The Underdog Millionaire Blog » cold calling

The One Rule to Close Every Sale

Joshua Black — Wed, 30 Jun 2010 14:07:32 +0000

I was speaking to a long-time friend last night and he is looking to start a career change by getting into B2B sales.

He had an interview with a chemical company,
where the guy that he was talking to basically
told it to him straight, saying that there is
nothing sexy about selling chemicals, what they
need is CLOSERS.

This is something that you may need in your
small business.

The ability to close the sale is as much of an
art as it is an attitude. You are not at that
sales call to make a new friend.

You are not on the phone consultation to tell
the customer what you are doing for the weekend.

You are not writing a sales letter, developing
a web site, or running your service business
because you really just needed something to pass
the time.

You are doing it to close the sale.

There are hundreds of ways to close the sale, from
the Zig Ziglar specials to long-term techniques of
building a relationship with your customers.

However, there is one thing that all closing methods
have in common.

It’s been going on since the first time a caveman
sold a lion drumstick to the guy next door for a
new baby seal blanket.

You have to ASK for the sale.

I’m sure this is not you, but there are way too
many small business owners that feel like they
are doing their customers a disservice by asking
for the sale.

They feel as if they are intruding by suggesting
useful products and services to their clients, or
perhaps they might make someone mad if they
dare ask if the customer wanted to buy something.

Customers are not visiting your business for fun-zies.

Customers love to buy.

If you have a product or service that can legitimately
help another person, then you have an OBLIGATION
to tell them about it.

If you had a chance to help out a friend, wouldn’t
you take it?

Well, consider your customers the same way. Show them
how your product or service will benefit them and then
ask for the close.

It’s about building trust.

It’s about building the relationship over time.

Your customers don’t want to shop around for
a new salesperson each time they have a similar
problem.

They want to have their “guy” or “gal”

Ask for the sale and all will be well.

Speaking of asking for the sale… if you want
to learn how to close the sale without having to
use worn-out tricks and half-baked pitches then
download the Underdog Sales Bible here:

http://www.closing-the-sale.com

Buy it.

Love it.

Or it’s free. That’s all there is to it.

Until Tomorrow,

Joshua Black

*******************************************
Copyright 2010, Outer Limit Productions LLC.
All rights reserved.

Download these other great products to help
your business earn huge piles of moolah:

http://www.product-pricing-strategy.com
http://www.how-to-business-network.com
http://www.ranking-higher-seo.com
http://www.UnderdogMillionaire.com/blog
http://www.sales-letter-system.com
http://www.closing-the-sale.com
http://www.information-product-report.com
http://www.UltimateUSPcreator.com
http://www.underdog-success-formula.com

_________________________________________

Use This Single Sneaky Secret to Generate a Flood of Referrals

Joshua Black — Thu, 27 May 2010 13:40:52 +0000

If you have a business that thrives on referrals in order to survive, keep reading

Or maybe you just want to get a big pile of free customers by having your current customers do all of the legwork for you.

Either way, this one little technique can really
ramp up your sales numbers without costing you
a single dime or an ounce of additional effort.

What am I talking about?

It’s called “get ‘em while they’re hot.”

…and I am not talking about breakfast.

This works great for any specialist (chiropractor,
masseuse, dentist), service provider, professional
(accountant, attorney), or consultant.

It works for almost ANY business where you want
to get MORE business.

What you are going to do is to ask your customer
for referrals.

Now, you are not going to do this like the total
moron did that was my former financial planner.

This idiot asked me for referrals on the first
day that we did business together. I didn’t even
get a result and she was asking for a favor from me.
I promptly dismissed her on the second day.

…or the total jackass that tried to sell me
insurance in my OWN HOME, and again, we weren’t
even doing business together and he asked me to
play a little “game” with him. This game consisted
of me giving him 9 (yes 9!) names of people that
I know in return for him buying me dinner at Olive
Garden.

