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# 10 SUPER SUCCESS SECRET
of the
MEGA-BUCK SALES PROS
THE BEST PROSPECTS IN THE WORLD
Tenth in a Series of 10 Articlesby Stan Billue, CSP
ABOUT THE AUTHOR:
Stan Billue, CSP has been called the most Ripped Off, Respected and Referred-to Sales Trainer alive. He has built a 30 year reputation as a recognized expert in SalesTraining, Telemarketing, Motivation, Mentoring, Marketing and Copy Writing. He's beena student of successful Business Owners, top Sales Pros, and imaginativeEntrepreneurs, an hour a day for 30 years and doubled his own Income each year for 5consecutive years selling over the Phone. Stan has taught more 6 and 7 figure a year Income earning Mega-Buck Sales Pros than any other Trainer. His power-packed Audioand Video programs are sold in 40 Countries. You can subscribe to his Free MonthlyNewsletter athttp://www.stanbillue.com
FOREWORD:
Mega-Buck Income Sales Pros are the elite, that very special group thatcomprise the top 5% of all Salespeople in the World. They produce 95% of the Salesthat are made and enjoy a level of income and a lifestyle that most people would love toachieve.The good news is that since Selling is a learned skill, virtually anyone has thepotential to become a Super Star.
 
Common sense dictates that the quickest andeasiest way to become a Mega-Buck Income producer is to simply search them out andthen emulate them. Talk like they talk, perform like they perform, use the very samewords and phrases they use, copy their attitude and mind set, or in other words becomea chameleon. For the last 30 years I’ve had the privilege of studying these Icons of theSales Industry. I’ve brain-picked them and yes even trained many of them. In fact, Ienjoy the reputation of personally training more 6 and 7 figures a year Mega-BuckIncome earners than any other Trainer.During my 3 decades of research I learned that these Super Stars share manycertain traits, habits, and even Skills. The majority of them utilize most if not all of theSuper Success Secrets, which are part of this Series of 10 Articles. I will also sharewith you that I personally used all 10 of these Secrets to double my own personal
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Income each year for 5 consecutive years, before I became a professional Speaker andTrainer. If we’ve already met you probably know that I love to say; “no matter where youstart, the fourth and fifth year get real exciting”.As you start reading you’ll quickly discover these Super Success Secrets are acombination of transferable Skills and Techniques along with the Attitude and Mind Setneeded to become a Legend in your Industry. If you have at least a basic workingknowledge of Sales Skills and a burning desire to become great, any one these Super Success Secrets will increase your effectiveness, your Closing ratio, and yes your Income, by 20 to 400%, within weeks and even days.Although some of these were originally developed and perfected by the topPhone Pros in the World, please rest assured that they also work with face-to-faceSelling. I urge you to start by picking just One of the Ten and then implement it as oftenas possible, each day for the next week. Then the following week pick out another pointand concentrate on that each day along with the one(s) from the previous week(s).Within 10 weeks, you’ll be at or near the top of the Mountain, you’ll be settingSales Records, you’ll be the envy of your Peers, plus you’ll need a Brinks Truck to backup to the door each Pay Day.I encourage you to pay particular attention to the Bonus Article I’ve written called“Bumping for Big Bucks”. If you’re selling an Investment where your Prospect can startwith a variable amount of money, you will increase your Order size and your commissions, by 20 to 50% OVERNIGHT by adding this Technique to your arsenal.
“If you’ll work at Selling for the next 5 years like most people WON’T,you’ll be able to live your Life like most people CAN’T.”
THE BEST PROSPECTS IN THE WORLD
I can't even begin to count the thousands of times that I've heard Salespeoplecomplain about the quality of their Leads and/or how much they hate Cold Calling or Prospecting. How can you blame them? Hey, rejection sucks. One of my sayings isthat “ALL LEADS SUCK”. Granted I’ve been in and around the Lead Industry for over 20 years, however there isn’t any such animal as a Good Lead. Yes, I’m even referringto supposedly Hot Leads that come from Radio or TV Shows, the Internet, or evenTrade Shows, even if they cost $20, $50, or $100 each. Possibly it’s wise to continue toAdvertise in the Media or attend Shows for Credibility or Exposure, however I’m aboutto give you the single most important Skill you’ll ever learn about vaulting to the top of the Sales profession.One of the 5 Easiest Sales in the World is a Referral. In addition, I out of every15 to 20 people who give you Referrals will be a Center of Influence (COI). This is a
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Guy or Gal that is so well liked or respected that whatever they do, all of their friendsand/or associates will normally do the same thing. Each COI will be good for 5 to 10New Accounts for you doing the next 12 months. Folks, this is “Found Money”. It’s the“Icing on the Cake”. It’s the “Manna from Heaven”. It’s the greatest shortcut to a Mega-Buck career that you’ll ever discover. If you’re not asking for Referrals on each andevery Contact, you are resigned to Cold Calling for the rest of your life.First, you’ll need to appreciate that asking for Referrals is just like trying to makea Sale. You'll give them a Presentation (ask for Referrals) and then they will give youan Objection (why they can't or won't give your any names). You might say
;“Everyone I chat with is nice enough to share 2 or 3 quick Names with me of Folks who might appreciate knowing more about
(your product or service)
. Beforeyou give me those Names allow me to mention that I’ll simply give them acourtesy call, introduce myself, and see if they would like to receive someinformation, and I won’t even mention your name unless you want me to. Thismight be a friend, relative, business association, or someone you enjoy anactivity with. Who’s the first person that comes to mind?”
If you closely study that “script” you’ll notice many interesting choices of words.
“Everyone I chat with is . . . “
implies if they don’t give you Names they aren’t nice.
“ . . . share 2 or 3 quick Names . . .”
implies it won’t take long to get rid of you.
“Before you give me . . .”
implies it’s a given that they will give you Names.
“ . . . give them a courtesy call . . .”
tells them what will happen after they give youNames.
“ . . . I won’t even mention . . .”
reassures them that they won’t be embarrassed.
“This might be a . . .”
helps them sort through their 200-300 name Rolodex.
“Who’s the first person . . .”
notice you didn’t ask for a Name since you want them tovisualize the person.
“ . . . comes to mind?”
sure beats “who can you think of?”Secondly, you’ll have to handle their Objection and then ask them again. Your goal willbe to have more creative ways to ask them then they have ways to say NO.If they say; “I can’t think of anyone.” you could try;
“That’s why I’m happy that my Manager gave me a List. Let’s see, how aboutyour best friend?”
or 
 “Who do you look up to more than anyone else?”
or 
“How about your Doctor?”
or 
 “Who do you go to for advice?”
If they say; “I don’t give out Names.” You could try;
“I’m glad you mentioned that since I won’t even mention your name if you prefer.Since we’ve cleared that up, how about a Rich Uncle?”
Once you get your first Name, please don’t ask for any information. Instead, gofor more Names. However, don’t make the mistake of asking; “Who else do you know?”
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