Hi Victor - In 20 years of being in the sales industry and having listened to thousands of hours of sales trainers, gurus and experts, I have to say that YOUR information is THE best and most comprehensive I have ever heard. Your teachings are immediately implementable and we are in the process of integrating your trainings to our team. We can't thank you enough for making this information available on RU-vid. Hopefully someday we'll be able to fly our team out to see you in action at a seminar...or fly you IN to train our team! Many, many thanks.
"Touché" Victor... a very accured analysis of my case... I did cualify the prospect (no doubt they NEED our solution)... BUT I failed to communicate the sense of urgency (I don't need to create it, it's already there; it's just that the decision maker has not realized it yet)... but guess what?!!!... a few days ago they called me for another matter so next week I'm getting another shot with this client, and this time THANK TO YOU I know what to go for, and I will!!! Blessings again. César Díaz P.S. Great picture!!!... It's like you're saying: "I WANT YOU TO GO AND COMMUNICATE THAT SENCE OF URGENCY"
Interesting and accurate. I was shopping for residential excavation/drainage work. Oddly, the large company with the glossy mailings, media presentations, etc. had a pushy, uneducated sales rep. The other, mid level, businesses were pretty much equal. An independent, family business simply had the father (an engineer), and a son (heavy-equipment operator), pitch the sell. The mom & pop operation was the only company that had someone that could answer questions, and develop a game plan. The other companies opted for a vague, range thing. I had an engineer friend who helped me assess the best solution (I had already made-up my mind - just wanted to confirm, as the cost was substancial). Turned out that over 6 months, I was bombarded by calls, Emails, and mailings from most firms. The family firm enjoyed the best project reputation and engaged in the most ethical business practices - they followed-up with meaningful, relevant exchanges. Also, the price wasn't the lowest, but former clients projects sold me. Any opinion on why most of these companies don't employ engineers as sales reps? Basically, the reps served-up vague solutions to problems that they were not qualified to assess. Also, they did a hard sell, that bordered on harrassment.
victor u r really my best teacher ... u always said the fact in conditions that's improves my skills marketing's ... thanks so much ... love u victor from Indonesian
Yes, you can help to cultivate urgency; but it's really about asking the right questions, finding their pain points and using that to help them see what THEIR urgency is.
Fantastic video Victor. Could you make a series of videos for each of the letters in MTNUT with concrete examples? The same way you gave a thorough example for Urgency please.
Hello Victor, I am listening to your podcasts since few days. They are just amazing. I have a question, I met a prospective client, I over committed to him. He is getting a good benefit and he agreed to take my services. However, He is now squeezing me too much wrt price and wants us to work at rock bottom prices. How to deal with this client and get him work at mutually beneficial rates.What he says is he has other forwarders as options. How to get this business at favourable rates. Pls help me Victor.
Hi Victor, love your podcasts. I'm in double glazing sales, a really hard task. I'm being eventual need is first, would you agree?. Obviously this is after ice break.
when i call people back and most of the time its from "let me think about it" but more times than not the customer declines due to being busy and wants another call back or declines... how can i get the customer to finalize instead of them stringing me along?
Thanks, this is nice! Do you have/can create anything on "What is the first and most important thing to learn in a new workplace in phone sales". I'm learning as I go, but I can't seem to find time to learn faster with 2 jobs and family. Thanks from Norway
Then I can say I'm doing a good job there. One last thing - the products - how to find time to learn them faster (I think that's what I really meant) Stupid question, but hopefully helps others as well. Thanks again. B
The problem is that in real life, often you cannot say for sure how much money your services can save in the future. What if the client holds you accountable for that number you gave, and you fail to meet expectations? That’s the T in MR NUT gone. In real life, a big part of the result comes from the client’s compliance and implementation of your advice, and also some factor of luck! Another reason I hesitate to say “if you don’t buy my product / service then you will lose x dollars” is because there’s a condescending undertone to it, like a parent lecturing their child, and implies your client is an idiot if he doesn’t buy form you.
Hey Victor, big fan. You keep saying how price should never be the issue. I am in the apparel printing business and am consistently faced with bidding on contracts that are strictly price based. How can I get the edge without being the cheapest bid? I tried going beyond with my quote presentations but it always comes back to price. How would you handle this?
T-Shirt Dudes ... By offering higher value & higher quality printing and design than the competition! If you want to raise your price, then raise your value (quality). Simple as that.
When you're in a commodity business like t-shirts, you have to find a way to focus on quality and deliver and any other value add that your company offers. Questions: Ho are you different in Quality? Service? Deliver? Other value adds? VA
Hey Victor!! Could you please make a video on how to sell over text messages. I run a istagram account with quite the following, and I offer a instagram consulting service. I find it hard to close deals. I would really love a video, or an answer covering this! Thanks
Great info, Victor. Thx a lot! I sell long term investing funds, how can I calculate the "cost of waiting" to generate a sense of urgency in the prospect? In most cases, people are interested but "need to think about it" and a waiting time of a couple of months in a 25 year plan doesn't seem relevant to them. Any suggestions? Greetings from Mexico!
Hi Victor,Sir i am selling smart cctv camera,s ...how i can achieve good results... after giving demo,s people often ask me to call me in a day or two... how to have strong follow up...
This guy makes Grant Cardone look like a Girl Scout trying to sell cookies and failing miserably. I become more valuable with every moment I spend listening to what he has to say. The Undisputed king of sales
victor u r really my best teacher ... u always said the fact in conditions that's improves my skills marketing's ... thanks so much ... love u victor from Indonesian