Hmmm… let’s see- I’m going to vouch for you to
9 people that I know. We haven’t EVER done business
together. I don’t know you. In return I have to sit
with you at Olive Garden, a place I hate.

Sign me up!

I promptly fired him too.

So there’s how NOT to do it.

Instead, ask for the referral immediately AFTER
you have made them happy.

If you just gave a massage, ask for the referral
while the customer still feels like melted butter
on toast.

How can they say no?

If you want to know even more about this technique,
as well as the exact words that you should use when
trying this process, you are going to have to pick
up a copy of my new marketing book when it comes out.

(I can’t give it all away, a guy’s gotta eat)

This book is going to be HUGE and it will contain
101+ FREE ways that you can generate customers.

…yep, these are all FREE ways. Perfect for the
Underdog small business owner trying to get off
the ground.

Stay tuned, it will be out soon. As for my
other products, I am going to seriously increase
my prices in the upcoming weeks.

I apologize if you have already heard this,
but I don’t want to leave any loyal readers out
that were sitting on the fence about making a
purchase.

Make sure you sign up for the Tip Sheet so that you won’t miss the pre-release special discount on the new book. Sign up over there ——–>

Until tomorrow,

Joshua Black

*******************************************
Copyright 2010, Outer Limit Productions LLC.
All rights reserved.

Download these other great products to help
your business earn huge piles of moolah:

_________________________________________

You Have Only 10 Seconds to Get Rich…

Joshua Black — Thu, 20 May 2010 14:39:55 +0000

So, I was driving in my car yesterday,
studying in automobile university as
I like to call it, and one of my CDs
mentioned a book that I totally forgot
about.

This book could change your small
business life.

…but before I get into that, I
want to tell you about a tiny sales
technique that most small business owners
completely screw up when they get a new
customer in their business.

The secret words that you want to ask
are “what brings you here today?”

NOT “how can I help you?”

NOT “what can I get for you?”

NOT “what are you looking for?”

NOT “hello, how are you”

NOT “welcome to ACME Cinder Block Factory”

NOT “here is our latest sales flyer”

…and a million other crappy one-liners
that all cause the customer to say those
dirty, filthy five words that we have
all used ourselves:

“No thanks, I’m just looking”

That one statement has been proven to
increase in-store sales by something obscene
like 300% (but don’t quote me on that).

…but you only have 10 seconds to get those
words out of your mouth, or the power is all
gone.

See, your customer will answer the question
right away and then you can move on to selling
them what they WANT.

If you wait, it’s all over.

So, who is the genius that figured all of
this out?

A guy named Elmer Wheeler in 1937.

He started an sales testing institute,
where he tested 105,000 different sentences
on 19 million (yep, million) people in
order to find the perfect words that would
close the most sales in order to sell piles
of STUFF.

He was nice enough to write it all in a book
called “Tested Sentences that Sell.”

He’s the dude that invented the term “sell the
sizzle, not the steak,” and “say it with flowers.”

Sure some of the stuff is sexist and some
of the language is dated, but it’s a valuable
book if you can get your paws on a copy.

If you want another valuable book for selling
in any type of business environment, not just
retail, and you want to be a CLOSER even if
you are ghost-shy, click on over to:

http://www.closing-the-sale.com

Depending on the traffic of today’s Underdog
Millionaire Tip Sheet, I may leave this one
up all weekend.

I cannot tell you how valuable this information
is. It will help you in your copywriting as well.

What kinds of closing techniques do YOU use
with your customers, that might benefit the
rest of the Underdog Millionaires?

If you appreciate this tip, please Tweet it, Digg it, share it and yell it out the window to anyone that’s listening. I want to help as many people as I can.

Until tomorrow,

Joshua Black

*******************************************
Copyright 2010, Outer Limit Productions LLC.
All rights reserved.

Download these other great products to help
your business earn huge piles of moolah:

_________________________________________

Marketing Magnetism with a Blank Envelope?

Joshua Black — Mon, 02 Nov 2009 16:08:26 +0000

Here we are, on to another Monday… My
arms are still sore from raking leaves all
weekend, but that doesn’t effect my typing
fingers… ha ha ha.

