Paul Thordsen, Publisher
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Houston, Texas 77222
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"Paul organized our marketing efforts and promotion by holding Sales Seminars and in field
visits with our sales personnel. Through his efforts we had immediate success. Paul's personal
and business conduct has been beyond reproach."
Bill Navarre, Heatly Equipment Co.
Beaumont, Texas
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The Sales Training deals with facts, reality and straight forward no-nonsense approach.
Your zeal is very contagious. I like your regimental style which enforces discipline on me.
I am willing to follow your instructions with heart and soul.
Thomas Thong - Singapore,
Malaysia
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Dear Paul,
Thank you so very much for your fantastic e-books!
I have attended several sales and prospecting events as well as read several books.
Your e-books put the steps and skills into the most logical and easy to follow format that
I have found. I am already reaping the benefits after only a month in my new position!
PS: Your extra help really made a difference to me. Customer Service is hard to find in this
day and you went beyond the call of duty!
Sincerely,
Ann Wilbanks - Insurance Agent-Houston Texas
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Sales Training Programs
Selling
Sales Management Training
Sales Training
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What Is Your Attitude?
Did you like this sample page?
Get The Complete Course Here
This Web Site Contains hundreds of pages, choose from the
drop down menu above and click the subject that most interests you!
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See the book here
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Hello, May I please speak with Mr. Or Mrs._______________. My name is _______________
(I am here in 'your town or state' if local)
and I am calling on behalf of (name of company).
The reason for the call is that you were
referred to me and that you may be paying
a high rate of interest on a first or second
mortgage or a non fixed rate; is that correct?
Wait for the customer to ask you what
you
consider a high rate of interest...
or
They may say "I am working with some
one already that is helping me." ( In
this case, don't give up. Ask if this other
officer is local and if not explain the benefits
of working with a local rep. Or tell them
to get a good faith estimate from them and
you will beat it. Tell them what you can
to make them feel as if you want to protect
them from this other officer that may not
be getting them the best deal.) Chances are
you can beat the rate or cut your commission
back a bit to make a better deal.
Now ask the important stuff about credit,
job, income, etc...
After you find if they qualify then
you go
into the pitch.
What we are doing is offering homeowners
like you a no cost no obligation free
financial
analysis. What the analysis will do
is let
you see if we could possibly save you
money
on your monthly mortgage payment. All
I need
to do is take some basic information
down
and I will contact you within 48 hours
and
let you know how much you will save.
This
is totally free and will cost you nothing.
Then you go right into the application
and
move fast through it.
A few selling pointers:
Use OK a lot. Example: I just have a few questions to ask you then
we will be done OK. After I get this information
from you I will call you back tonight at
7pm OK. Saying "OK" is a very powerful
trick. After you say it enough to a prospect
they will just say OK back. (don't say: "Is
that OK" - Just say "OK".)
Stand up and move while you are selling.
The people will feel your energy
on the other
end and get excited with you.
Never say something like this: Thanks Bob,
we will get you set-up and call you
back.
The last thing they will remember
is that
you are going to set them up. Who
wants to
be set-up.
Be the EAR. Listen to what they have to say.
No matter what, try to agree with
them on
their feelings and opinions.
Don't eat or drink while on the phone. Some
people think it is rude and makes
you sound
unprofessional..
Avoid talking about religion or politics
on a sales call. If they start talking about
it, SNEEZE real loud and say OH! I am sorry
I have bad allergies and change the subject.
(you don't have to sneeze) but do something
to get of the subject. Those subjects get
personal and take too long. You are here
to sell.
Remember on the phone, no one can see you
and usually never will. You can be whoever
makes you sell good. What I mean is, be confident
and stay in control of the call. Be the expert.
Remember it takes 9 No's before a YES. Rejection
is hard but keep pushing for that reward.
The Sale!
Make notes! While you talk make notes on
everything. Even their dogs name. If on the
next call you randomly throw in "how
is sparky and the family" they will
really remember you for remembering.
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We all have obstacles that deter or distract us from attaining our goals.
Attitude is one of them. The difference between a good attitude and a bad attitude is:
With a good attitude you enjoy what you have to do. With a bad attitude you're miserable and cause other people to be miserable.
Testimony
I called on a client of mine and he stated, "Paul, the next time you have a personal or attitude problem, please don't bring it to my business."
WOW! What a rude awakening that was. I was made aware that my attitude and discouragement was brilliantly being projected to my client.
What's important here to remember is that your attitude and feelings will be communicated to your prospects and you'll never know it? So it's important to prepare your attitude and how you project yourself as you make your calls.
You must be an active member to take this sales course
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