I was speaking to someone in my sales community about efficiency as an appointment setter when the question of dialling vs texting came up.
In that moment I realized that people have been debating between the two.
My immediate thought.
Why not both?
As an appointment setter, you’d be surprised how many triage calls you can book for yourself by texting your leads.
Text messaging still have an insanely high pickup rate, if all you’re doing is calling, you’re missing out.
On the same note. You will be able to set a ton of appointments with people that don’t want to schedule a 15 minute triage call by just picking up the phone and calling them.
Quick tip for this: Text them first and say “Hey this is NAME”
For people with Iphones sending that text first will make your call show up as “Maybe: Your Name” instead of just showing the number. This along will increase answer rates.
Don’t know if Android does this, never had one.
Another tip: Dial during hot hours for your prospects.
As you dial day by day you will start to notice when people tend to pick up.
Take note of these times and do the bulk of your dialling when you’re most likely to see the highest ROI.
Sometimes its after 5pm because your prospects work a day job.
Sometimes its mid day, After a week of dialling you should start to see a pattern.
Take pattern, and send your texts durning low pick up hours, dial during high.
Split test your messages and track everything.
Push the numbers in your favour by being efficient with when you do certain actions, pairing this with an increased skillset week by week will result in you making a ton of money as an appointment setter while not hating your life :)
Stories sell. They have always been something that influence people heavily.
Thats partly why almost if not all religions and strong convictions are based on a series of stories.
Knowing that people are often not usually convinced more by bullet points rather than a well crafted story, think about how you can use this on your sales calls to product better results.
There are many times to tell stories on your calls but here are 2 of my favourite:
1: Telling stories in your pitch.
The pitch for me has been one of the best times to use story telling to get my points across.
Instead of just telling prospects what they will get, heavily relying on the features of my offer to be enough to convey value, I find it much more effective to paint a clear picture of what life looks like using my services.
Sometimes thats breaking down how we’ll be working together, sometimes that showcasing the benefits they will receive along the way, most times its a combination of the two.
2: Telling Stories With Testimonials.
Time and time again I see reps using testimonials at various points in their calls to showcase whats possible with their service.
Testimonials are great but what I’ve found is just throwing them out without the story telling element usually results in them falling flat, raising sales resistance as the prospect seeing it as nothing more than an attempt to persuade them to buy rather than drawing genuine connections between them and your previous clients.
So when I use testimonials I make sure to take my time, and paint a picture that is similar enough to the prospect I’m speaking with that they can visualize themselves in the shoes of the person I’m speaking too. Giving them confidence that since the story is so similar, they should be able to see similar results.
Instead of just “You remind me of John, John made money and you can too!”
I try to describe where john was before, what he was thinking and feeling at the time, what his fears and roadblocks were, and how he overcame them to get the results he has now. If done right those feelings, fears, and roadblocks, should be close to if not the exact same ones the prospect you are speaking too is dealing with, allowing the result of your story to show them a way out.
This is why its so important to know the people you’ve worked with even if you didn’t close them.
That’s just 2 ways to use story telling on sales calls, there are many others.
Their powerful, and if you aren’t currently using them, adding them will make a huge difference to your close rate.
There are multiple skills that high ticket closers need to be successful.
Some more important than others.
Lets cover 3 that I believe are pretty important.
1: Building Trust.
This is an obvious one, if prospects don’t trust you, they wont buy.
You can earn trust pretty quickly on your calls if you can break out of the mold of “typical sales guy”.
When the call kicks off most prospects will throw you in that bucket, use active listening and relevant questioning to break out.
If prospects sense that you care more about your frame/process, asking your order scripted questions over listening to what their actually saying, trust will be gone, and of course the opposite is true if you want to build it.
2: Problem Comprehension.
Problem comprehension is something you’re going to have to get really good at.
Don’t just listen to whats being said, listen to what they mean.
You have to learn to listen past the surface of whats being said and dig to truly understand their problems.
If you can get a big enough problem, even worse, if you cant get the REAL problem, you’ll be pitching to a surface level issue killing all of the value in your offer.
