How To Turn a Bully Prospect Into a Paying Customer – Steli Efti

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Sure, not every sales call is going to go smoothly. But when a prospect turns into a bully, listing off all the reasons your product and company is terrible. It’s hard not to feel discouraged and not know what to do.

But there’s a mantra you can use in these situations to regain your confidence and turn a bully prospect into a paying customer. When they start yelling just ask yourself: If what we have is so bad why are they still talking to us?

The reason a prospect picked up the phone and called you is because they want to buy from you. Plain and simple.

However, they don’t want you to know this. Your prospects know that if they attack your confidence, they’re going to gain the upper hand in the negotiation. So they start rattling off a laundry list of reasons why they won’t buy from you:

  • You’re too expensive
  • You’re lacking critical features
  • Your company is too small
  • You’re not offering a big enough discount

And I get it. It’s hard to hear these things and still feel like you can sell at your best. But you need to remember that mantra: Why are they still talking to us?

If you’re too expensive, why did they both to waste more time and money by picking up the phone and calling you?

If you’re missing critical features, why are they even entertaining you as an option?

If they love what they currently have, or competitors are offering them a deeper discount, why even come to you (or anyone else) at all?

This is the key question you need to ask whenever a prospect starts trying to bully you. Because there’s only one logical reason why they’re still talking to you: They want what you’re selling.

Remembering this mantra puts you in a position of strength

Negotiations are all about power. And the stronger you can come into one, the better chance you have of getting everything you want. These bully reps know this, and they’re using it against you.

When most sales reps get yelled at or told their product is terrible, they lose their confidence. They think there’s no chance they’re going to get the sale and the only way they remotely might be able to is to fix all these problems and give the prospect everything they want.

They become insecure and end up in a position of weakness in the negotiation.

Yet by asking “Why are they still talking to us?” it puts you on equal ground with your prospect. You know they’re still interested in your product, despite their complaints that you’re too expensive or lacking features.

Now, this doesn’t mean that you aren’t more expensive than the competition. Or that you’re not missing features they’d like to have. What it does mean, is that these issues aren’t dealbreakers.

So, instead of feeling beaten by the bully, you can come back at them with a position of strength:

“Yes, we’re more expensive than the competition. However, we offer X, Y, Z, and our technology is better for these reasons…”

Your attitude needs to be, if we’re so bad why did you take the time to talk to us? And then remember that they came to you, because they want what you have.

When the prospect starts yelling, just remember, they called you

It’s easy to get shaken or lose your confidence when a prospect starts trying to bully you. But just remember, inside every bully, whether they’re on the schoolyard or a sales call, is someone looking for attention.

Look past their anger and frustration and ask: Why are they still talking to us?

You know why.

Write it out. Print it out. Tape it up on your desk. And whenever a prospect starts yelling or getting aggressive, look at it and use it to turn the negotiation into an even playing field.

Have you successfully turned a bully prospect into a paying customer? Tell me your stories in the comments below. 

Don’t let a bully prospect kill your confidence. Stay one step ahead with our free Objection Management Template.

If everyone who reads our articles and likes it, helps fund it, our future would be much more secure by your donations – Thank you.

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To Be a Better Salesperson, Master Your Ego and Bend Time – David Meltzer

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In the early ’90s, my first job out of law school had me selling legal research at Westlaw, where I was trained by Mike Bosworth, a solutions selling expert. He taught me that a good salesperson needs to have two important characteristics: empathy and ego.

I believe that this approach is outdated, as ego and empathy are related in my view, and this formula certainly needs to be upgraded. There’s another important factor to be added that Bosworth did not consider when it comes to achievement in business: time.

There are two things that often get in our way when it comes to sales, business, or life: our perception of self (our ego) and our perception of time.

Leggo my ego

The ego has illusionary needs, which can create a waste of your time and energy. The ego also has the need to be right or to be offended. It can cause you to feel a need to be separate, inferior or superior. Ego can cause fear, guilt or shame. It will have you searching for recognition over achievement.

