Hypnotic Selling

I had the priviliege of working with one of the best ever phone sales people that I have ever seen. Let me tell you a little bit about this guy.
To protect the innocent and not so innocent, we will call him Frank.

Now Frank wasn’t exactly what you’d call a typical salesman. He wore old and ugly clothes, his hair was a mess and I’m pretty sure he had trouble locating his toothbrush in the morning. But that didn’t matter because he never got to meet his clients, which was for his benefit and theirs as well. Honestly, in any other situation I would have either tried my hardest to ignore such a character or just plain fire them.
On top of all that he was quite eccentric (still is actually) but otherwise really intelligent and smart. But this is not a tale of downfall, it is a tale of redemption. Because Frank could sell his way out of Purgatory if he ever needed to. In few words, Frank was FREAKIN AMAZIN when it came
to selling over the phone.
I studied his behavior and work for years, before I was able to take a crack at it. It was no easy task, because everytime I thought I had figured out his secret and tried to test it myself, I failed miserably. So I just listened and listened myself. And I tested. I tested different things in my own pitch until it all started to come together.
there is something that the great direct mail order copywriter Joe Sugarman calls “the slippery slope”. The “slippery slope” is basically the flow of an advertisement that takes the prospect on a journey that leads them to the buying decision at the end. For a prospect to get on the “slippery slope”, is like giving a piece of clay to Michelangelo. He can do whatever he wishes with it. The same applies for Joe Sugarman’s ads and the same applied when it came to Frank’s sales skills.
Frank could just melt any resistance in a prospect and most often than not he would precede the sale by a lenghty story that often didn’t even make sense.
His secret was that he was such an enigmatic story teller that when he got on the phone he always found a way to incorporate a story or just some really fun conversation in the pitch that got the listener simply entranced. It is almost as if you are buried deeply into the most interesting and captivating mystery novel and can’t keep yourself from turning page after page.
Having great story telling skills in your sales arsenal is an immense advantage. As a home exercise I recommend that you pick up some of Joe Sugarman’s ads and study them closely. Try telling stories of your own in the mirror. Sometimes relaying an interesting article from a newspaper that can be of interest to your prospect is a good tactic too. Don’t forget that what makes great story tellers great is how they use voice and imagery to captivate the listener. These are the most powerful weapons. For more on that visit for my new “Cold Call Warrior” Manual. You will find incredible tips, techiques, in depth discussion on the 5 step sales process, an hour of audio voice training for sales success and much more.

My new eBook “Cold Call Warrior – Mastery program” is coming soon, check out the sales page

“Cold Call Warrior – Mastery Program”

Feel free to leave your comments and tell me what you think.

Happy calling.

Overcoming Objections to Sales Calls

Oh yeah, objections. Some might say they are the biggest obstacle to making a successful sale. I say objections are the biggest opportunity to sell your product even more. What the heck do I mean, you might ask. Well, come closer and listen up. What you will learn here is not taught in textbooks or anywhere on the internet or real life.

First I want you to do the following exercise before you continue reading. Call a few of your hardest prospects, especially ones that have declined you before and give them your best pitch. Do not get off the phone until they have exhausted every objection and excuse they have in their arsenal. Don’t just ask for the sale willy-nilly, really go after it to the point that the prospect is ready to hang up or scream at you. Don’t be afraid if they do hang up. Your time was well spent.

Next, write down all of the objections that you heard through out these few calls. All of them. For now leave that list as is.

Then, identify the top 3 objections that you hear time and time again, and that are the biggest obstacles to your prospects purchasing from you. write these 3 down on a separate sheet of paper and do the following. Write down a pitch that incorporates a statement and resolution of the objections all in one. For example, if you sell earthquake insurance and one of the biggest objections is “I just don’t think it will ever happen to me”, write down the following pitch “Mr Jones, my name is X and I am calling from Earthquake Insurance Co. The policy I am offering is blah blah blah. I know you are probably thinking that an earthquake is an unlikely event and will probably never happen to you, but you might think differently if you knew that that there are over 45 earthquakes happening over the continental USA every month, with magnitude from 1-4 and about 2 with magnitude of over 6 every 5 years. These 2 earthquakes collectively destroy property of over $50,000,000 blah blah blah. It is a very real threat to anyone living in your area.” Ok, what you just did was take what I call “The Preemptive Strike”. Instead of waiting for a prospect to bring up objections, you take the top 3 objections, state them and resolve them in your pitch before they are even brought up.

Depending on the type of presentation, you can do that with a few objections or all of them if time permits. You have to answer every possible objection eventually in order for your prospect to trust you enough to buy from you. The more objections you state and resolve in your “Preemptive Strike” early on, the smoother the sale will be. You put your prospect’s mind at ease and show that you are attuned to their concerns.

Now the trick to resolving objections is simply to take it as an opportunity to promote even more benefits of your product or service. When a prospect objects, simply hear them out, ne sympathetic and then answer their objection in a way that furthers the value of your offer. It is as simple as that. Use objections to sell even further.

Now if you are ready to take your training further and your sales even higher, I strongly suggest you head over to my website at and give my “Cold Call Warrior” – Mastery Program a try. It will skyrocket your sales and will leave you with invaluable skills for life. Don’t take my word for it, go ahead and try it out risk free with my 90 Day Iron-Clad Guarantee. For more visit www.coldcallwarrior.weebly.com