3: Patience.
Learn to slow it down, learn to have patience.
There are so many moments for this on sales calls, and especially with high ticket sales, trying to rush the process or the prospect usually results in a huge wall of sales resistance.
Rushing usually comes across as an attempt to stop someone from thinking.
An attempt to stop someone from thinking usually comes across as you having something to hide.
You having something to hide means you aren’t as confident in your service.
A lack of confidence in your service means the prospect shouldn’t buy.
So be patient, take your time, allow them to take their time on calls, be the calm in their storm, slow the conversation down.
This can be used all throughout the calls but is MASSIVELY important when handling objections.
Showcase a calm, confident patients as you help them navigate concerns and watch as their trust for you and belief in your offer skyrockets.
Referrals are a massively under utilized channel for most closers.
Which is crazy because there are businesses that survive and thrive sometimes completely on a referral basis.
People know this. But when talking about it I often hear that they rely on chance to bring in referrals for themselves.
Adopting a sort of "If it happens it happens" stance on it.
If that's you. Change your outlook on it because as I'm sure you've experienced, referrals close at a ridiculously high rate!
You don't need to be passive about it. You can be very intentional.
There are a ton ways to make more referrals happen but lets talk about 2 really simple ones that don't require you to do anything extra other than ask a few questions.
First: Ask at the end of each sale
After you close a deal, when that new client is exited and ready to go. often times you can get a great 2 for one buy simply asking if they know anyone else that could benefit from your help.
The second one and I'd say an even more affective way that you should 100% be doing if you're not already: Asking for the referral once they've had a big win, once they've gotten a great result working with you.
Not only will they be much more likely and usually happy to refer people. When those people ask the obvious question of "Hows it going for you", them currently being on a high from their last win will rave about your services making the sale that much simpler.
Tiye Martin
Tiye Martin
I was speaking to someone in my sales community about efficiency as an appointment setter when the question of dialling vs texting came up.
In that moment I realized that people have been debating between the two.
My immediate thought.
Why not both?
As an appointment setter, you’d be surprised how many triage calls you can book for yourself by texting your leads.
Text messaging still have an insanely high pickup rate, if all you’re doing is calling, you’re missing out.
On the same note. You will be able to set a ton of appointments with people that don’t want to schedule a 15 minute triage call by just picking up the phone and calling them.
Quick tip for this: Text them first and say “Hey this is NAME”
For people with Iphones sending that text first will make your call show up as “Maybe: Your Name” instead of just showing the number. This along will increase answer rates.
Don’t know if Android does this, never had one.
Another tip: Dial during hot hours for your prospects.
As you dial day by day you will start to notice when people tend to pick up.
Take note of these times and do the bulk of your dialling when you’re most likely to see the highest ROI.
Sometimes its after 5pm because your prospects work a day job.
Sometimes its mid day, After a week of dialling you should start to see a pattern.
Take pattern, and send your texts durning low pick up hours, dial during high.
Split test your messages and track everything.
Push the numbers in your favour by being efficient with when you do certain actions, pairing this with an increased skillset week by week will result in you making a ton of money as an appointment setter while not hating your life :)
More On This:
7 months ago | [YT] | 0
View 0 replies
Tiye Martin
Stories sell. They have always been something that influence people heavily.
Thats partly why almost if not all religions and strong convictions are based on a series of stories.
Knowing that people are often not usually convinced more by bullet points rather than a well crafted story, think about how you can use this on your sales calls to product better results.
There are many times to tell stories on your calls but here are 2 of my favourite:
1: Telling stories in your pitch.
The pitch for me has been one of the best times to use story telling to get my points across.
Instead of just telling prospects what they will get, heavily relying on the features of my offer to be enough to convey value, I find it much more effective to paint a clear picture of what life looks like using my services.
Sometimes thats breaking down how we’ll be working together, sometimes that showcasing the benefits they will receive along the way, most times its a combination of the two.
2: Telling Stories With Testimonials.
Time and time again I see reps using testimonials at various points in their calls to showcase whats possible with their service.