These needs cause you to react in inefficient or ineffective ways. This is why it’s necessary to utilize the following tools that will counteract your ego:

  • Gratitude gives us perspective.
  • Empathy brings forgiveness for ourselves and others.
  • Accountability provides control over everything that’s attracted to our lives.
  • Effective communication lets us draw upon inspiration and share it with others.

When it comes to communication, there are two types of people: One type manipulates, and the other inspires. What’s the difference between the two? Ego.

Ego can hamper any type of relationship, from business to personal, so use those four tools to keep it in check.

Time, activity and productivity

The missing component in my mentor’s sales philosophy was a perception or understanding of time.

I’m sure you’re familiar with this phrase: “Time equals money.” I believe that the way we utilize time is actually what equals money. There’s no such thing as linear time. Like ego, it’s an illusion.

Time in business is directly related to two things: your productivity and your accessibility.

Making optimal use of your time allows you to be productive. It also allows you to be accessible, to be of service. Understanding time pushes you to ask for help when you need it (which saves you time), or to pitch in and help others when necessary (which saves them time).

The best way to “bend” or maximize time is to be a student of your calendar. Now, most people think this simply means you need to look at your calendar at least twice a day. But, no matter how many times you check your calendar, if you’re a busy person, you’re going to forget when things are scheduled, or what events are taking place.

To be a student of your calendar takes consistency, in order to raise your awareness of what’s going on in the organization around you. People who do this are better able to take advantage of the opportunities that are being attracted to them.

Study your calendar both in the morning and at night. Ponder efficiencies and potential problems, and prepare to make adjustments.

You’ll see that your productivity changes and you become aware of new opportunities that exist and now are accessible to you. Equally important, you’ll discover new ways to save time.

In order to instill this strategy in my team, every morning I have a Hill Street Blues meeting (a police “roll call” briefing, for those who are too young to get the reference) where I go through my calendar and ask questions to ensure my employees are students of their calendar as well as the company agenda. This creates a collective belief in accessibility and leads the team to be more effective, efficient and statistically successful.

If I can, I do it, no matter how annoying it may be to others. “Do It Now” is a remedy for procrastination. It tends to take you twice as much time to finish a task if you don’t start right away. And the more you put it off, the less successful you tend to be in the end.

One example of this is email. If I can respond to an important (key word) email shortly after it comes in, I do it now. That way I don’t find myself swamped, overwhelmed and feeling begrudged, at the end of the day when I’m ready to go home, by a slew of emails that have accumulated.

No traps from ego or time

If you understand the traps of your ego and combat them with the tools of gratitude, empathy, accountability and effective communication you’ll soon be seeing success in both business and your personal life.

Also focus on your perception of time, especially as it relates to productivity and accessibility. Learn to “bend time” by being a student of your calendar and practicing the “Do It Now” strategy every day.

If everyone who reads our articles and likes it, helps fund it, our future would be much more secure. For as little as $5, you can donate us – Thank you.

Link Master Pro – How To Bypass Vendors Pages To Your Page & Snag Your Traffic

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You use your email list, ads, your blog, or some other method to send traffic to the sales page of an affiliate product you are promoting. For one reason or another the potential customer decides not to make a purchase and goes to leave the sales page.

But just as they do, the vendor hits them with a freebie offer that they can get if they just opt in with their email address. When the potential customer does, they go on the vendors email list and you have not earned one red cent. You sent them traffic to build their list, costing you time, effort, and in some cases money, and got absolutely nothing for it.

With this app you can:

  • Cloak your affiliate link with your own website domain name. 
  • Supports 6 different types of redirects. 
  • Complete stat tracking showing total clicks, unique clicks, and clicks over time. 
  • Pull the vendors sales page into your website. 
  • Bypass on exit pop ups on the vendors sales page that lets them snag your traffic when a sale is not completed. 
  • Add your own on exit redirect into the vendors sales page that will redirect people to any URL you want if they try to leave without making a purchase. 
  • Automatically change and word in your posts or pages to become clickable, cloaked links.

