May 17, 2012

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Happy New Month!

May 4, 2012 By Leave a Comment

It’s May – A Brand New Month!

It’s a new month, and time for a new start!

The start of a new month is a great time to take a step back, assess your results, and make corrections. If you made your numbers last month, congratulations! Now is the time to set the bar higher for yourself, and reach for even loftier goals.

And if you didn’t hit your numbers last month, that’s fine, because today means it’s time to start with a clean slate and get started on the right foot, hitting the ground running, and achieving all you set out to do, and more!

But … will you?

In my many years of sales experience, I’ve seen it happen both ways. Here’s the story of how Bill and Joe, two very real salespeople I worked with over a period of years, whose names have been changed here to protect their identities, started out each month:

Joe’s New Month

Joe is a very successful – and happy – salesperson. He’s the one who first revealed to me the “dirty little secret” that cold calling is a waste of time and the only reason any company requires you to do it is because they’re either too cheap or too broke to spend money on marketing for lead-generation.

Joe would start out every month the same: Happily reviewing his numbers from the previous month, which were always well over quota, and setting new goals for himself. He was always annoyed that the company would raise his quota halfway through the year due to his steller performance, but he still blew out the numbers anyway since his own personal sales goal was always far more lofty.

What’s interesting about Joe is that he didn’t go for the company line of “write out your sales plan.” He always did the same things, consistently, and cold calling was never part of the strategy. Joe was a master at using self-marketing systems – the very same techniques I now teach to others – to get qualified prospects to call him.

Bill’s New Month

Like Joe, Bill always started each new month the same, but from a vastly different viewpoint: Bill was always disappointed about his previous month’s numbers, and always suffering from anxiety over his job security, not to mention how he’d continue to support a growing family.

Bill’s primary source of leads was from cold calling. He also tried to get referrals, but didn’t do so well because he didn’t sell enough to begin with to get a good flow of referrals coming in.

Bill’s solution was always the same: Make more cold calls!

Bill never heard that the definition of insanity is doing the same thing over and over and expecting different results.

Bill bought into the old-school sales myth that the way to improve on poor sales numbers is to increase activity. The problem is that increasing activities that aren’t working will never work! It’s the sales version of insanity!

The way to sales success, if you don’t already have it, isn’t to increase your activity… it’s to change your activity to something that works!

Nothing drives me crazy as much as hearing a sales manager chanting “increase your activity” over and over like some kind of cult leader. The message is like saying, if banging your head against the wall 20 times a day hurts, then do it 50 or 100 times a day and somehow it will get better.

Seriously – insanity.

Start May Right!

If you didn’t achieve your sales goals last month, then please, please, do not continue doing the same things expecting different results, and definitely do not increase activities that didn’t work for you!

Change your activity – this month, right now – and expect greatness!

And here’s how to do that, right now: Stop cold calling, and start using the effective Information Age techniques & strategies in my Never Cold Call Again system that will get hot, qualified prospects calling YOU, ready to buy right now!

Remember, you get the full course shipped direct to your door, and you have a full 30 days to evaluate it and begin using it for free. If you don’t like it for any reason, simply send it back within 30 days and you’ll never pay a dime. Do it right now:

Start Your Free Trial Now:
https://www.nevercoldcall.com/ordernow.php

Here’s to your success,
and to a huge sales month!

Frank Rumbauskas

Filed Under: General Sales Advice Tagged With: , ,

Sales Tip: “I’m Confused!”

May 2, 2012 By Leave a Comment

“I’m confused!”

I met a friend for breakfast the other day at a new coffee shop he suggested – I’d never been there myself.

But, the place left me very confused….

First off, I ordered my coffee, and asked for a large. The cashier told me they only have one size – even though there were three cups – small, medium, and large – on display!

I was doubly confused when we ordered our breakfast sandwiches on croissants. We were told that they hadn’t baked any croissants yet, and would have to make them fresh – at 7:45 am.

7:45 am is peak traffic hour for a coffee shop, and yet this one didn’t even have croissants baked by that time!

I was confused by all of this: Why would they have 3 cup sizes on display when they only offer one size? And why wouldn’t a coffee shop have croissants baked in time for their peak morning rush?

