The
guy who taught me this was Michael Oliver… a world renowned sales
trainer – who is actually one of the people now on our phone team who’ll
be calling back your leads, and getting you the 3k and 5k commissions
on the back-end with MTTB.
He taught me that there’s 2 ways of persuading someone:
1.) Internally
2.) Externally
If you externally persuade someone (eg.
by hyping up your product, making big promises and outlandish claims,
and using high pressure closing tactics) you may get a sale... but, that
person’s motivation to make a change will be short lived.
Once the initial excitement wears off and reality sets in... that person will usually feel buyers remorse.
Eg.
for a lot of people in our niche, the initial excitement of buying is
all based on the thought of making a lot of money. But as soon as they realize they have to put in some work, and it’s not a push button system
- they lose interest.
Personally, I prefer not to do things that way...
Instead,
all our phone sales are done by asking people questions, uncovering
their true needs, and then if appropriate, presenting a customized
version of our solution that’s right for them.
|