This interview opens with a HILARIOUS story. Whatever you do, be sure and listen to the first minute of this:
"What should I do next to grow my business this year?" Take my 2-minute quiz and I'll show you where you'll get the most bang for your buck.
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About the Author
Perry Marshall has launched two revolutions in sales and marketing. In Pay-Per-Click advertising, he pioneered best practices and wrote the world's best selling book on Google advertising. And he's driven the 80/20 Principle deeper than any other author, creating a new movement in business.
He is referenced across the Internet and by Harvard Business Review, The New York Times, INC and Forbes Magazine.
6 Comments on “Daniel Park’s $25,000 Consulting Discovery”
Thanks for the interview. Great attitude shift.
In my experience of sales you often find the following
The lead lies to you
The lead wants to know what you know
The lead purposely misleads you
The lead doesn’t answer you calls after you’ve told them everything and won’t return messages
To solve the problem you MUST
1 – Discover the lead’s real pain – without pain there’s no sale
2 – Get the money issues out of the way upfront – you’re here for the money.
3 – Can the lead make the buying decision? No authority to buy – why are you even talking to this person? Go get the decision maker and then we can talk.
4 – You must present a solution to solve the leads problems – don’t talk features and benefits. Just show that you can solve the pain.
5 – Post sell- Don’t let the lead have buyer’s remorse.
Follow the above and sales will turn around immediately.
Today a client called in look for SEO, he told us about issues with sales and how competitors were beating him. He asked for an SEO report – we told him we are not going to give him a report. Instead we said let’s talk about how much this is going to cost. It’s going to cost so and so to fix your problem, can you avoid that? After the usual shuffling he told us this was double what he was expecting. We told him we could give him some local SEO agencies number and they’d get him listed but we’d get him the sales he needed. He left to think it over. This afternoon he called to say he wanted to go ahead with us.
No ditch digging for us.
Thanks for the story.
Valuable info. Thanks, Perry.
“flushing out some of the self-destructive, devaluative habits” When you raise self esteem, you stop being everybody’s doormat… and voila, your income goes up. Who’d a thunk it?
this is a great audio. well done.