The Client Letter
November 6, 2012
Sedona, Arizona
Sunny 38 Degrees
I still remember the day the phone call happened.
I was pacing around in the pottery studio behind my house (long story why we had a pottery studio) where I’d go to get some peace and quiet when I had to talk on the phone.
I was in the middle of negotiating a retainer deal with a client worth somewhere between 15K and 30K per month.
It was a big deal.
Luckily, I’d been preparing for this for years. First as a banker, then a car salesman. It’s kind of a bizarre collection of experiences that led me to become really good at selling on the phone.
The funny part is, to the untrained ear, selling is probably the LAST thing it sounds like.
But it works. And it worked that day.
The deal closed at an amount within my requested range and I got to work.
I was excited.
With all of the whizbang gadgetry that’s available to us these days to use in our business, the phone is still the most profitable… by far.
If you’re NOT selling on the phone, or if your results aren’t where you want them, then this is the place to focus some attention.
The phone is what you might call a major leverage point for the professional service provider.
What did I do to develop this skill?
Well, I went through one sales training program offered by a major bank I worked for. Then I went through what is probably the most extensive training ever devised for car salesmen…
In the car industry they have these things called “phone pops.” That’s where you sit by the phone that gets the calls from all of the local car ads. When someone calls in on the ad and asks for the “green Chevy,” your job is to get them down to the lot.
Most people don’t know that very few car buyers actually leave the lot with what they came in for. What happens?
Salesmanship happens.
That’s why we got a whole training JUST on how to sell on the phone.
On Thursday November 15, I’m going to reveal some of the secrets I’ve learned over the years to sell high ticket services over the phone.
You’re invited. But only some of you 😉