When the sandwiches finally arrived, over twenty minutes later, I wondered how they expected to stay in business? (And I realized why it wasn’t very busy in there.)


Salespeople confuse me too…

I’m frequently baffled at the things salespeople say and do, just as much as that coffee shop baffled me the other day.

Here’s an example: A couple of months ago I tried to buy something. The sales rep insisted on having a meeting, or at least a call, first.

I said no – I just want to buy. I’m ready. Send me the paperwork.

Unfortunately, that company requires all sales reps to hold a minimum number of appointments as part of their sales process – very confusing, if you ask me, when you have someone ready to buy right now.

Here’s another example: Imagine a doctor calling you on the phone and saying, “I’m a physician in the area and I’d like to set an appointment to determine if you have any illnesses I may be able to treat.”

Don’t laugh yet, even though this sounds ridiculous.

I’m telling you not to laugh because this is just as ridiculous as you look when you make cold calls.

Every time I get a cold call, I’m confused as to why that salesperson is calling me at random, because 99 times out of 100, I don’t need what they’re selling. And in the few cases when I do, I find someone to buy from either by asking around for referrals, or getting online and doing my own research.

So if you want to stop confusing your prospects, and start getting them to buy instead, think about each and every sales activity before you do it, and everything you say before you say it, and ask yourself, am I merely confusing prospects with this? Or am I making it easy for them to buy?

To your success,

Frank Rumbauskas

PS: The fastest way to stop wasting your time, and theirs, is to stop cold calling immediately. If you want to learn over a dozen techniques you can begin using – right now – to stop wasting time cold calling, my Never Cold Call Again system explains it all in detail. Get your copy shipped to your door today:

https://www.nevercoldcall.com/ordernow.php

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Sell More and Grow – POOR?

April 24, 2012 By Leave a Comment

“Sell More and Grow – POOR?”

That sounds ridiculous, doesn’t it?

Well, I hate to break the news, but it’s true. We’ve all heard of the famous book “Think and Grow Rich” but what most people fail to realize is that day after day, they’re going out to “Sell More and Grow Poor.”

The problem lies with that one word – SELL.

What is selling? What does it really mean? Here are my definitions of both buying and selling:

Buying: The act of willingly acquiring for money something that you want or need. The buyer generally leaves the transaction feeling happy and satisfied.

Selling: Attempting to convince another that they want or need your product or service despite the fact that they may not. The purchaser typically leaves the transaction with a strong feeling of “buyer’s remorse.”

See the difference?

Very few salespeople understand how to get people to buy from them. Instead, they grind their wheels day after day, hearing objection after objection and “no” after “no,” not realizing that if they’d just start the sales process from a position where the customer buys from them, rather than trying to sell to people, they’d make a lot more sales – and do it with less time and less stress.

Most salespeople don’t understand this concept because of the training programs that many companies put them through. Most have a long list of “steps of a sale” anywhere from 3 or 4 steps, up to a whopping 20 in one case!

Some even require each step of a sale to take place. I worked for one of those companies a while back – I remember having hot prospects who were ready to buy from me, who would get angry and go buy from a competitor instead when I insisted on holding a face-to-face appointment, all because my company required it.

I’ve heard of another company where only so-called “self-generated” leads count toward quota – and by “self-generated” they meant cold calling.

Absurd!

A sale is a sale, regardless of where the lead comes from. Saying that a sale that wasn’t generated by cold calling somehow doesn’t count is utterly ridiculous, yet this is the nonsense that many salespeople are taught, and it’s the reason why so many are not as successful as they could – and should – be.

The problem with cold calling, in this example, is that it creates a selling situation right from the very start. The most successful salespeople (and companies, for that matter) are the ones who set up a buying situation from the start – and who don’t annoy and push people away with confrontational selling tactics.

So, if you want to know how to rapidly increase your sales, the answer is simple: Stop selling to people, and begin creating a context where people are buying from you instead. And the first place to begin is to stop cold calling – because I can’t think of anything that typifies “selling” more than cold calling!

To your success,

Frank Rumbauskas

PS: If you’re wondering how on earth you can stop cold calling and start getting people to buy from you instead, my Never Cold Call Again system explains it all in step-by-step detail. Get your copy shipped to your door today:

https://www.nevercoldcall.com/ordernow.php

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“Sales came so quickly…”

March 21, 2012 By 1 Comment

“Sales came so quickly, in such great abundance…”

I borrowed that line from Think and Grow Rich. The original one says:

“When riches come, they come so quickly and in such great abundance that one  wonders where they have been hiding during all those lean years.”

