The last Sales Battle was a real battle! The soft-spoken but tough, analytical, skeptic cosmetic surgeon was a really difficult lead to sell to. See how I tried to turn this around in my favor. Did I succeed? You’ll find out if you get to watch the entire video divided in 3 parts.
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Ultimate Sales Battle Episode 2- Part 1
In part 1 of the Ultimate Sales Battle (USB) episode 2, Paul the marketer successfully jumps over the gatekeeper – a front desk assistant – and gets a few minutes on the phone with the lead: a skeptic cosmetic surgeon from Miami, FL. He’s already done his homework and found several obvious problems with the surgeon’s website. It is non-mobile responsive, uses uninviting images, and does not track traffic. Perfect prospect, right?
And despite the surgeon being busy with work and preparation for an imminent vacation, he agrees to a 30-minute consultation with Paul. The two parties get on the second call and everything starts in favor of the consultant. He points out the need to redesign the site as it does not load properly on mobile devices. Plus, compared with competitor sites, the prospect site looks boring – choosing to feature photos of the clinic, rather than beautiful people. He also underlines the importance of tracking visitors. The battle seems to be going Paul’s way.
But by the end of this video, the skeptic cosmetic surgeon holds a huge advantage over Paul, the USB score at 10-20 in favor of the potential client. How did the surgeon gain this much points in the first place? What was his moves that shook the marketer’s game plan?
What do you do when the prospect tells you that he doesn’t believe in online marketing and that he thinks it’s a scam? What’s the best way to overcome the barriers when dealing with these types of leads? How do you deal with prospects that are not educated on the benefits of marketing their business on the Internet? You’ll learn about that in this video.
Plus, because the possibility of immediately closing a sale with the analytical prospect on Responsive Web Design, SEO, or even Local Buzz was very slim on this case, Paul had to do really do something. What did he do? How did Paul, the marketer turn the skepticism into his advantage?
In part 3 of the Ultimate Sales Battle (USB) episode 2, Paul discusses the logic behind his move NOT to push to close the prospect on his intended services: responsive web design, SEO, and Local Buzz. Normally, the consultation would end up with the client agreeing to a third call to discuss packages. This wasn’t the case with the prospect on this episode.
This video explains why online marketers could still win the sales battle even if they fail to convince the prospect to immediately avail of the intended services. What’s a good alternative? How would you like to get paid to follow up with your leads?
For those who want to know more about how to use website tracking to get your foot in the door and win clients that you can upsell later, this is the video you must definitely see.
We are continually developing coaching and training methods to help sharpen your skills in consultative sales. You are a professional marketing consultant and there are many businesses around you needing your help — only that they don’t know this yet. This role-play marketing consulting and sales training will help you break this barrier and forge many more mutually beneficial business relationships.
By the way, episode 3 of the Ultimate Sales Battle is happening today April 23rd at 5PM EST. I’m looking forward to you joining us in our future episodes. Sign up as an Endlessrise member-reseller now to learn more how to get access to the Ultimate Sales Battle Role-play Consulting and Sales Training.