They make their sales pages in such a way that even if the potential customer you send them does not buy, and you don’t get a commission, they can still get that customers email address for themselves, for free. In short they are snagging your most valuable asset as an affiliate marketer, your email list and your traffic.

With LinkMaster any traffic you send to an affiliate promotion stays yours, and the vendors will only get the chance to add them to their own email list if they actually make a purchase and you get compensated with a sales commission.

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Vidmonial Commercial – How To Make Profit Using Testimonials For Products Of Clients

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In today’s more transparent internet, visitors need to hear feedback from your customer’s mouth directly in the form of a video testimonial. Next to a solid product, positive video testimonials are maybe the single most important aspect of your business when it comes to building trust and selling.

Not only are video testimonials proven to significantly boost conversions, but video testimonials are now the best pieces of marketing material for getting traffic especially when used in Facebook ads campaigns today!

You can incentivize your customers or your client’s customers to leave a video testimonial in exchange for an ethical bonus, guide, coupon code, or any other incentive you want to give as a reward for their time. Then, Vidmonial will host a clean campaign page for you that walks customers through leaving the review.

Vidmonial walks customers through leaving the review while capturing profile pictures, star ratings, and more. Then, makes it easy in 1-click for the user to record the testimonial and submit it. Nothing for your to host or install.

Once the testimonial is submitted, users will automatically receive their promised incentive for the review. You can also review the testimonial in the Vidmonial portal and easily embed it anywhere you want.

In just a click, you can share the testimonial to Facebook and publish to YouTube as well for traffic. Now, instead of slaving away creating the videos yourself just have customers create them FOR you to use in your salespages, blogs, Facebook ads, YouTube channels, and more.

Watch Vidmonial Commercial In Action:

The features:

Create campaigns fully hosted with Vidmonial that capture video testimonials and deliver incentives for doing so on 100% autopilot – nothing to install or code

Let visitors easily record themselves giving the testimonial through campaigns fully hosted by Vidmonial.

In just 1-click, share your testimonial to Facebook or YouTube to drive traffic. Download the testimonial to use in ads, posts, and more.

Showcase your video testimonials in stylish boxes on any page you want – works with Shopify, HTML, WordPress, Clickfunnels, etc.

Create ethical incentives for users to leave the testimonial in the first place as a reward for their time and automatically deliver to them once a real testimonial is verified by Vidmonial

Along with a video testimonials, capture star ratings, profile pictures, and written feedback to showcase for higher conversions

This is an exciting opportunity, especially for users who have already bought video marketing apps since every business big or small needs more video testimonials.

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How to get more clients for business

Businesses can flourish when there is demand and this demand is generated by clients. Many businesses fail because of lack of customers. The post talks about the ways in which one can get more clients for business. When the need of the customer is met, one can expect revenues for businesses. How to get more […]

via How to get more clients for business — sisirghosh

ZooWarrior – How To Unlock Game-Changing Intel About Your Buyers

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Zoo Warrior is a combination of a powerful software and comprehensive super affiliate training which lets you track your affiliate sales across the marketplaces, giving you detailed, organized info about your affiliate sales, such as the name of the customers and their email address, along with where they’re from, when they purchased and if they refund, Zoo Warrior will allow you to know about that as well.

Assist users to boost conversions and reduce refunds. Keep a Great reputation with PayPal. It integrates with your favorite autoresponder service letting you build a customer list on complete autopilot. They take your privacy seriously, all of your customer emails go straight into your AR. The info is well organized and simple to use. It is also cloud based so it’ll work on a Mac, PC, tablet or smartphone.

It Works in 4 Easy Steps:

Step 1: Grab Your Unique Call Back Link Within Their Software

Step 2: Paste the Link from Step 1 Into JVZIPN URL

Step 3: Just Relax, Allow the Software to Auto Add Buyer to Your List.