There’s a reason I adapted it to sales, because it’s part of a true story…

For years I would have endless sales cycles of up and down, up and down. Good month, bad month.

What was most frustrating was that after those good months, and especially the  huge sales months, I’d get so frustrated at not being able to continue the trend. Why couldn’t I just sell that much every month?

This went on. And on. And on.

As it turns out, the key to beating this problem was to stop listening to sales  managers (BIG surprise!).

BUT – I figured this out completely by accident. Here’s how:

I had gotten to be good friends with Joe in my office, and we started working together on selling, even going to each other’s appointments in order to help each other close more sales. While this was more time consuming for each of us individually, what happened was that we both began closing more than double, so the return on that time investment was more than worth it.

After a while we had gotten into a rhythm with this. Our sales numbers both  increased and we were both earning more, and were both happier. (Autocorrect just tried to change that to “eating more” which would be true too – more commissions  means much better lunches every day!)

It took a while though for us to notice something even more astounding: The  ups-and-down of sales cycles were gone. We were not only selling WAY more, but were doing it a lot more consistently!

Why?

Very simply, it’s because we got into such a groove doing our own thing that we  began to ignore our sales manager and even started blowing off meetings now and then. Nothing was said about this because we were doing so well, and everyone  knows that top-performing salespeople can get away with practically anything.

The difference was that we stopped cramming the last week of every month trying to make quota. We also stopped slacking off the first week of each month like most salespeople do, since the pressure to immediately sell isn’t there.

Instead of being aware of what week of the month it was, or how many sales days  were left in the month (something the manager would open every meeting with), here’s what happened:

We woke up every day, and did the SAME THING every day.

That’s it. There was nothing else to solving the issue of sales ups-and-downs.

This naturally irritated our co-workers who were convinced that we must have been  getting leads handed to us by someone in the company, which was not the case at all.

The story doesn’t end here, though. There’s more:

By working together, Joe and I killed two birds with one stone:

First, we eliminated the problem of ups-and-downs, ruts-and-rolls, by abandoning  the issue of selling by the month and taking each day as it comes.

Second, we added an element not of “quality over quantity” but “quality AND  quantity.”

In becoming consistent with our sales numbers, we turned those numbers into  HUGE numbers by ONLY dealing with the very highest-quality leads. It’s not enough to merely be consistent. It’s about being consistent with the RIGHT people.

We did this by recognizing that by exponentially raising our closing rates, we freed up a lot of time that could be spent prospecting. But instead of blindly going out cold calling, we decided to make the very best use of that time. This meant only dealing with prospects who are ready to buy right now.

Lucky for Joe (and for me too) I had already been spending lots of time – meaning a  couple of years – working out via trial and error a very solid lead-generation plan.

I figured out what works, what doesn’t, and stuck with the most powerful methods. I  assembled them into a system, and began using that system. And it WORKS.

The result: “Sales came so quickly, in such great abundance, that one wonders where they were hiding during all those lean years!”

And now I can make that system available to you. I’ll even send it to you free for 30  days and you’ll have all that time to decide if you want to keep it, and pay for it then, or simply send it back and you’ll never hear from me again.

It’s easy-

Start Your Free Trial Now
https://www.nevercoldcall.com/ordernow.php

My system isn’t about cold calling, or any other antiquated, ineffective, time-wasting methods. It’s about getting RESULTS.

You’ve undoubtedly noticed that the very top sales pros in your office, or at any job you’ve had, don’t cold call. On the other hand, they won’t tell you what they ARE doing that’s working so well. They don’t want you to know because they don’t want inter-office competition.

The good news is that in addition to my years of trial and error, I also spent time in the field with top sales pros on my climb to becoming one myself. I know everything they do to generate endless, hot, qualified leads from people who are ready to buy right now.

Get your hands on those secrets right now-

Start Your Free Trial Now:
https://www.nevercoldcall.com/ordernow.php

To your success!

