- So what is the one secret to close more sales
on the telephone?
Sure I'll give you a secret.
This is speaking from experience.
You have to understand I've been closing on a telephone
for over a decade now.
Closing tens of millions of dollars on the telephone.
And I probably trained more closers, like in the world,
than most people.
Right now we have students from over a hundred countries.
So let me give you a very simple secret.
If you're closing on the telephone right now,
if you're getting any social media inquiries,
or people contact you, or they email you, they want to
find out more information, here's what you want them to do.
It's very simple.
You want to get them to call you instead of
you calling them.
When you call them, you are the salesperson.
But when they call you, you are the expert.
Now it's a very simple secret, but very powerful.
Let me break it down for you.
When you call somebody, how do you know they are
ready for the call?
Chances are they are not.
What are you doing?
You are interrupting their day, right?
You are...
It's like you're walking down the mall, and someone...
you have those booth,
"Hey! You want to try this?"
You're trying to get some milk and someone tries to
stop you, tries to sell you some facial cream or some shit.
You're interrupting their day.
They may be in a meeting, they may be on a call,
they may be doing their business.
Right there, you are starting out
with the wrong foot.
Not the right timing.
But, when they schedule a time with you, when they call you,
chances are, if they show up for the call,
you have their full attention.
Right there, you've won half the battle, 50% of the game.
And here's the thing, when you call them, your tonality,
imagine what most people, salespeople do.
They suck.
They call, "Hey, Mr. Prospect, how are you today?"
You've lost a sale.
You have lost a sale in the first two seconds.
Why?
Let me ask you this.
Let's say you get a call right now.
On your phone.
You pick up the phone and someone tells you,
"Hey, John, hey, Dan, how are you doing today?"
What's your reaction?
What triggers your emotion?
It's like, fuck.
"No, I'm busy, I don't have time."
"What is this, who is this?"
Right there, you've put yourself in a position where
it's much more difficult to earn back the respect and trust.
It's bad positioning.
Versus, think about the other way.
Someone calls you, and you say,
"Oh hi, this is Dan Lok."
"What can I do for you?"
Now, it's not me selling you something,
it's you want something from me.
You've got a problem.
You need my product or service
to solve the problem for you.
To provide you with a solution.
It's a very simple psychological...
You're turning the table, but it's a
psychological tactic that you could use.
So, how can you implement this?
Very simple.
Every time you get an email inquiry, instead of,
"Hey, I'm interested in more about your service."
Okay. Back and forth, back and forth with email.
Bullshit!
Or, same with proposal.
Okay, you spend fucking three days doing a proposal.
And you send it to them,
and never hear back from them again.
Isn't it true?
Right, comment below.
No.
Anything that you get, social media.
"Hey, Dan, I wanna do this."
I get hundreds, hundreds of social media,
like inquiries, private messages, DM, emails,
every damn day!
What does my team do?
Scheduling.
I don't care what schedule software you use.
May be it's Calender, may be it's ScheduleOnce,
doesn't really matter.
You just, "Hey, you know what, book a time with me."
That's it.
"Give me a call, book a time."
I like that.
"Give me a call."
Give them a number.
That's it.
Have them call you.
That's all you need to do.
If you give them a scheduling, and they don't book the call,
what does that tell you?
They're not serious.
Tire kickers, looky-loos.
Good!
You don't have to waste time going back and forth!
Very simple.
Done!
If they do schedule the time, and they do call you,
guess what, chances are, they're in buyer intent.
They're much more serious, they're much more committed.
Now, you have the power on the phone,
and you can do the kind of teaching that I do,
the kind of closing that I do.
High ticket closing.
"So Mr. Prospect,
what were you hoping to get from me today?"
Try that out.
It's very, very, powerful.
Comment below, and let me know how that works for you.
Of course, I know it works fucking like wonderful,
but I wanna know, how well it works for you.
So go ahead, give it a try.