Today’s Underdog Millionaire Tip sheet is
a sneaky little way to get a bunch of
customers TODAY, even if you are too broke
to afford postage.

If you are looking to get some new clients
and you have a business that is a service,
or something for local homeowners, then this
may be the tip for you.

It can also be modified for other industries
as well.

Here goes:
One if the biggest issues with using direct
mail is getting the damned thing opened by
the reader.

There may be some persuasive advertising copy
in there, but if the customer puts your letter
in the “junk mail” pile, it’s all for nothing.

Think about the so-called “junk” mail that
you get every day (you should start keeping
some of these by the way, especially if you
are a direct mail business or service).

There are obvious markings on many envelopes
that stick out like a sore thumb.

They go right in the trash, unless you
collect the stuff like I do.

So, how do you invoke curiosity?

How do you get the person to open the letter?

The answer is simple and it won’t even cost
you postage…

Use a blank, standard, business, white
envelope. Insert your sales letter and place
in the persons door, or drop it on the door mat
right in front of their door.

You can distribute these by hand, pay a kid in
the neighborhood to do it for you, or hire a
service.

Whatever you do, don’t put it in the mailbox!

In the U.S. that can be considered a postal
crime. You can use the newspaper box if a house
has a separate one, but stay away from the mailbox.

I’ll be willing to bet your letter gets opened
98% of the time. After that, the rest is up to
your ability to write a sales letter.

If you want a great, inexpensive way to write a
sales letter quickly, go to:
www.sales-letter-system.com

Until tomorrow,
Joshua Black

P.S. Could not think of a witty P.S. today, sorry.

http://www.ranking-higher-seo.com
http://www.Facebook.com/underdogmillionaire
http://www.UnderdogMillionaire.com/blog
http://www.sales-letter-system.com
http://www.closing-the-sale.com
http://www.information-product-report.com
http://www.UltimateUSPcreator.com

Cold Calling B2B

Joshua Black — Tue, 01 Sep 2009 16:36:43 +0000

Got a little tip if you are are tying to
sell business to business (b2b) with your product.

Variations of this could also work for
big-ticket consumer products.

If you are just starting a business or you
are thinking about starting a business, one
of your biggest hurdles is going to be
getting new customers.

Many times you have to get these new customers
in a cold environment, where the person has
never heard of you before and has no idea
that you exist.

Well before you freak out and wonder how in
the heck you’re supposed to talk to these
people, try this little trick:

1. Multiply yourself by creating a CD or
DVD presentation about your business or
service.

Also include a sales letter that really
focuses on the wants of the prospect,
just like the ones you will learn to
write in the Underdog Sales Letter System

http://www.sales-letter-system.com

2. Cold call that Targeted business during
normal business hours and have the
gatekeeper tell you the contact info for the
“decision maker.” You must get your info in
the hands of the person that can say YES.

3. Tell the gatekeeper to let the decision
maker know that they will be receiving an
important information package in a few days,
or leave a voicemail with the decision
maker and tell them yourself (best option).

4. Mail or hand deliver your CD to this
person. The CD should have some kind of
call to action in it, not just a cute
history of your business, but a real
reason they need to get off their lazy
butt and call you.

5. On the CD attach a note that says
you will follow up in 4 days to schedule
an appointment with this person.

6. Call the person back as scheduled.
You are now “touching” that person for
the third time. You are no longer a stranger.

7. Make an appointment to close the deal. If
the person is interested they will let you
talk to them, if not, you have not wasted
too much time running around because your
CD did all of the talking.

Multiply your efforts whenver possible.

For a 25 cent CD you can sell your business
without having to leave your house.

Until tomorrow,
Joshua Black

http://www.UnderdogMillionaire.com/blog
http://www.sales-letter-system.com
http://www.closing-the-sale.com
http://www.information-product-report.com
http://www.UltimateUSPcreator.com
http://twitter.com/jblack2012