Frank Rumbauskas

Filed Under: General Sales Advice Tagged With: , , , , , , ,

Sales Tip: How To Sell More by Giving First

March 14, 2012 By 4 Comments

An interesting coincidence happened to me yesterday.

First, I received an email from a customer, raving about my Never Cold Call Again system and about how many sales it has generated so quickly; however, he’s short on cash and asked if I could extend the 30-day trial a bit until after that first huge commission check comes in.

His email included a glowing testimonial for me to use on the website.

Yes, of course I extended his trial! He gave me value first, without waiting for an answer from me!

Then, last night I was reading a book, and sure enough there was a chapter about getting ahead in life by doing more and giving more than expected. I found it funny that I’d read that the very same day someone got a favor from me, by giving me value first.

A while back I put a job out to bid to redesign a website. Many people placed bids, with the usual links to their portfolios and customer testimonials.

One web designer, however, went one better: She actually built an all-new site per the specs in my job posting, and sent me a link to it with a note saying that, if I chose her, she could have the site live on my server almost immediately after receiving payment.

She got the job!

In all of these examples, you’re seeing how people get ahead, and get sales, by giving value first before expecting to receive anything in return.

And that’s where most salespeople fail.

Chances are, you’re out selling, not because you are going out of your way to give value first, but because you need to make sales.

In other words, you’re trying to get something from the prospects you call on.

And they know it.

No one wants to buy from a salesperson who needs a sale. Or is out to get a sale. They want to buy from people who show value and give value first – because that means THEY are the ones who end up getting more value in the end!

Cold calling is the worst form of this. When you’re cold calling, what you’re actually doing is sub-communicating to prospects that you are out trying to get sales. It sends a message that you need a sale, and they can either give it to you, or say no.

What you really need to do is to have prospects wanting what you have – and leaving you in the powerful position to provide it, on your terms.

When you make a cold call, you make it completely impossible to employ this power dynamic. In a cold calling scenario, you have given the prospect complete power to say either “yes” or “no” and have left yourself with zero power to control the sales process going forward. The prospect is in charge now.

And most important of all, you’ve done nothing to give value first.

Cold calling takes away your power in a sales interaction, and it leaves prospects with the impression that you offer zero added value.

The very top salespeople, on the other hand, always go out of their way to show value first, and only try to make a sale after. And they avoid cold calling like the plague because they know that cold calling hands all of the power over to the prospect.

So if you want to become one of those top sales pros, then stop cold calling, start giving value first, and watch your sales numbers explode!

To your success,

Frank Rumbauskas

PS: If you’re scratching your head as to how on earth you can give value first and get people to buy from you without cold calling, my Never Cold Call Again system explains it all in detail. Get your copy shipped to your door today:

https://www.nevercoldcall.com/ordernow.php

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Sales Tip: Don’t Be an “Info Junkie”

March 8, 2012 By Leave a Comment

During the recession and high unemployment of the past few years, millions of sales people were forced to find a new way to make a living, and running a business doing web design, internet marketing, and other services for local small businesses has become a very popular choice.

Along with that, an entire cottage industry has sprouted, selling “how-to” books, videos, and other information products on how to run this sort of business successfully.

Somewhere along the line, I bought one of their e-books, wondering what kind of sales advice they were giving. To keep a long story short, it wasn’t very good, but what I really found interesting is what happened next.

The Cult of the “Info Junkie”

As a result of buying that one product, I somehow ended up on endless email lists promoting these types of offers. And there are many, at least one per day, and usually several each day.

For the most part, they’re low-cost: Usually five or ten dollars to download a PDF and some screen videos. I bought a couple out of curiosity, and they were rubbish. You certainly get what you pay for.

However, it was reading the reviews of these products that really blew my mind. The website that sells these products allows people to comment, and many of these junky e-books have hundreds of comments & reviews from people saying how great they are.

And here’s what’s more: The reviews are always from all the same people!

In other words, the same people are buying each and every one of these offers.

The big problem, of course, is that these people are reading book after book, instead of simply getting to work. It’s a bad form of procrastination.

Sales Training: A Dirty Secret

I see the same thing going on in the sales training industry. Speakers, authors, and training companies do on-site sales training at businesses and corporations. And they’re all telling people to cold call.

