1) Tone of voice is EVERYTHING
- Don't be all excited like a typical telemarketer. That's the biggest turn-off.
- Whatever energy you have, you will transfer in that call. It's really hard to bullshit and pass it off as genuine. Have a good balance between selling and ACTUALLY being genuine. They are not mutually exclusive traits.
- The tension on the call should be just right. You wanna pump them up on their positive, but not too much. Same with negatives. You should be switching between both to maintain an adequate amount of tension. The longer the conversation, the harder it will be to do that. So don't elongate it too much.
2) You're setting up the conversation from the start
- You need absolute clarity about why they're on this call from the get-go
- If you can't get good answers and need more clarity, use tactical vulnerability to ease them into a state where they trust you
- If you haven't done well in the initial half of the conversation, chances are you've already lost. Because you'll have nothing good to counter with when they throw objections in the latter half.
3) Trigger Emotions, not Logic
- It's not about what they'll get, but about how they'll feel when they get it
- Help them see that when they don't buy at a certain price point, they're actually saying they themselves aren't worth that dollar value. Phrase it in a way where the dollar value represents their own self-worth.
- Create a fear of inaction and put them in a state of immediacy
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