Sales Video, Listen to the Questions He Ask

[SouthernComfort]

Who is this guy? Never heard of him. Why does everyone he talks to know him? Is this a setup?

Grant is originally from Louisiana and the 1st guy he talks to him(from Texas) knows his name but doesn't "know" him. The second guy, from Texas had Grant speak at his company before. In both cases Grant's salespeople had gone through the sales process and had been following up trying to close the deal.

his questioning.

1. Call you back next month? (why, the time is now) we do this in every presentation.
2.Just want to look at it a little bit? (the turn) Why did you look at it in the first place? (why did you send in the card?) Why is that important to you? (Why is it important to you to keep this burden from those who matter most?)
3. What is important to you, what problem are you trying to solve? ( we find people see us or send these cards in for 1 of these reasons... which one best describes your situation?)
4. Repeat back their reasons to them for responding (telling story)
5. Take away and turn, I dont need you to think about a 1500 a month decision I need you to think about a 40,000 dollar 2 year commitment, if you can't do that then we don't need to go any further because it's not going to work. ( Before I promise something I cant deliver I need to ask you a few questions to be sure our programs will work for you)
6. Numbers 8% of advertising budget. (Ms. Jones when I leave you are making a comfortable commitment that you set of 50 and we are going to deliver to your family when they need it most... you have just taken the burden away from the people you love the most, congratulations!)

He has been on A&E selling LA, presents for JMI, the Hyzenga(sp) group, SE Toyota, Jim Moran Lexus, and many others.

We ask the same questions just in different ways

 

[TommyBwell]

I enjoyed it. He was a little over the top for me but he was comfortable with what he was doing and bottom line closed both deals. I have not heard of him but will probably order one of his MP3's.

 

[Cory]

I tend to agree with jdeasy on this particular video as pushing rather than pulling is not my preferred approach. You do have to ask for the sale and it's OK to ask questions, but once you cross the line from inquisitive to pushy it's hard to recover. People buy from people they like and trust even if it's a little more expensive than the "pushy" guy. Just my opinion... entertaining to watch though.

 

[Crabcake Johnny]

This guy has a very specific personality. It cannot be "taught" to others. He feels very comfortable with that kind of presentation but there are also other successful sales reps who have a much more laid back approach.

Also, did you see the amount of energy that one call took? I can't see any sustaining that all day on the phones.

Another point that can be argued is how many numbers weren't dialed while he was on the phone with that guy.

 

[somarco]

This approach is fine for some industries, such as motivational tapes and high pressure boiler rooms.

Can't see it working that well with FE or old folks.

 

[0b1kanobee]

This guy has a very specific personality. It cannot be "taught" to others. He feels very comfortable with that kind of presentation but there are also other successful sales reps who have a much more laid back approach.

I pretty much agree with your assessment and even though it for the most part can't be taught to others (in whole I would say), I picked a few things up from it myself like being more assertive. It's worked today for me once already that I know. I also bought his 10X MP3 after watching the video. Happy so far but I'm only an hour or so in as I listen whole driving and just got it.

 

[Crabcake Johnny]

I pretty much agree with your assessment and even though it for the most part can't be taught to others (in whole I would say), I picked a few things up from it myself like being more assertive. It's worked today for me once already that I know. I also bought his 10X MP3 after watching the video. Happy so far but I'm only an hour or so in as I listen whole driving and just got it.

One thing is stuff like watching this guy really does pump people up. I figure if he can be this strong on the phone and be fine with it then I'll have no issues making calls and just toning it down a bit.

It's not a bunch of sales BS at all to watch very positive videos like this every day in the AM before hitting the phones.

 

[somarco]

The key to any good sales visit is to ask questions, LISTEN and take good notes.

This guy did that very effectively.

Other than that, I did not care for his style.

 

[SouthernComfort]

The key to any good sales visit is to ask questions, LISTEN and take good notes.

This guy did that very effectively.

Other than that, I did not care for his style.

I think we miss that these calls aren't "cold" both prospects had been "thinking about it for a little while, 2-3 months, so it was time for the prospect to commit or not. I have seen him do a much more relaxed presentation.

I bought his 4 book set and watched some of his interviews on Fox News, Nat-Geo, and his presentation to the Huizenga group.

 

[FEX Quotes]

This approach is fine for some industries, such as motivational tapes and high pressure boiler rooms.

Can't see it working that well with FE or old folks.

I was just thinking the same thing. Imagine getting in Mrs. Jones's face...

"We're not talking $50/month. This is a $20,000 plus lifetime comittment. Are you willing to make this comittment so your passing won't be a burden to your family?"