The reason is two-fold: First, because that’s what the “old school” sales managers and directors who hire them want to hear. The trainers are merely instructing the reps to make cold calls, as their managers are already telling them to.

But, it’s the second reason that’s the more insidious one: They know full well that cold calling doesn’t work anymore, and by telling people to cold call, they’ll keep them failing, and keep them coming back for more and more training!

This is the same way a lot of shady “self-help” and “self-improvement” types operate. You pay to go to a seminar that’s full of a lot of hype, and at the end you’re up-sold to the next (and more expensive) seminar to get the “real” answers. And then the same thing happens there. And on and on it goes.

Even if you’re not going to seminars or having live training brought into your office, you’ll experience the same thing with 99% of sales books on the market.

I know I did. When I started out in sales, I was a miserable failure. I cold called – like my boss told me to – and when it didn’t work, I started reading every sales book and listening to every CD I could get my hands on.

And they all said the same thing! “It’s a numbers game” and “make more calls.” A lot of them even advocated pushy, shady sales techniques that I wasn’t comfortable doing.

Finally I got lucky and was hired by a manager who told me that cold calling is a waste of time, and a professional salesperson should never do the job of a minimum-wage telemarketer. He teamed me up with a top rep who made huge sales numbers without cold calling, and he taught me his methods.

Over the next few years I continued my learning experience of figuring out ways and means of generating hot, qualified leads – people who are ready to buy right now – without ever cold calling again. I put those methods into a system, and began teaching it to others. And now it’s available for you to use.

I’ll ship you my complete Never Cold Call Again system today, and you get a full 30 days to try it out and see for yourself that it works. If for any reason at all you don’t love it, simply send it back. We won’t bill you, and you’ll never hear from me again -

Start Your Free Trial Now:

https://www.nevercoldcall.com/ordernow.php

Do some people rip me off by ordering the course, copying it, and mailing it back without paying? Of course, but the vast majority are happy to pay for it when they see the huge improvement in their sales numbers.

The best news: This is the last lead-generation system you’ll need. You’ll be able to stop your endless cycle of reading every sales book you can find, just to hear those dreaded words, “numbers game.” So stop that cycle and get your copy shipped to your door today -

Start Your Free Trial Now:
https://www.nevercoldcall.com/ordernow.php

Here’s to your success!

Frank Rumbauskas

Filed Under: General Sales Advice Tagged With: , , , , , , , , , , , , , , ,

Get Easy Sales with “What Would YOU Do?”

March 8, 2012 By 1 Comment

As I was reading a book this weekend I came across a GREAT piece of wisdom, that is also an incredible sales tip, so I wanted to share it with you today.

The story was about how the most successful people in the world become incredibly successful by being very persuasive – the #1 most important skill a salesperson must have.

And, what’s more, they persuade most effectively by using their imaginations to see themselves in the other person’s shoes, and wondering what the prospect will respond best to.

An “Impossible” Sale Closed in Under 5 Minutes

The story went on to describe how a very prominent, charitable man ended up in prison thanks to a very stupid mistake on his part, and even though over thirty of his wealthy and influential friends and relatives had endlessly petitioned the governor for his release, all requests were denied.

Finally, a man of salesmanship and imagination announced that he wanted to take on the challenge of getting the prisoner released. Knowing full well that politicians love to take credit for anything good that happens, so they can get more votes when it’s time for re-election, he created a plan for the imprisoned man, who had created an educational program in prison that really reduced the recidivism rate of convicts after release, meaning less crime in the community, and less people in prison which means reduced costs.

A plan was devised where the imprisoned businessman would oversee the expansion of this very program to all prisons in the state, at zero cost to the state – exactly the kind of plan a politician would love to take credit for.

The governor loved the plan, with one exception: He wanted the approval of the prison warden and chaplain, and the parole board, so he’d have someone to blame if things didn’t go as planned (typical politician).

Those approvals were obtained and three days later the pardon was signed and the man was released.

What happened here?

How did 30 others fail, yet one man, with little influence or money, turned the trick in under 5 minutes?

Simple: The 30 who failed sang the man’s praises, talked about how charitable and good he is, talked about how well he’s done in prison, and how much better the world would be if he were freed.

The man of imagination – the master salesman – forgot about all that, and simply asked himself, “If I were governor, what would I want?”

