Minutes With Billy Gene and Justin * Johnson! Justin >> In the building baby Billy Gene
>> So, today Justin is VP of business development here at Billy Gene is Marketing so he handles
a lot of calls from dealing with big corporations from dealing with clients and dealing with
students so right now we wanted to just switch things up as opposed to being in one spot
in the office I decided to kinda give you guys inside into each role in the company
so were going to start with Sales we gotta know how to sale, I dont give a * what kind
of business youre in, if you are an entrepreneur, then your job is to sell. Maybe youre selling
your team on the vision of where you want to take the company, maybe its selling the
customer, maybe is selling yourself on why youre making the sacrifices you are, regardless
you gotta have to sell some *. So we just want to give you some tips how to sell so
right now were gonna have a narrow focus on selling one to one on the phone. Listen, if
youre only collecting e-mails, and you hope to just automate your entire sales prospect,
shut up youre leaving money on the table, you should definitely using the phone.
So,
right now, Justin and I are gonna just go over some sales best practices for you, were
gonna teach you how to sell one on one with somebody on the phone, which is the best way
to close high tech-ed items, thats what were gonna do, five great steps, and get this * started
right now anything you want to say to the camera! Justin >> I just want to shout out
to all the students I help get in role. Whats up guys Billy Gene>> Double shout out to them,
whats up? So, Justin, when someones on the phone, step one, when you first get on the
phone with someone, when you call them, is to gauge awareness. So what does that exactly
mean? Can you elaborate on what it takes to really check out the scope of a potential
phone call? Justin >> So first you gotta see if they are available to talk, hey you got
some time to talk right now, or see if they are at lunch, they might be in a meeting,
Billy Gene >> Yeah, exactly. So if you start going on with your spill, you come up all
salesy and they are not even in a position to take the time to have a conversation, and
pull out their credit card, then you should abort mission! Abort! Titanic its going down!
Justin>> You have to see how much they actually know about our company also, so Billy Gene
>> Check their education level, are they even familiar with our brand or is it a really
cold, is it a really hot lead, now where are they at, thats a great point.
Justin >> So
then Ill ask them about their business, how they make money, learn a little bit about
them Billy Gene >> Because at the end of the day, if you start selling to somebody and
you dont understand what their needs are in particular, you may be wasting your time.
For example, if most of us go to a car lot right now, and someone pops open the hood
and they start to tell us about the engine and how fast and the rpms and all that *, when
all you really want is a good recline and a good air conditioner, and an FM1 and FM2,
well *, you may be spending yourself in circles, right? So you need to understand what Justin
says, investigate and find out Justin >> Know their pain points Billy Gene>> Know their
pain points, right? What challenges are they actually facing, Justin >> Why do they reach
out to us Billy Gene >> Why did they call in the first place? You became the for some...Why
the * did you call? Cause you obviously have a problem that you need to get solved. Justin
>> Exactly. What he said. Billy Gene>> Bam.
Next step, Justin >> lets see what else we
got on here Billy Gene >> I think we can even go into like objections, when someone tells
you, you know what Justin, I think its just too expensive, what are they really saying
to you? Justin >> If it is too expensive, first of all, I didnt do my job because they
are not really seeing the value in the product so, Billy Gene >> Exactly, the price exceeded
the value of what it was, and we always give the Ferrari example but, if I told someone
and they believe me right, lets assume there is 100% trust here, that I will sell them
a Ferrari, for 10 000 dollars, and everybody knows the real value of it, its 250 000 dollars,
Justin >> Youre gonna find that 10 000 dollars Billy Gene>> Youre gonna find that 10 000
dollars, friends, babysitters, rob a bank, youre gonna do whatever you have to do because
the value Justin >> You know youre gonna make so much more Billy Gene >> Exactly. You can
turn that take that 10 000 dollars Ferrari resell it for or just own a Ferrari for 10
000 dollars. Bam Justin >> Im selling mine, I dont know about you Billy Gene >> Im gonna
keep it. So, next! Justin >> Getting payment on the phone.
Billy Gene>> Getting payment
on the phone. I think this one is giganderous. Too many times will you Listen, Ill start
with this. Remember this, remember this, I.
Want you to flash it across the top and do
whatever we have to do. Buyers are liars, and Justin >> liars are buyers. Billy Gene
>> In other words, people who come on the phone and say look, I just want to talk, I
have some questions, there is no way Im gonna enroll today, *, those people enroll all the
time, and those people who come on the phone and theyre like Im ready to go, Im ready to
do this, they dont buy a lot of the time. Justin >>Save me some time, man.
Billy Gene>>
You hear it all the time. You need to essentially especially in the beginning of the conversation,
put up your blinders to whatever they are giving you. Dont get overly excited because
you think you got one and dont get under excited if you dont think you do. You bring them through
the same process again and again you dig into the pin points, and explain how this, you
know course in this case whatever is going to solve their problems.
Justin >> and 9 out
of 10 times when they say they are gonna call you back youll never ever ever gonna hear
from them Billy Gene >> They will be gone, right Justin>> Houdini is what we call those
people Billy Gene >> you got it. So we walk into this office and did you get Houdini,
cause can just disappear, and theyre not coming back. Now every blue moon, sometimes they
do. And in some cases well use a two-step approach when is that case Justin when do
we actually say were gonna have another call and we schedule another call Justin >> If
they havent seen our webinar, or if they hadnt seen 5 Minutes, they are not educated.
If
theyre not educated, we actually have to extend them an e-mail, all our product and them we
follow up on them, we set a the time, a firm date, hey if I dont hear back from you at
this time, what time can I call you Billy Gene>> thats a that little question is huge,
so ok Justin, I know you really want to talk, after you watch our training videos, and so
if I dont hear from you, at 3 oclock which is the time we have scheduled, what do you
want me to do? Justin >> Unless your payment comes through Billy Gene >> If I dont see
your payment, what do I do? What do you want me to do at that point? Listen if you dont
hear from me just keep calling. Now you got permission! Jason, you told me to keep calling.
So Im sorry I called you 12 times Im just doing what youve asked me to do, dammit. Justin
>> gonna give him the opportunity Billy Gene >> In addition, to that, something thats really
effective for us cause all the time people dont answer the phone, is, we use what instead
of phone Justin >> text messages. Its huge.
Hey its Justin, this is the time you told
me to call you, I know you dont recognize the number, I have a state number, so Its
me calling. And then call right back after that. Billy Gene >> And they answer? Justin
>> And then they answer Hey, whats going on? Billy Gene >> Where in the land and time of
people screening their phones, right? Even when I see some shit, I dont know the number,
even if I answer Im in a bad mood, hello, Justin >> I got a business phone, Billy Gene
>> How did you get this number? So, its very important to simply identify yourself. So
what is maybe helpful for you is whatever their lead page is that theyre coming through
whatever the traffic sources theyre coming through let them know hey Im gonna be calling
you from this number and maybe a cool picture of yourself, just to break that wall cause
nobody wants to talk to a * stranger.
So I. Think that was a lot of insight for a jam
packed episode of Five minutes Billy Gene anything more than that and Justins gonna
have to charge you for some * consulting so, yeah. You just had Five Minutes With Billy
Gene, and Justin Jake Johnson were out of here drops mike..
No comments:
Post a Comment