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How To Take The Bull Out Of The China Shop ...
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Posted on January 14, 2009 by Ari Galper
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If I had a dollar for everyone who asked me this question: “Does Unlock The Game work if I’m not purely cold calling?” I’d probably have thousands of more dollars to donate to charity.
Of course the answer to that question is a resounding yes.
But rather than start charging for that answer every time someone asks me that question, I thought I’d illustrate it to you by giving you a “kick in the pants” real-life example for the new year.
Below, you’re going to get a “sneak peak” into how one of our Inner Circle members mines his most precious asset (often ignored by many) -- old clients no longer doing business with his firm.
He’s using Unlock The Game very successfully not just for calling new prospects, but for bringing old and often ignored relationships back to life.
So many sales people and business owners are so focused on winning new clients that they often ignore the long-lost client who used to do business with their firms.
And since most traditional sales programs fumble the relationship recovery process, old clients are usually ignored.
Additional profits that could have been made, completely wasted.
I call it a lack of elegance and grace in the way in which traditionally-trained sales people have been taught to nurture a relationship that has been ignored over time.
In many cases, what the traditionally-trained sales person does in this situation is call back the old client and give them a “sales pitch” about the company’s new services and products.
Ouch.
Talk about a bull in a china shop.
This doesn’t happen in our world, especially for our Inner Circle members.
Why? Because they understand the impact a single word can make on reinvigorating a past relationship and the power that a pure Mindset (free of “closing techniques”) has on the value of that relationship over time.
Meet Brian Britt.
An Unlock The Game Inner Circle member for only about six weeks.
(Yep, he chose to invest in himself BEFORE he bought presents for others under the Christmas tree, and now he’s reaping the benefits).
He works in the battered financial industry and has been traditionally trained in sales his whole career, until he joined us.
What you’re about to read is his story (my comments in bold), his exact languaging, and the Mindset he has learned from his involvement with Unlock The Game over the past few weeks.
Things to look for:
- Notice how each word he uses is not salesy (his Unlock The Game coach helped him create his wording for this scenario) and no sales pitch about what he has to offer
- Notice the reaction of the clients, no push back, but instead a warm embrace and a willingness to do business again
You won’t see this happening in any traditional sales programs.
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Hi Ari,
I have some results worth mentioning to you. I inherited a few accounts from some financial advisors that have recently left my firm. My approach was totally different than normal. I usually introduce myself and launch into an infomercial about what I do. (The “sales pitch” method is exactly the approach that burns, not builds relationships)
This time, I used your Mindset that you teach I your program. I was humble in my approach and tone and started by asking the client if they were struggling with how much value their accounts had lost in this recent market crash? (Notice he enters the conversation with THEIR problem, NOT his solution.)
The flood gates opened and they told me everything they did/did not like about their experience with their former advisor.(Here these clients immediately began sharing the TRUTH of their situation).
When they were done, I asked them if they would be open to some different ideas around identifying any gaps in their portfolio that might have magnified their losses in this recent crisis.(Another beautifully said, no pressure “opening phrase” crafted with the help of his Unlock The Game Coach).
Everyone said "of course" and most people started moving ME towards the appointment! (This is what happens when you master the Unlock The Game approach, prospects/clients gravitate peacefully to you).
At the end of one call with a gentleman who had been a client of the firm for many years, he said that he really appreciated the call and thanked me for taking the time to understand his issues. (Imagine being genuinely appreciated for attempting to reinvigorate a relationship? This happens all the time to our Inner Circle members and it feels great, sure beats rejection!)
He then said that he felt like I knew more about him than his previous advisor ever did. (This is EXACTLY what the goal of a sales call should be, for the other person to feel UNDERSTOOD by you. You can’t get that kind of reaction if you’ve only been exposed to traditional selling).
I couldn’t believe it because I really did not know that much about him from my 10-minute call, but from his perspective, I understood who he was and what was important to him. (This happened because Brian has immersed himself into the Inner Circle materials and has implemented everything he has learned so far.)
Next week I revisit my cold calling routine for the first time in 16 years. I made over 300,000 dials in the first 3 years as a stock broker and had great success. It was purely a numbers game and we intentionally stayed disconnected from the person on the other end of the phone to make the rejection easier. In the Unlock The Game world, that will be a relic of the past.
Thanks,
Brian
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Selling doesn’t have to be painful or disheartening. You can make plenty of money by selling without sacrificing your soul in the process.
If you’re not a member of our Inner Circle yet,join us here, so you can make this your best year ever!
To your success,
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