeting Gary got access to the book.

His buddy was at the meeting with him. When they left, he told Gary that he counted the number of times the guy in charge had said no. It was (as I said before) something like 27 times.

He asked Gary why he kept asking.

Gary’s response, “Because he kept giving me the wrong answer.”

You see, when it comes to succeeding at sales, having a gun-to-the-head attitude is more important than all of the sales and closing techniques combined.

It takes pit-bull tenacity. And, when you combine it with the right training… ooooh man…. the sky’s the limit.

Which “conveniently” leads me to this…

Stan Billue Product Update

Double Your Income Selling On The Phone – This is Stan’s flagship product. We are jacking the price to $497. But you can get it now for just… $77.

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

http://www.stanbillue.com

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