Similarly, most salespeople talk about features & benefits and how great their service is, without asking, “If I were in his shoes, what would I really want?”

Think about what each and every one of your prospects wants – for their own selfish reasons, not “features & benefits” crap – and you’ll immediately begin racking up some really easy sales.

Likewise, when you begin thinking about how you would go about finding the products and services you would need, if you were in your prospects’ shoes, you’ll have a very eye-opening experience.

The idea that you’d sit around and wait for the phone to ring with a cold call would immediately seem completely absurd.

Of course you wouldn’t sit around waiting and hoping that a salesperson will cold call you, right at the exact moment you need to make a purchase. The odds of that timing working out in your favor are nearly zero, which is one of the biggest reasons that cold calling gets such poor results.

If you want to start racking up huge sales numbers, you need to approach the situation the same way the master salesman approached the governor.

And cold calling isn’t the answer. That’s pretty much what those 30 failures did!

The good news is that there are tons of ways to get hot, qualified leads nowadays – people who are ready to buy right now – without cold calling.

The even better news is that I’ve laid them all out for you, step-by-step, in my Never Cold Call Again system, a system that over 50,000 salespeople have used to stop cold calling forever. You get the PDF download immediately, and the hardcopy and the CDs ship direct to your door within one business day.

And, you get to try it out and review it for a full 30 days before deciding if you want to keep it and be billed, or simply mail it back and never hear from me again (and never pay me a dime). It’s that simple so get yours right now:

Start Your Free Trial Now:
https://www.nevercoldcall.com/ordernow.php

Here’s to your success!

Frank Rumbauskas

Filed Under: General Sales Advice Tagged With: , , , , , , , , , , , , , ,

How To Get Easy Sales – From a Dating Tips Article

March 1, 2012 By 3 Comments

How to Get Easy Sales – from a Dating Tip?

This past Saturday I was reading the latest issue of Men’s Health, one of the few magazines I read cover-to-cover, while sitting on my patio puffing on a Rocky Patel cigar (I know, the irony).

One article was about how empowered women have become, and in particular, how it’s now just as common for a woman to approach a man and ask him out as it is for a man to approach a woman.

This wasn’t the big news, though….

What really stood out in the article was this little tidbit:

Not only are women asking men out nowadays, but more importantly, women report that they’re far more attracted to a man they approach, versus a man who approaches them!

This flies in the face of traditional opinion on the subject of dating, but nevertheless, it’s true.

And that begs the question: WHY is it true?

The answer is simple: People want what is difficult to get.

More importantly, the thing in question doesn’t actually have to be hard to get. It only has to seem that way.

The reality is that when a woman goes up to a man and asks for his phone number, he may have been just as ready to approach her – but because she approachedhim, he seems hard to get even if he’s not.

In other words, it’s all about perception. The reality of the situation doesn’t really matter.


How To Use This Principle To Get Easy Sales

Now to the point of this email: How you can use this dynamic to get easy sales – and perhaps more importantly, how you’ve unknowingly let this dynamic workagainst you, and why it’s cost you sales.

We’ve established the fact that the person who must make the initial approach ends up wanting the desired object more than if things had happened the other way around.

This means you must take a serious look at how you’re initiating your sales processes.

If you are approaching your prospects to begin the sales interaction, whether it’s through cold calling or some other method of contact, you set into motion a dynamic where you become less desirable than if the prospect was forced to approach you.

When a prospect approaches you for a sale, regardless of how they find you, they immediately place a higher value on you and your product or service, than they would on a salesperson who cold called them.

I explained this dynamic last month when I wrote about why referrals are such good leads – it’s because the prospect is calling you, as the result of being given your name by a friend or colleague, rather than you having to call them.

The bottom line here is that if you’re cold calling, you’re putting yourself in a position where you’re instantly of less value than those who are getting prospects to call them.

Even though you’re selling the same product or service at the same exact price when cold calling, as you are when someone calls you, the hard truth is that those who call you are going to put a lot more value into what you’re selling and will be far more likely to buy right now.

You need to stop cold calling if you want to watch your sales and your closing rates go up dramatically!

And here’s how to do that, right now: Start using the effective Information Age techniques & strategies in my Never Cold Call Again system that will get hot, qualified prospects calling YOU, ready to buy right now!

