The Conversion Code

Chapter 8

Need to Know Exactly What to Say to a Lead on the Phone?

How to Have a Perfect First Minute on a Sales Call with an Internet Lead

Every sale is won or lost before it's ever pitched.

It is your job to immediately take control of every call(er). In this chapter, I will teach you exactly what to say during the first minute of your call(s). There are two very specific things (gaining control and ARPing) that you must do at the beginning of every call if you want to close the sale at the end.

Also, it is important to note that The Conversion Code does not involve cold-calling. Cold-calling is so 1980s. We are well into the twenty-first century, and during the past decade people have willingly put most of their life's happenings online. If you are in sales, social media should make you salivate. The ability to hyperpersonalize a sales call gives you an unfair advantage. These are Internet leads who you are calling and who at some point (ideally recently) willingly submitted their information and wanted to be contacted. Before you call, I will show you how to properly (and legally) stalk an Internet lead, and then use the intel you gather against them during the first minute of (and throughout) your call.

By the way, when salespeople (myself included) hear a term like “big data” or “social selling” we usually tune out immediately (and puke in our mouth a little). That sounds too much like C-suite jargon. So instead, I simply think of it as using “big data” to make big ...