The One Key Thing You Need to Be Successful In Prospecting and In Sales

Transcription

1 The One Key Thing You Need to Be Successful In Prospecting and In Sales The secret key to being successful in prospecting and in sales found in this report will work in ANY INDUSTRY for any product or service. If you re cold calling on the phone or pounding the pavement on the streets or office-to-office you need to stop what you re doing and learn how to do it a better way. But before you read this you must realize that I have no special powers at all, and yet I can generate hundreds of leads every month without making a single cold call. By now you may be extremely skeptical of such a claim and I don t blame you! I m just asking that you set aside your skepticism for a short time while I prove to you how easy it is and how you can do it to. In fact I know you can do it too because the only reason I was able to come up with a system like this was because I was terrible at cold calling. It wasn t too long ago that I was knocking doorto-door in the hot sweltering sun in Dallas, Texas selling a home service. This was not my first cold calling job, but definitely one of the most difficult. I would knock on over a hundred doors some days and be lucky to signup 3-4 customers. It was backbreaking work to say the least. Some days I would go out and knock all day and return home with zero sales. It was not a good situation to be in when I was being paid 100% commission. The heat in Texas was sometimes up to 110 degrees. And no I m not exaggerating. A normal day consisted of getting sunburned, walking for miles, and knocking all day on stranger s doors trying to find someone to sell to. The day also consisted of rejection a lot of rejection. I didn t mind hearing no and I also didn t mind doors being slammed in my face. What I really hated was seeing their face when they opened the door to find the third salesman (of the same service I might add!) that had come by that day. There was so much competition it seemed impossible some days to make even a single sale. I was working incredibly hard and wasn t seeing results. Just part of the job I would tell myself, keep going.

2 But that s not what I wanted. I didn t want to keep knocking on doors and cold calling. I wanted to sell! I loved selling but prospecting for customers was wasting all of my time and most of the people I talked to were already locked into a year s service from the first salesperson that came by. But I knew that not everyone had been sold. I knew there were tons of people out there that needed my service, but it was too time consuming to find them knocking on doors one at a time. The company and my sales manager weren t much help. Just practice your approach more and Knock on more doors they would tell me. But I already had my approach down perfect and I was working all day. There wasn t anymore time available to make more sales. Cold calling just wasn t effective but nobody knew what else to do. Even the sales trainers that came out with us in the field that had been doing this for years got just as much rejection and didn t have any answers other than to knock on more doors. People in this job didn t seem successful because of sales ability but just whoever could work the most hours and pound the pavement the longest. Not a game I wanted to play. And let me tell you, when you spend all day prospecting door-to-door and not enough time talking to potential customers, it gets old really fast. I knew there had to be a better way. But unfortunately I didn t find it soon enough. The job was seasonal and ended at the end of the summer. Overall I did ok but not without sacrificing a lot of time and energy. I felt like I wasted too much time and my income did not reflect how hard I worked. There had to have been a better way, a way to find the people who were eager to buy my services and products. So after that terrible job ended I embarked on a mission. It was a mission to find a way to bring qualified customers TO me and not the other way around. I wanted to stop chasing prospects and have them chase me for a change. I wanted a system that anybody could put in place for any product or service and generate hundreds of high quality leads every month. This way I could choose whatever industry I wanted to sell in and still be successful. So I started to study and study and study. I read everything I could find on selling and prospecting. I looked at hundreds of different industries and learned how they brought in

3 qualified leads automatically and gave them to their salespeople. Their salespeople didn t have to cold call. They just had to go out and close deals! I went through more books, CDs, and videos than any person should have to go through. I spent months and months and hours and hours testing anything I thought would work. I spoke with superstar salespeople and got them to tell me how they did it differently than everyone else. And after learning and field testing all these techniques and systems for generating leads I realized that the key foundation to these systems was just one thing: LEVERAGE! You need massive leverage in order to stop cold calling and be extremely successful in sales. And when I say successful I m not just talking about being the number one salesperson in your company. I m talking about getting more leads and more sales than you can handle. I m talking about your sales manager scratching his head and pleading with you to tell him how you do it. Now that s success! Now I can already hear some of you out there saying, Leverage?! That s it? I already know what leverage is. How can that help me?! And you re right. I m sure you ve already heard of leverage (who hasn t) but the question is do you actually use it in your selling? Do you know how? Can you work only one day a week on prospecting and have a flood of leads coming in the rest of the month? Are you currently generating so many leads on autopilot that you literally can t get to all the people calling to buy from you? If not you d better pay closer attention to leverage and figure out how to apply what I m telling you to your business or selling career. When you figure out this leverage thing you can implement a system just like me and my students that allow you to work only a few hours a week and make more sales than if you were cold calling 14 hours a day, seven days a week. Using a system with leverage allows you to bring in hundreds of new customers while you sleep or take a vacation.

