Optimize Sales Evaluation for Communications & Media

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I know me I get three phone calls a day where I pick up the phone and there's no audio and then about five seconds later I can hear the commotion of a call center mr. Hsu be do you not I mean like that's how like you're sounding is you're going in like Dave saying right you want to know that person know their name hey Anthony it's drew here from King Kong just giving you a call because you downloaded one of our free reports are you looking for ways to get new customers you need to watch your tone ality and not be like super friendly drew here to solve everybody right hey Tran its Sabri he was pulling up from King Kong like he can just smell the salesman on my voice and he's never gonna call me back I would urge you to dial down that politeness and not not be as as nice not be an but just don't be so really helpful and friendly and like really wanting to help everybody but more like a surgeon or a doctor you're not a Care Bear and you're not here to like to be really nice to them you're here to solve their problem it's all about the delivery right someone says you're not gonna be like King Kong and then just go silent King Kong the digital marketing agency you downloaded a report on how to get more traffic to your website I've been looking through your website and I've already flagged three things that I could do to help you get more traffic to your website do you have a moment to talk about that yeah I'm busy okay awesome can i pencil you in for a time after noon come in with confidence and certainty so it ain't the league it's in the approach it's the way that you get them but it's like little things if you're making 392 dials like every little nuance of like oh I said this so I did a downward inflection at the end of when I said King Kong instead of saying King Kong you know and I got a different response tweak your pitch in terms of how you're gonna deliver that and what's gonna get you cutthroat right that's literally 70 75 to 80% of is set on that fall is read through tonality and hearing how you deliver it hey deliver and there's always room to type that up June under man really when you started to excel and started crush field was when you became like a little bit arrogant on the phone and like a little bit more like authoritative with them right when you started look push them around a little bit so let's go to your second call right so you're calling them up for the second call are you booking them in for a meeting on your calendar calendar invites a lot of practice they're 50% of people aren't in a pickup but you're gonna speak to five people this week that's going to come to a decision and you've got to get that tonality right you've got to think of every single objection that they're gonna hit you with before getting on their call so you're not just flying in the air and trying to navigate it when the stakes are high and you're trying to close out the deal every single person that you see on that million dollar plaque that's you know in the next room like they would dubious about signing up with us right and they were unsure and they had doubts in their mind and that been burnt before but we were obviously more certain that we could help them than they were that we couldn't help them that's how we got the deal done and then that's why they're in a position you know that's why they're like oh I wish I did this earlier so therefore it's like it's our moral obligation to really help these people and to help them pull the trigger on it because we know that we can help them so like when I am on a call with somebody that I know that I can help my certainty is it a hundred percent right I am so certain that I can help them because I've qualified them I know this is a great fit and I'm really confident that I can help them therefore my certainty is way higher than their certainty that it's not going to work yeah yeah correct and they can hear it yeah and that's where it comes down to the tonality it's like whoever has the most conviction on that call is the one that gets the outcome 150 percent if you are unsure and even if that's from the first ball like yeah I'm calling from the King Kong about the report like there's no certainty there do you don't know mean I don't remember downloading again you download it on the 15th of July mate I looked at your website I've checked out your rankings are you guys looking for ways to get new customers right bang straight in it's all in the delivery even on those first calls for the reports you guys these guys are getting hammered by 10 to 15 telemarketers a day then it just sound like sales people so it's like you want to basically be going in there with that same level of conviction that the whole thing of like I need to sound really nice and really approachable and get them on the phone to make them feeling warm and fuzzy that stuff is sales stuff from the 80s smile and dial all that doesn't work let's hit it [Applause] [Music]