Testimonials are great but what I’ve found is just throwing them out without the story telling element usually results in them falling flat, raising sales resistance as the prospect seeing it as nothing more than an attempt to persuade them to buy rather than drawing genuine connections between them and your previous clients.
So when I use testimonials I make sure to take my time, and paint a picture that is similar enough to the prospect I’m speaking with that they can visualize themselves in the shoes of the person I’m speaking too. Giving them confidence that since the story is so similar, they should be able to see similar results.
Instead of just “You remind me of John, John made money and you can too!”
I try to describe where john was before, what he was thinking and feeling at the time, what his fears and roadblocks were, and how he overcame them to get the results he has now. If done right those feelings, fears, and roadblocks, should be close to if not the exact same ones the prospect you are speaking too is dealing with, allowing the result of your story to show them a way out.
This is why its so important to know the people you’ve worked with even if you didn’t close them.
That’s just 2 ways to use story telling on sales calls, there are many others.
Their powerful, and if you aren’t currently using them, adding them will make a huge difference to your close rate.
More on this here:
7 months ago | [YT] | 0
View 0 replies
Tiye Martin
There are multiple skills that high ticket closers need to be successful.
Some more important than others.
Lets cover 3 that I believe are pretty important.
1: Building Trust.
This is an obvious one, if prospects don’t trust you, they wont buy.
You can earn trust pretty quickly on your calls if you can break out of the mold of “typical sales guy”.
When the call kicks off most prospects will throw you in that bucket, use active listening and relevant questioning to break out.
If prospects sense that you care more about your frame/process, asking your order scripted questions over listening to what their actually saying, trust will be gone, and of course the opposite is true if you want to build it.
2: Problem Comprehension.
Problem comprehension is something you’re going to have to get really good at.
Don’t just listen to whats being said, listen to what they mean.
You have to learn to listen past the surface of whats being said and dig to truly understand their problems.
If you can get a big enough problem, even worse, if you cant get the REAL problem, you’ll be pitching to a surface level issue killing all of the value in your offer.
3: Patience.
Learn to slow it down, learn to have patience.
There are so many moments for this on sales calls, and especially with high ticket sales, trying to rush the process or the prospect usually results in a huge wall of sales resistance.
Rushing usually comes across as an attempt to stop someone from thinking.
An attempt to stop someone from thinking usually comes across as you having something to hide.
You having something to hide means you aren’t as confident in your service.
A lack of confidence in your service means the prospect shouldn’t buy.
So be patient, take your time, allow them to take their time on calls, be the calm in their storm, slow the conversation down.
This can be used all throughout the calls but is MASSIVELY important when handling objections.
Showcase a calm, confident patients as you help them navigate concerns and watch as their trust for you and belief in your offer skyrockets.
At least this has worked very well for me.
Master these 3 skills.
Close more deals.
Make more money.
More on this 👇👇👇👇
7 months ago | [YT] | 0
View 0 replies
Tiye Martin
Referrals are a massively under utilized channel for most closers.
Which is crazy because there are businesses that survive and thrive sometimes completely on a referral basis.
People know this. But when talking about it I often hear that they rely on chance to bring in referrals for themselves.
Adopting a sort of "If it happens it happens" stance on it.
If that's you. Change your outlook on it because as I'm sure you've experienced, referrals close at a ridiculously high rate!
You don't need to be passive about it. You can be very intentional.
There are a ton ways to make more referrals happen but lets talk about 2 really simple ones that don't require you to do anything extra other than ask a few questions.
First: Ask at the end of each sale
After you close a deal, when that new client is exited and ready to go. often times you can get a great 2 for one buy simply asking if they know anyone else that could benefit from your help.
The second one and I'd say an even more affective way that you should 100% be doing if you're not already: Asking for the referral once they've had a big win, once they've gotten a great result working with you.
Not only will they be much more likely and usually happy to refer people. When those people ask the obvious question of "Hows it going for you", them currently being on a high from their last win will rave about your services making the sale that much simpler.
These deals often close at 80-90%+
If you aren't utilizing referrals.
Start.
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