Remember, you get the full course shipped direct to your door, and you have a full 30 days to evaluate it and begin using it for free. If you don’t like it for any reason, simply send it back within 30 days and you’ll never pay a dime. Do it right now:

Start Your Free Trial Now:
https://www.nevercoldcall.com/ordernow.php

Here’s to your success!
Frank Rumbauskas

Filed Under: General Sales Advice Tagged With: , , , , , , , , , , , , ,

Henry Ford Was Right!

February 9, 2012 By 1 Comment

I recently read My Life and Work by Henry Ford. Though written in 1922, I found myself jotting down endless notes of improvements I could make in my own business, today in 2012!

I’d been meaning to read Ford’s book for a long time since I’m a big fan of Napoleon Hill’s work, and Hill has stated that Ford was the largest influence and source of knowledge for his writings. A recent (and cold) visit to Detroit finally inspired me to read Ford’s autobiography.

One of the things that struck me most about Ford’s writing is his dismissal of so-called experts. He relentlessly regards ‘experts’ as being not only useless, but even detrimental to a business. I thought about my own experiences and have to say I agree.

Here are a few examples of where the so-called ‘experts’ have been flat-out wrong:

1. Google AdWords

Two years ago I was suffering from a severe sinus infection that resulted from toxic mold exposure. It not only had me feeling miserable for a few months, but also required surgery and a brief hospital stay to cure, so I decided to temporarily outsource the management of my Google AdWords campaigns.

I did tons of research and found the ‘best’ AdWords management company out there. I was convinced that, with their slick marketing and steep fees of several thousand dollars per month, that my campaigns would be in good hands.

The result?

These ‘experts’ took my money and did little else. Through their incompetence they ran my campaigns into the ground to the point where my business nearly screeched to a halt. Needless to say I fired them after only a couple of months, and within a matter of days I had my campaigns back to massive profitability again.

Strike 1 against the ‘experts’.

2. Website Optimization and Conversion

On the advice of a friend of a friend, I hired a “leading” website optimization and conversion firm. At a cost of several thousand dollars (again) they told me everything that was wrong with NeverColdCall.com and had their team design an all-new site that would supposedly get more newsletter signups and more sales.

The result?

Well, it wasn’t the disaster that the AdWords people were, but let’s just say that it didn’t convert nearly as well as the current NeverColdCall.com site that I designed all by myself, with no help from ‘experts’ or anyone else.

After a month of the expensive ‘expert’ site I put my old site back up and literally within hours I could see the numbers start creeping up again.

Strike 2 against the ‘experts’.

3. My Sales Career

In my sales career I spent literally hundreds, if not thousands of hours, reading  books, listening to tapes, and even going to seminars when I could afford it. I soaked up as much information as I could from the sales experts.

Their advice didn’t exactly make a lot of sense: Make tons of cold calls, go to networking events, make fake rapport at appointments, and then pester people day after day after day until they either said yes or no.

Though it didn’t make sense to me, they were the ‘experts’ after all, so I went out into the field and tried it.

And none of it worked for me.

I got fired from my first sales job.

And my second. And third. (Actually I quit before dealing with the embarrassment of being fired, but it’s all the same.)

Finally I got hired by a sales manager with a brain, who immediately told me to stop cold calling because it’s a waste of time, and that he didn’t spend thousands of dollars to send me to sales training to have me do the job of a minimum-wage telemarketer.

With this new-found inspiration, and a bit of mentoring from more successful salespeople, I built a system of lead-generation strategies and techniques that eventually eliminated the need for cold calling and networking and simply had my pipeline filled with fresh, hot leads, all the time.

Many of my co-workers wanted to know what I was doing, so I explained it all, and they were able to easily duplicate my system.

One day I realized I was sitting on a gold mine of knowledge, and packaged it all into what is now known as the Never Cold Call Again system. I began selling it and, not surprisingly, people started buying it and immediately began getting back to me with their own personal success stories.

(Oh yeah, I forgot to mention: Strike 3 against the experts!)

Of course I’ve continually updated the system to reflect the latest technology – it now explains all of the details of using the Internet to gather hot leads – on top of all the other systems that still work today as well as ever.

The good news in all this?

