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hello I'm Benjamin the UK's most hated sales trainer and this model are going to do some telephone prospecting you know one of the biggest bugbears I have when it comes to working with salespeople is especially around telephone prospecting because they take so bloody long to get on the phone and then when they do make a call this so bloody long in between calls because they fart about with the CRM system so I'm gonna show you how I do it when I telephone prospect and then we're gonna do 10 minutes of solid prospecting there'll be no break in the videos it's gonna be ten minutes long but I want you to see what I can achieve in 10 minutes I make an appointment I may not that's not relevant it's about doing the volume so this is all I have it is simply a spreadsheet and on that spreadsheet I don't have any information about the company other than the name the name of the director or directors are their phone number that's it I don't know if it's accurate I don't know if it's not accurate I don't really care I've got over 200 companies on this list of data then I bought the purpose of prospecting is to go through it right and because prospecting is a numbers game you have to do the volume of calls to get through to decision-makers so for the next 10 minutes I'll do nothing but call we won't edit it we won't stop it we will just see what can be achieved in 10 minutes okay here goes oh I'll try to get out of busy today oh good grief is that fairly recent or a vine just being so long since I called last crikey Wow we replaced amount of interest can I ask you oh so you're the newer proprietor of the new boss now you're gonna hate me if I tell you this is a sales call would you like to hang out board you what I'll give me 30 seconds and then make a decision all right so look so what's your name sorry I didn't catch it [Laughter] you're probably gonna tell me that none of that's relevant to you though I'm guessing yeah none of it sounds like everything's perfect Ryan you don't have to look for new work by the sounds of it wow I wish I was in your line of work I wouldn't have to do this so you genuinely don't have to look for new customers and I'm guessing you've got a pretty high retention rate by the sounds of it Yeah right well okay this probably nothing I could do for you by the sounds of it no Andy you play to your getting sales people in the near future as a set policy cool that sounds like you'd be burned at the past thirty years and have not salesperson for 28 of them Wow what are you doing so differently that other companies should be you should be selling whatever you do market oh you're at least market yes I see and people find you if they need you you don't have to listen and I'm guessing you don't have a lot of competitors by the sound of it no not the area right and okay last question it I get the feeling you're happy with the level the business that you got no plans to grow it or increase it okay okay so that may change then you don't know it's good alright well I'm gonna let you go Oh last question you don't know somebody who's not as fortunate as you and business that is struggling that you'd like to see someone to maybe someone you don't like most people don't like to see you don't alright they will look I appreciate your time I'll leave it there all right buh-bye that went well good conversation notice I didn't freak out when he said to the guard be gone for over a year or nearly a year don't freak out next one man I've got to get a bigger font on this thing [Music] I'm trying to get ahold of assume today Thanks could you leave the darts page of a doubt above the tar its page of a doubted board thank you see there again just Big Bird data ball booth sometimes I don't say ball but sometimes you do all depends but how I feel really bizarrely oh hello I'll be upfront this is actually a sales call I'm not sure if you'd like to hang up now or baby let me have 30 seconds and then decide if I told you I was selling moving office services what would you say this is probably yeah okay it's it it's up to you you can it we have 30 store I can call back when you're settled into your new premises well I love to hear that and I hate to hear it at the same time all right well I appreciate a good luck with the move buh-bye there we go often people laugh they love the visitor cold cool right shall we try this one yep where am I looking Oh after it is probably not making you telev it's a pinch of a Down and a boulder Thanks oh sorry it's Benjamin a down at Bournemouth thanks talking to you it's for you Thanks no probably gonna hate me this is actually a sales call not sure if you want to hang up now maybe let me have 30 seconds and then decide I mean you're probably gonna tell me dunder that's relevant in your world I'm guessing it is okay of those three things not picking up the phone perhaps too quick to discount or quoting and hoping if you could fix one waver one would you pick something else yeah once we've done our stroke estimates going to be 20 you know if you're dealing with multi massive great companies like the government or mo D or some another you know they seem to be the other way around we quote something a thousand-pound I know you're too cheap you know we've been paying 50 grand for that pencil for the last 15 years and it's like well we can't get on to the big ones because obviously it's almost a closed shop and once the guys down the road with the 20 foot yacht that was a handrail for chewing six foot I'm not interested in doing them anyway so rock and a hard line that sounds that sounds frustrating it is strange II sort of things motive industry is pretty much sorted out the aerospace injury industry is just overly priced because they've got more rules and regulations than enough the marine industry it's very very slapdash they're not very organized people don't plan until Friday at four o'clock and then they say oh I've got my family and friends and we're going out on the yacht and the yards just sunk sort it out and it's like wall you can't sort something like that out in 20 minutes you know you should have checked out three weeks ago and they don't do that so they're not organized that's just the nature of the marine gamin unfortunately we know what it is so that's what we do okay yes so I don't have my 30 seconds could I beg your here for one more minute that'll let you go this has been good you probably won't believe me but I help companies fix that very problem now I don't know if I can do it for you because I obviously don't know enough about your business I wanted to ask you some questions but I have helped companies that fall into the trap of what you've been did quoting and hoping spending time and money are chasing prospects that go nowhere often doing an estimate then it turns out that the the the the buyer refuses to buy it's frustrating and it's but I have helped companies and libertate that forever now I don't know if I can do it for you yet that's that's why I was just calling but let me ask you a question have you closed your mind to the possibility that it doesn't have to be this way because you've been doing it for 40 years couple years you know we have one big company comes on board we do a load of work for them and then they they move away go bankrupt I go wrong we move on to the next one so it's like the conveyor belt of businesses and we've dealt with in the last 40 years and and they just come in and they keep going and they keep coming to keep going and so I mean we've got a number of people that we've dealt with for a long long time but and they're pretty good I mean when they want it they want it they get a price and they get it down and we have it you know we make it good he's what it is I be honest people are kind of said oh you know