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The Conversion Code by Chris Smith

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Chapter 9

The Digging Deep Technique

Questions to Ask That Make It Impossible for an Internet Lead to Say No

Did you know that 35 to 50 percent of Internet leads choose the first person they talk to?1 That stat is sure to get salespeople and companies excited about being faster to respond and executing what I covered in Section Two. You don't even have to be the best as long as you are the first!

But what if you were first and best?

The inside sales mecca is quality leads + instant speed to response + increasing talk time by using a proven framework for your conversation on the phone. Remember: Gaining control and ARPing typically both happen in just the first 60 seconds.

Having what I refer to as a “meaningful conversation” is the key to conversion. Across the ventures I have been involved with and the range of products, services, and price points I have sold, I would estimate the average length of the calls where I closed a sale was 40 minutes. At Quicken, a perfect call for me was between 20 and 25 minutes. At Fashion Rock, it was between 30 and 40 minutes. At Curaytor, it is between 45 and 60 minutes.

Being able to identify these windows of time that typically pass before you can close and get paid matters. Going into a sales call knowing that “if this doesn't go 20+ minutes, I don't make a sale” will change the way you approach every call.

This was something I learned a long time ago while working at Quicken Loans. Quicken was so advanced with their technology in the ...

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