4 But with cold calling you can t do that. You see, with cold calling you are stuck in your cubicle or outside "pounding" the pavement contacting one person at a time, day-in and day-out. Not only do you contact one person at a time but you contact them like you're a bum on the street asking for spare change. And a lot people treat you worse than they would a dirty bum off the street! But if you use leverage you can contact hundreds (and usually thousands) of people at a time. With leverage not only do you contact hundreds of more people but you get them to CALL YOU! Imagine that, a prospect calling you! And when a prospect calls you, you gain the next important key to selling more than you ever thought possible. And that most important key is POWER. If you ve been in selling for any decent amount of time you should know that power is very important in sales. When you have power YOU are in control of the sales process. Likewise when a prospect calls you to buy you have the power and control everything. Think about it, which type of lead would you rather have? Would you rather have a lead that you cold called or a lead that called you asking about your product? I know which one I d take! When you have people calling you it makes selling much easier. In fact I wouldn t even call it selling because most or all of the selling is already done for you. You just have to answer a couple questions for them and fill out the order form. So once you get leverage and start getting the power in the sales process you re sales will skyrocket! And not only skyrocket but you ll find yourself working less. That s right, less! It s hard to imagine working less if you re accustomed to sales managers telling you to cold call more people everyday, but believe me, the harder you work the more tired you will be. You need to start working smarter. And the one way to do that is with leverage! So anyway, back to my story So after perfecting my system for prospecting using leverage instead of cold calling I eventually ended up working for a legal service company. They were a startup and had no salespeople at all. Most of their business was word of mouth and referrals but they were looking to expand and needed more clients. So I was the one responsible for bringing in new clients.

5 And as you can imagine cold calling and the traditional ways of prospecting were not going to work in a law office because being in the legal services business brings in a lot of regulations and strict rules. All my prospecting had to be completely under the radar and not seem like prospecting or selling at all. But even with that massive handicap I was able to put into place a powerful prospecting system that works completely on autopilot. And this same system works for any product or service that you could ever think of. You may be thinking that I m selling something cheap or something easy to sell. But that s not the case at all. I sell an extremely expensive legal service that costs upwards of $10,000+. I have a lot of competition and my company is THE most expensive by FAR. But with the system I created it doesn t matter. Leads come in on autopilot and all I have to do is call them up and close them (piece of cake when you get hundreds of people calling to buy). I was shocked at how easy it was once my mindset changed and I learned a few techniques and tricks to using a system like this. My selling career has completely changed. In fact I don t do much selling anymore. I get so many leads that I make a great living selling the leads I generate to other salespeople in my company. They get great leads and I don t have to work everyday. It s a nice arrangement for everyone : ) Of course you don t have to sell the leads you generate and you can just stick to selling but I just wanted to let you know the kind of options you have when you use this system. I also have taught this system to hundreds of salespeople in just about every industry and they get the EXACT same results. This system just works. This system is like a light switch. Whoever happens to flip the switch you get the same result; the light comes on. The light comes on because the system is designed to be simple and easy for anyone to use. So there you have it. Once you know how to use leverage your success will be unlimited (assuming you re a person who takes action). But I m sure you re saying, OK Tyler, I totally agree with what you re saying but I don t know how to use leverage. What should I do next?! Simple

6 Go to and quickly read the story of another salesperson who came to me for help. It ll show exactly what to do next and it will put you on the path to working smarter, not harder. You need tested methods for prospecting without the cold calling. Methods that allow you to use massive leverage that don t involve working very hard. You need methods that work in any industry selling any product or service that is easy to setup. So go to right now to start to get hundreds of high quality leads on autopilot. Talk soon. Tyler