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…

August 7, 2015

The Massive Failure Of Sales Training

Sales training works.

It’s as simple as that. In fact, a study spanning 24 years (which ended in 2014) tracked 650,000 sales people. The final analysis was that 74% of salespeople fail. The number one reason for failure was… lack of sales training.

Those who received and implemented proper training were at the top of their industry in terms of production and personal income.

Be that as it may, for most, sales training does not provide sustainable results.

Why?

Here’s what Sales Performance International found out:

Companies with good intentions put their people through intense multi-day training events hoping all of the content will “stick.” It doesn’t. The “in and out” nature of such training prevents the most critical aspect of training… reinforcement.

HALF of the content of a sales training event is lost in 5.1 weeks.

84% of sales training content it lost within 90 days.

According to Sales Performance International…

“In the absence of a well thought out, “programmatic” approach to sales training, most expenditures are made with good intentions, but largely wasted. Research indicates that without systematic, ongoing learning and reinforcement, approximately 50% of the learning content is not retained within five weeks, much less applied. Within 90 days, 84% of what was initially learned is lost.”

The Solution…

The Stan Billue Sales Training System.

Which is very simple and aligned with the needs of sales people…

Teach salespeople the basics in bite sized chunks. This helps salespeople to understand and internalize the content. For this to happen properly, the training must span several weeks. If too much is presented too soon (as in the typical multi-day events most companies opt for) sales people get overwhelmed.

Systematic on-going training on a daily basis. “Practice, drill and rehearse” has been the mantra of the Stan Billue System for over 30 years. Salespeople must make training a daily part of their routine. One hour of training broken down into short 15 minute sessions works extremely well.

Reinforcement of core skills. Most salespeople have trouble in two key areas. Namely, handling objections and closing. Objection handling and closing skills must be reinforced on a continuous basis. Stan Billue was adamant about the need to go over every part of the sales process a minimum of 16 to 21 times. This is how you make new skills stick.

By combining these elements of a successful sales training program, salespeople who have used the Stan Billue System report outstanding sustainable results.

Request a Free Phone Sales Strategy Session today.

Go here for details…

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 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 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.

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.

June 25, 2015

Tongue-Tied On The Phone?

I remember it like it happened yesterday.
My sales manager (whom I affectionately came to refer to
as “Saddam’s Sister”) plunked a ton of 3 x 5 cards in front
of me.

What was on these 3 x 5 cards you wonder?

Names.

Phone Numbers.

Addresses.

She barked out an order to the effect of, “Get on the phone
and start calling these leads back.”

(“Yes, ma’am!” I sheepishly muttered under my breath.)

I looked over some of the cards and an eerie feeling came
over me. I had no idea what to say to these people. Quite
literally, I was tongue-tied before I even picked up the
receiver.

A few minutes later, I saw my manager out of the corner of
my eye. She was getting set to stomp over to my desk.

Out of fear, I picked up the phone and dialed the first
number. No one picked up on the other end.

(Thank GOD!)

Left a half-ass voice mail message.

Because I had no idea what to say.

Called the next prospect.

And the next. And the next. And the next.

Same thing. No one picked up. I left the same message. Then,
after about 10 calls, (Lord, help me!) someone answered.

I felt a rush of — I don’t know what to call it — blood
and fear sweep over me. Can’t even remember what I said. But
the prospect agreed to meet with me.

(Relief…)

Went on to the next card. Etc. Etc. Etc.

You know, I wish the first thing my manager had done was
put me through some kind of phone training.

The cold heartless you-know-what just watched me writhe in
pain and shame. Maybe she got her “jollies” from ripping
green-horns like me to shreds.

Seeing them get kicked about and then quit.

Hell, I’d never quit!

But it was a painful struggle to make those calls since
I had no clue what to say.

Eventually, after I passed her “trial by fire” she did give
me access to training that worked.

Man, I sure wish I had had Stan’s audios to listen to before
I ever made those calls.

Double Your Income Selling On The Phone is the industry
standard.

You can’t go wrong listening to these audios… AND… doing
exactly what Stan teaches. Don’t go through the same pain
and shame so many sales reps endure.

Go get ’em before the price goes up.

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

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