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Ten mailers per day cumulatively became fifty mailers a week. That means he made fifty phone calls a week.|Ten mailers per day cumulatively became fifty mailers a week. That means he made fifty phone calls a week. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01900.wav |
However, this was only for the first week. The cumulative impact will increase in the next week and even more in the following weeks.|However, this was only for the first week. The cumulative impact will increase in the next week and even more in the following weeks. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01901.wav |
Gradually,|Gradually, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01902.wav |
over a period of time, with proficiency and good telephone handling skills, his ratio from mailers to appointment increased.|over a period of time, with proficiency and good telephone handling skills, his ratio from mailers to appointment increased. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01903.wav |
Eventually, it resulted in making him one of the top Salespersons in the company.|Eventually, it resulted in making him one of the top Salespersons in the company. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01904.wav |
The above example is a good one for marketing, consistency of follow-up and closing a sale.|The above example is a good one for marketing, consistency of follow-up and closing a sale. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01905.wav |
However, in the above example, if you notice there was no fancy strategy requiring special skills.|However, in the above example, if you notice there was no fancy strategy requiring special skills. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01906.wav |
The reason for success was commitment, self-discipline and consistency above all.|The reason for success was commitment, self-discipline and consistency above all. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01907.wav |
I also saw a behavior opposite to this.|I also saw a behavior opposite to this. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01908.wav |
There was another salesperson who tried to replicate the top producers.|There was another salesperson who tried to replicate the top producers. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01909.wav |
He also started sending ten mailers a day he made a very catchy introductory letter.|He also started sending ten mailers a day he made a very catchy introductory letter. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01910.wav |
In fact, after a few days he thought why do ten mailers a day, why not one thousand?|In fact, after a few days he thought why do ten mailers a day, why not one thousand? | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01911.wav |
He thought his business would multiply significantly, but the reverse actually happened.|He thought his business would multiply significantly, but the reverse actually happened. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01912.wav |
There were two major reasons: One. It was feast or famine, either he sent too many, too few or|There were two major reasons: One. It was feast or famine, either he sent too many, too few or | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01913.wav |
none.|none. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01914.wav |
Two. There was no follow-up or no consistency in the follow-up.|Two. There was no follow-up or no consistency in the follow-up. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01915.wav |
Let’s look at the difference in the marketing strategies of both the second Salesperson strategized with best intentions|Let’s look at the difference in the marketing strategies of both the second Salesperson strategized with best intentions | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01916.wav |
but faulty and inconsistent action.|but faulty and inconsistent action. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01917.wav |
One thousand letters a week without consistent follow-up died a natural death resulting in a loss.|One thousand letters a week without consistent follow-up died a natural death resulting in a loss. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01918.wav |
This clarifies that simply having good intentions doesn’t get business.|This clarifies that simply having good intentions doesn’t get business. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01919.wav |
Good and consistent action brings business.|Good and consistent action brings business. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01920.wav |
Being organized is important, but it is more important to be persistent and committed.|Being organized is important, but it is more important to be persistent and committed. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01921.wav |
There are people who are not the most organized but are committed and persistent, which makes them successful.|There are people who are not the most organized but are committed and persistent, which makes them successful. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01922.wav |
Consistent action in the right direction produces results.|Consistent action in the right direction produces results. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01923.wav |
The key is consistency. erratic marketing efforts without consistent follow up will not get the desired results. TRADE SHOWS|The key is consistency. erratic marketing efforts without consistent follow up will not get the desired results. TRADE SHOWS | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01924.wav |
Trade shows can be a tremendous source of business.|Trade shows can be a tremendous source of business. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01925.wav |
Professionals, who effectively work trade shows, keep the following in mind|Professionals, who effectively work trade shows, keep the following in mind | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01926.wav |
they define very clear goals, as to what they want to accomplish through the show.|they define very clear goals, as to what they want to accomplish through the show. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01927.wav |
Is it: Exposure from show presence? Getting leads to follow-up later? Close deals on the spot?|Is it: Exposure from show presence? Getting leads to follow-up later? Close deals on the spot? | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01928.wav |
Distribute samples? Organize a show, especially to generate interest or urgency to buy your product|Distribute samples? Organize a show, especially to generate interest or urgency to buy your product | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01929.wav |
Just collect business cards to get possible qualified data,|Just collect business cards to get possible qualified data, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01930.wav |
or Re-establish contact with your existing customers.|or Re-establish contact with your existing customers. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01931.wav |
No matter what your objective is, the ultimate aim remains to translate presentations into sales;|No matter what your objective is, the ultimate aim remains to translate presentations into sales; | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01932.wav |