Step 4: Use Your Stats to Boost Sales And Conversions.

No more downloading CSVs or manually importing names and emails – now you can automatically add buyers to your autoresponder, hands-free! Connect your autoresponder to ZooWarrior in a couple of simple clicks and boom – ZooWarrior will automatically start adding your buyers to your chosen autoresponder!

You’ll discover How to set up the right promotional strategy. What product to pick? What Pricing point is the sweet spot? How often should you promote? Email or Video, or Both.

The right way to do a review video to drive tons of clicks and commissions on YouTube, faster than you ever thought possible. Our secret video weapon (interviews and pre-sellers) to get tons of views and even more sales – and how to do it right, so it rains cash

 

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Start collecting purchase history of each buyer over the past 90 days – see what your buyers have been buying, before you even added them to your list. Now you can instantly see what your new subscribers want to buy, how much they’re spending, when they’re buying, and more!

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Leadsensationz – How To Analyze Businesses & Connect To Hungry Clients

Leadsensationz is a powerful software tool that offers thorough analytics on your business and website’s performance. Leadsensationz gives you the power to analyze any business and their website and provide detailed information on how they can improve for better site traffic and function.

The software searches any area you input for a particular niche and list all business establishments with their website and contact information. The user can then generate and html analysis of the business’s website and initiate a contact with the business establishment for a proposal on how to improve their site and in turn improve online presence.

LeadSensationz works in 4 simple steps.

  • Research: Find any business establishment in a particular area
  • Analysis: Website analysis is done for each business on the research result
  • Report: Generate detailed website analysis and improvement areas
  • Contact: Use Leadsensationz’s email swipes and initiate contact

With just a few clicks with Leadsensationz, you can:

  • Search local businesses using Google and Bing
  • Search using following parameters: Niche, Location
  • Area withing the defined radius
  • Filter search results using businesses that don’t have websites, don’t have responsive website, don’t have social presence like FB, Twitter, Pinterest
  • Check if they are doing video marketing, if yes…
  • Analyze their video marketing status
  • Standard email swipe
  • Analyze their Google page speed score
  • Analyze of they have wordpress or not
  • Can export all leads with a single click
  • Easy to use system
  • Complete knowledge base/ tutorials

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If a client has a problem with their website that’s losing them sales or cutting off their traffic supply – they will want it fixed NOW!

And guess who they’re going to hire? You, of course! Why wouldn’t they? You’ve just highlighted some major problems with their website, won their trust and appreciation, why would they need to hire anybody else?

Sure, some clients MIGHT choose to fix these problems themselves – but 99.9% of local business owners are way too busy – or completely clueless – to handle this stuff. They just want it fixed, fast. And they want YOU to do it!

If you can push a few buttons, you can use this tool to get all the red—hot, hungry clients you’ll ever need, and easily win their business without any of the usual resistance or awkward cold calling.

Its research comes back with all business establishments including site name and contact information. As a result, users can create the HTML analysis on their business website and generate the contact with business establishments.

Eventually, they will be able to upgrade their site’s performance and boost their business’s online reputation. It offers a minimal approach to technical and manual works. And more importantly, it provides all the features right on its dashboard layout. Thus, users can easily search lists and analyze the website with great ease.

Leadsensationz Review

 

What messaging means for the future of customer care

Have you ever spent time on hold with an airline, a credit card company, or your insurance provider? Of course you have, I bet you’re still humming the tune from that hold music you had to listen to. For years, the frustration of traditional customer service, be it phone or email, have pushed us all…

via What messaging means for the future of customer care — TechCrunch

CyberStalkr Consultant ToolKit – Clients Are Hard To Land If You Don’t Look Like A Real Company | Online Marketing Tools

Source: CyberStalkr Consultant ToolKit – Clients Are Hard To Land If You Don’t Look Like A Real Company | Online Marketing Tools

Picreel CRO Pro