May 2022
Intermediate to advanced
288 pages
6h 42m
English
Content preview from The Conversion Code, 2nd Edition
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Chapter 26The Digging Deep Technique
QUESTIONS THAT MAKE IT IMPOSSIBLE FOR A LEAD TO SAY NO
The Conversion Code mecca is high-quality leads + fast response times + lengthy sales calls.
You accomplish the third component by using a smart framework for your conversations focused on asking great questions. Having what I refer to as a “meaningful conversation” is the key to lead conversion. Here's one reason why: successful sales calls, when an appointment is booked, are 45% longer than unsuccessful calls1 (Figure 26.1).
Across the ventures I have been involved with, and across the range of products, services, and price points I have sold, I would estimate the average length of the calls when I closed a sale was 40 minutes.
At Quicken Loans, 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.
Identifying these windows of time that typically pass before you can close really matters. Going into a sales call knowing, “if this doesn't go 20+ minutes, I won't make a sale” will change the way you approach every call.
This was something I learned while working at Quicken Loans. They were so advanced with their technology in the mid-00s that some guy would wake up in the morning, go to Yahoo to read the news, he'd see an ad to get today's mortgage rates, he'd click and put in a little info, then a little more, and Quicken (or one of their lead providers such as Lower My Bills) would capture ...
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O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.Julian F.
I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.Addison B.
I’ve been on the O’Reilly platform for more than eight years. I use a couple of learning platforms, but I'm on O'Reilly more than anybody else. When you're there, you start learning. I'm never disappointed.Amir M.
I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.