hence, the approach should be to generate interest and close the sale in as few meetings as possible.|hence, the approach should be to generate interest and close the sale in as few meetings as possible. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01933.wav |
One. At the trade show, be proactive to generate traffic|One. At the trade show, be proactive to generate traffic | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01934.wav |
rather than wait for people to come by default.|rather than wait for people to come by default. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01935.wav |
Keep in mind that proactive people do not sell products or services, they sell the benefits.|Keep in mind that proactive people do not sell products or services, they sell the benefits. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01936.wav |
They sell the sizzle not the steak.|They sell the sizzle not the steak. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01937.wav |
Trade shows are not meant to be places to socialize or chit-chat with people,|Trade shows are not meant to be places to socialize or chit-chat with people, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01938.wav |
but to establish new contacts with as many people as possible, in the shortest possible time, to optimize your investment of time and money.|but to establish new contacts with as many people as possible, in the shortest possible time, to optimize your investment of time and money. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01939.wav |
Two. Evaluate all the leads generated during the day.|Two. Evaluate all the leads generated during the day. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01940.wav |
Classify them into hot, warm and cold leads on the same day, because by the next day you will not remember what is what.|Classify them into hot, warm and cold leads on the same day, because by the next day you will not remember what is what. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01941.wav |
This will establish your priority of contacts.|This will establish your priority of contacts. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01943.wav |
Three. Trade shows will be fruitful only if the leads are followed-up immediately and professionally.|Three. Trade shows will be fruitful only if the leads are followed-up immediately and professionally. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01944.wav |
EXISTING CUSTOMERS|EXISTING CUSTOMERS | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01946.wav |
THE BEST SOURCE OF NEW PROSPECTS IS THROUGH REFERRALS FROM EXISTING CUSTOMERS|THE BEST SOURCE OF NEW PROSPECTS IS THROUGH REFERRALS FROM EXISTING CUSTOMERS | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01947.wav |
Ask your customers, why they bought your product, how satisfied are they, what were their needs, what benefit did they receive from buying your product?|Ask your customers, why they bought your product, how satisfied are they, what were their needs, what benefit did they receive from buying your product? | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01948.wav |
Then, ask yourself the same question.|Then, ask yourself the same question. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01949.wav |
If you have answers to these questions, then you have actually identified your prospects.|If you have answers to these questions, then you have actually identified your prospects. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01950.wav |
All people who fall into this category are your prospects.|All people who fall into this category are your prospects. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01951.wav |
Also, if for any reason, the business stops or slows, one can always make an effort to go back to existing customers for additional business,|Also, if for any reason, the business stops or slows, one can always make an effort to go back to existing customers for additional business, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01952.wav |
provided you have built a relationship.|provided you have built a relationship. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01953.wav |
COLD CALLING: While I was selling life insurance, I noticed that cold calling was not a very common way of prospecting,|COLD CALLING: While I was selling life insurance, I noticed that cold calling was not a very common way of prospecting, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01954.wav |
and I must say it was not one I enjoyed,|and I must say it was not one I enjoyed, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01955.wav |
yet there were some people who were top producers and used cold calling very effectively|yet there were some people who were top producers and used cold calling very effectively | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01956.wav |
as a prospecting tool.|as a prospecting tool. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01957.wav |
I recall one gentleman, who would invariably make it a practice to make four cold calls for every confirmed appointment.|I recall one gentleman, who would invariably make it a practice to make four cold calls for every confirmed appointment. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01958.wav |
The reason was that he used to call the two adjoining places on each side,|The reason was that he used to call the two adjoining places on each side, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01959.wav |
whether homes or offices. So, with one confirmed appointment he used to make two cold calls on either side of the confirmed appointment,|whether homes or offices. So, with one confirmed appointment he used to make two cold calls on either side of the confirmed appointment, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01960.wav |
fully prepared with a cold call script|fully prepared with a cold call script | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01961.wav |
and benefit statement.|and benefit statement. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01962.wav |
Thus, he made the extra calls at no additional expense, little effort and better time management.|Thus, he made the extra calls at no additional expense, little effort and better time management. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01963.wav |
Everybody would not be available or interested,|Everybody would not be available or interested, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01964.wav |
but even if he got one new lead without much extra effort that contributed to making him one of the top salespersons in his office.|but even if he got one new lead without much extra effort that contributed to making him one of the top salespersons in his office. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01965.wav |
SIGNATURE PRESENTATION:|SIGNATURE PRESENTATION: | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01966.wav |
A good sales professional creates a sixty-second grabber, or something called a ‘trademark’ or ‘signature presentation’.|A good sales professional creates a sixty-second grabber, or something called a ‘trademark’ or ‘signature presentation’. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01967.wav |
This means that if you meet somebody at a get-together and they ask what you do,|This means that if you meet somebody at a get-together and they ask what you do, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01968.wav |
if you are going to give a long speech, you are going to lose out.|if you are going to give a long speech, you are going to lose out. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01969.wav |