we're gonna we could help me do this because yeah you can no I mean it's there's so many things conspiring to stop us doing you know what we would like to do this series of the industry workforce anymore they used to be many many years ago so you're having to Train and training takes time if you've got training going on 40 then you're not making or if you're making with a trainee that is it's substandard so you can't send that out there's just so many things that's just frustrating that you can't deal with right now there used to be a bunch of Europeans coming over here but they stop that right now so you know the Polish the Germans the French the Italians the everybody was coming over here looking for high wages and lots of jobs and even over here also I've moved with Bailey Europe again so you know that's that's put the hand brake on on qualified skilled workforce you know you've got a bunch of people than that I just want to play playstation and not necessarily get up to their armpits in Greece but you know we know the score we know what we've got to do we've got enough people here that we can sort of do what we do but it would be nice to have three or four or five more which would make life a little easier but yeah you just can't get them you just can't I mean they used to be you know many years ago we'd have a queue of people outside the door on a Monday saying you know got any jobs and you could take your bigger the best that you can't do that anymore I mean you put an advert out and and then you look at the advert and there's six or seven companies all chasing for the same one qualified lathe man you know or receiving it's just it's ridiculous but you know we know that's cool some days I'm really down with it and other days I'm quite buoyant with it but right here right now I'm non-class the other way it's just love and got enough way to do what we do there's many people out there that understand what is the marine industry or what we do in the marine industry you know how they can sort it out you can you might better sort me out do you want me to sort of companies out no well that's that's true that's true so I take it you're the salesman as well is it your job but that means everything falls to you then but you don't himself guys there by the sounds of it we are sales guys you are the sales guys we do everything yeah no you know what I don't often say this but even if I could help you I don't think it would be right for you because you you don't have time to spend learning how to do something different particularly if you don't think it can be done differently either managers that we've taken on and said oh you know you would have toolbox talks and we should have procedures for this that and the other and yeah right you just have your beer and you paying the whole ton of money for a year to do what they got to do it's be honest wait and then we get rid of them because it just doesn't work you know it sounds good on paper but yeah you know the best one in the world you get it should be better but it's not well you end up basically drowning in paperwork and procedures and stuff and we deal on the hoof you know people come in and want something done like you know it's rigged off tomorrow afternoon store this afternoon and we chime straight on it not a procedural thing to do we do customers happy we get paid everybody you know move on to the next job hmm if you didn't country weekends then they wouldn't get their job and they - you take it away - I was gonna say off the record you're quite happy with the way things are on you may be a little annoyed at times but deep down you can't enjoy the way it is [Music] anybody who says no one is lying for themselves but in the end of the day learning it unless you've been in this game and you know what people do what there is we make the people who are dealing with you know some of them have got more money than sense and someone rather cents to these things you know conspiring to make the job that much difficult I've always said if we were you know making ice cream cones we'd be the world leader in acres you know you know you're making I make 10 million a day and that's fine but we don't we're so scattered everywhere doing lots of different things it's very difficult for anybody to get a grasp on what we do and how to make give me a bit better ask for something okay and so so what you're saying basically is even if you saw something you believed it could work it would work you just at a stage where you're just not wanting to try it doesn't work you can't organize the world you can you can't organize the world will be super organized no work so do you do you think nothing you're doing is impacting the way people treat you do you believe that it's nothing you're doing that's impacting the way people treat you in the same they've got their procedures I know I've got four of these to do this week and no more extra capacity to do anything outside of what they're doing because we don't do that we just say give it in and we're going to get it done yeah so you know there's a bit like going to the dentist or the doctor you know you say I wanna I've got bad tile on anything to say come back in three weeks willingly heal yourself up by then that's a procedure you know I go now yeah yeah interesting but I'm not sure you can help us no and even if I could you would want to buy into it anyway I guess one last question let's pretend you spent half an hour with me or by the end of it you genuinely believed I could help you with it would work for you would you throw me out or do what at all further it's still throw me out well I think that's an honest answer I'm glad you've said that because yeah well look we'll never know is the answer now under but you're happy with that I'm happy with that I appreciate your time last question do you know anyone not as fortunate as you that would like to change the way they're doing things with their salespeople because they are pissed off and frustrated oh yeah if you simply someone at a lot of pain I'm sure you ask for referrals in your world don't give me that I thought I'd ask you can only say no Hey look it's been a pleasure thank you I'll let you go Cheers buh-bye so that's that was good cool you could tell the guy he does have problems and I did push to find out what do you ever change it he said he he's just some time to meet people that have problems that have closed the mine to wanting to do it differently I'm not gonna pick a fight or argue with the guy you can tell he's a grafter he's a hard work he's been doing this 40 years he's set in his ways of doing it even if I could help him as he said he probably would want to do it anyway sometimes in sales you've gotta know just because you have a solution and just because someone needs it doesn't mean it's gonna go through so I hope you enjoyed that call he did talk a lot didn't he I did very little talking I only asked questions and he opened up and go right back to what we originally said he asked me what is it that I do I delivered a 30-second pitch anyway I don't know if you've been watching the timer but that's been 10 minutes in 10 minutes I think we only made five calls but did we get through to three people or two people three calls three decision-makers so I needed to have team decision-making conversation today what or two will probably agree to me i've only three and we got to make some more calls on the next video but look what's done in ten minutes people said so it is like it could have been ten minutes of voicemail I get there you just don't know what each ten minutes is gonna bring to you so Tim but it's a prospect it could be just as valuable it's certainly a lot better than sitting on your thumbs and thinking [ __ ] me where's the business anyway we'll be back after this commercial advert