Your copy of the Never Cold Call System is ready and waiting to ship to you today, and you pay nothing but the shipping (only $9.25 in the US) and you have a full 30 days to decide if you want to keep it and pay for it then, or send it back and never hear from us again.

It’s that simple. We’re even insured & bonded and covered by third-party guarantees after a thorough credit, financial, and reputation check, so you know this is 100% risk-free for you.

So don’t waste another day making cold calls and hating it. You can request your 30-day trial of the Never Cold Call Again system right here, right now -

https://www.nevercoldcall.com/ordernow.php

To your success!

Frank Rumbauskas

PS: Seriously, do you really want to waste another day cold calling, hating every minute of it and not getting the results you desire? There’s absolutely no reason not to grab a copy of the Never Cold Call Again system when I’m letting you ‘try it  before you buy it’ for a full 30 days so do it right now -

https://www.nevercoldcall.com/ordernow.php

Filed Under: General Sales Advice Tagged With: , , , , , , , , , , , , , ,

Go “Under The Radar” To Get Easy Sales

February 6, 2012 By Leave a Comment

Several years ago, Neil Strauss came out with a book called The Game which was about a group of men calling themselves “pickup artists,” whose sole purpose was to perfect the art of picking up women in bars.

Remembering that I’d met Neil at a marketing conference once upon a time, my curiosity got the best of me and I read parts of it.

The gist of what they did was this: They’d approach women in bars, and open conversations with dumb questions about random things, always starting with, “Hey, I need a female opinion on something.”

What this did was allow them to come in “under the radar.” As the book explains, in a bar or nightclub situation, women automatically have their guard up and the usual pickup lines that men use will fail, even if the woman would otherwise be interested in the man. They call this a “programming wall.”

But by using this strategy of asking a completely random question, under the guise of “I need your opinion,” they’d be able to start a conversation and move it forward to where they could successfully get a phone number or ask her out on a date.

What intrigued me most, however, was this idea of “programming walls” and how a woman would not talk to a desirable man, just because he approached her in a way that hit one of these subconscious walls and caused her to shut down.

It ingrigued me because selling works in exactly the same way. Selling is a game of human nature, and you have to know how to make the right approach and avoid hitting these so-called programming walls.

I observe myself doing it all the time. Whether I’m walking through the mall and pass by one of those kiosks with an annoying salesperson calling me to come over, or a sales rep approaches me in the typical cold call manner, I completely shut down and want nothing to do with them.

Sometimes I even do this with the friendly people offering free samples in the supermarket – not because I don’t want the sample, but because their method of approach triggers a programming wall in my mind, and I walk on by pretending to be uninterested.

Similarly, someone may be sellling something I need, or are even actively shopping for, but when they cold call me, the programming wall goes up, they slam head-first into it, and nothing happens.

Years ago, long before Neil’s book came out, a sales manager who agreed that cold calling is a waste of time explained to us that cold calling is slamming head-first into a brick wall, when we really needed to go around the walls.

That’s why even those who cold call will still perpuate ridiculous stories about how someone “got in the door,” like the urban legend about mailing someone one shoe along with a note saying, “I’ve got one foot in the door, how about the other?”

Obviously someone who has never sold successfully made that one up, but you get my point – getting in the door successfully means finding ways and means of getting around the door and into the decision maker’s office.

Cold calling means slamming into that door over and over again. If you follow the insane advice to “increase your activity,” all that means is you’ll be slamming into it even more and more.

The answer isn’t to cold call. It’s to use effective, Information Age, self-marketing systems and methods that get you around the door. And closing sales.

And what are those methods?

That’s for me to know and you to find out!

Sorry, just kidding, but I couldn’t resist……..

Seriously though, I’ve already written them all down for you. They’re in my Never Cold Call Again system, a system that over 50,000 salespeople and small business owners have already used to stop cold calling forever.

And your copy is ready to ship to you today, right now, and you get to review it for a full 30 days before deciding if you want to keep it and be billed then, or mail it back and never hear from me again (and never pay me a dime). It’s that simple so get yours right now:

Start Your Free Trial Now:
https://www.nevercoldcall.com/ordernow.php

Here’s to your success, and to stop slamming into those doors!

Frank Rumbauskas

Filed Under: General Sales Advice Tagged With: , , , , , , , , , , , , , , , , ,
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