If you have time for only one sentence, that sentence must be such that generates inquisitiveness and has the other party saying|If you have time for only one sentence, that sentence must be such that generates inquisitiveness and has the other party saying | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01970.wav |
“Tell me more about it.”|“Tell me more about it.” | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01971.wav |
Now, their desire to get information is greater than your desire to tell.|Now, their desire to get information is greater than your desire to tell. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01972.wav |
WHAT IS YOUR MARKET?|WHAT IS YOUR MARKET? | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01973.wav |
Develop your target market Identify your prospect's profile.|Develop your target market Identify your prospect's profile. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01974.wav |
There is something called an in-built or natural market, and another called a niche market.|There is something called an in-built or natural market, and another called a niche market. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01975.wav |
Niche market is our selected or chosen market.|Niche market is our selected or chosen market. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01976.wav |
THE NATURAL MARKET|THE NATURAL MARKET | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01977.wav |
Project one hundred - I learnt about the natural market when I was selling life insurance at MetLife.|Project one hundred - I learnt about the natural market when I was selling life insurance at MetLife. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01978.wav |
The day I joined, I was asked by the manager to make a list of hundred people I knew,|The day I joined, I was asked by the manager to make a list of hundred people I knew, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01979.wav |
whom I could call, friends/relatives or acquaintances, and who were listed in my personal diary (not the telephone directory).|whom I could call, friends/relatives or acquaintances, and who were listed in my personal diary (not the telephone directory). | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01980.wav |
What was the logic behind contacting friends and relatives?|What was the logic behind contacting friends and relatives? | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01981.wav |
Friends and relatives also have the need to protect their families by buying life insurance,|Friends and relatives also have the need to protect their families by buying life insurance, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01982.wav |
and since we know them personally we don’t have to establish our credibility from scratch.|and since we know them personally we don’t have to establish our credibility from scratch. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01983.wav |
We have all the data, telephone numbers, addresses, etc., and most likely information on where they work, what they do for a living and so on.|We have all the data, telephone numbers, addresses, etc., and most likely information on where they work, what they do for a living and so on. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01984.wav |
Since getting appointments is not difficult, our friends and relatives become our natural market.|Since getting appointments is not difficult, our friends and relatives become our natural market. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01985.wav |
I learnt that the following are the benefits of calling them:|I learnt that the following are the benefits of calling them: | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01986.wav |
One. Getting an appointment with them may be relatively easier than getting an appointment with outsiders or unknown people.|One. Getting an appointment with them may be relatively easier than getting an appointment with outsiders or unknown people. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01988.wav |
Two. They are also buying these products from someone, so why not from you?|Two. They are also buying these products from someone, so why not from you? | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01989.wav |
Three.. If they don’t need your product today, at the very least they should know whom to contact when a need arises.|Three.. If they don’t need your product today, at the very least they should know whom to contact when a need arises. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01990.wav |
Four. Hopefully the relationship will mean providing a better service.|Four. Hopefully the relationship will mean providing a better service. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01991.wav |
Five. knowing your credibility, hopefully, they will give referrals more easily even if they don’t buy your product now.|Five. knowing your credibility, hopefully, they will give referrals more easily even if they don’t buy your product now. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01992.wav |
Good professionals build into their presentation a habit of acquiring enough referrals so that they don’t run out of prospects.|Good professionals build into their presentation a habit of acquiring enough referrals so that they don’t run out of prospects. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01993.wav |
NATURAL MARKET PROSPECTING FORM|NATURAL MARKET PROSPECTING FORM | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01994.wav |
FRIENDS/RELATIVES/NEIGHBORHOOD|FRIENDS/RELATIVES/NEIGHBORHOOD | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01995.wav |
THE NICHE MARKET|THE NICHE MARKET | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01996.wav |
THIS IS THE MARKET WE CHOOSE TO SELL TO Gradually, over a period of time, after experimenting with different professionals, age groups and markets,|THIS IS THE MARKET WE CHOOSE TO SELL TO Gradually, over a period of time, after experimenting with different professionals, age groups and markets, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01997.wav |
I noticed that my closing ratio was higher in dealing with new home buyers for mortgage insurance.|I noticed that my closing ratio was higher in dealing with new home buyers for mortgage insurance. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01998.wav |
Very soon it became evident that if I concentrated more on mortgage insurance, my return on investment of time was much higher.|Very soon it became evident that if I concentrated more on mortgage insurance, my return on investment of time was much higher. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01999.wav |
My proficiency became higher and it became much easier for me to sell mortgage insurance because I had developed a unique presentation,|My proficiency became higher and it became much easier for me to sell mortgage insurance because I had developed a unique presentation, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02000.wav |
which resulted in a higher closing ratio.|which resulted in a higher closing ratio. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02001.wav |
APPROACH: No matter what your prospecting method is, the basic principles do not change,|APPROACH: No matter what your prospecting method is, the basic principles do not change, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk02002.wav |
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