Comments on: Wooing People to ‘Yes’!

By: 14 Chapters. Over 500 Pictures. « WhatTheyDontTeachYouAtStanfordBusinessSchool

Thu, 03 Sep 2009 19:29:56 +0000

[...] Wooing People to Yes [...]

By: I Used To Be Scared to Network « WhatTheyDontTeachYouAtStanfordBusinessSchool

Wed, 15 Apr 2009 01:11:25 +0000

[...] Learning to love ‘no’ is a stretch, but tolerating a half a dozen no’s for one really good ‘maybe’ is worth [...]

By: 9 Techniques For Closing a Deal via Voicemail « FoundRead

9 Techniques For Closing a Deal via Voicemail « FoundRead — Thu, 28 Feb 2008 14:22:49 +0000

[...] 4) Get a mirror. Study what you look like. Your facial expression come through via the phone line. 5) Pause and re-start after the area code pre-fix when delivering your phone number. For example, I say, “call me back at 6-5-0… 2-8-3… hey grab a pen!!… it is Larry Chiang @ 6-5-0… 5-6-6… 8-0-0-8.” 6) Set aside your need to sell something. Instead, help them do their job. “I am calling to tell you about three new developments within credit marketing: one is use of a FICO score prep, two is the use of…” I cut out after two ideas and go into my phone number. The likelihood of a callback rises because #3 was left off. Closing a deal via voicemail means deliberately not selling in the voicemail. This is like backfiring forward and is example of what I call the ssg, a.k.a. the “second supplier gambit” where you set aside your need to sell something in lieu of fulfilling your prospects’ needs. Love them, meet their needs, and turn a ‘No’ into a ‘Yes.’ (See point #1 in Wooing People to ‘Yes!’) [...]

By: outdoor1s

outdoor1s — Mon, 13 Aug 2007 01:31:04 +0000

Treat the receptionist like the CEO and you’ll at least get more shots at actually pitching the CEO. It’s amazing how bone-headed people are; treating assistants like second-class citizens. I love the story (and it’s not apocryphal) of a sales team with an appointment with a senior VP at Customer X and it just so happened that the flu bug had ravaged the ranks and the senior VP, who obviously had a great attitude, was filling in for a half-hour at the front desk to let the beleaguered (and lone — there were usually four front desk people) receptionist get some lunch. The sales team got impatient at having to wait and started making assholish comments to “the help”. The VP left the desk when the receptionist returned and then let the sales team cool their heels for 2 hours before informing them that her calendar was just too jammed — for the next year.}

By: larrychiang

larrychiang — Sat, 04 Aug 2007 14:31:41 +0000

Expanding on #4) 4B) Set aside and prempt their "no"... My people at duck9 don't call to sell access to students with a FICO of 750. They call to warn of pitfalls of giving away premium (pizza), tips using a SSP (second stage premium), fraud of wrong cellies, AND management of our 1,300 student representatives.

4C) Set aside your need to sell something. Call when you don't need to make numbers. Call when your en fuego. Make a sales call to socialize and add value while setting aside your need to make commission/profit.}

By: vineet_s

vineet_s — Fri, 03 Aug 2007 23:47:01 +0000

Larry, Great Post.

If possible, I would appreciate some more elaboration on number 4 above.}

By: neilcauldwell

neilcauldwell — Fri, 03 Aug 2007 18:39:30 +0000

Great post, Larry. I’m going to live by 10 b) from now on.}