Sales pitch

Beyond the script, your biggest impact on a sales organization is identifying,
recruiting and retaining superstar sales people.

I'll give you an example.

A consulting client wanted to get better at sales so he made up his mind
he wanted to get a sales job at the biggest multi media company in his country.

He contacted me the day before his interview.

I helped him nail the interview and he got his job.

Then he hired me to help him in his
role as a one call closer.

In his second month he became the number one sales person in his group.

Before he got there, I recognized his traits as a superstar sales person.

The management didn't.

They don't reward superstar salespeople.

Last Friday he calls me to say on that day he sold what the team of 6
were expected to do that day.

He brings back !00% of those that cancel and don't renew.

The biggest deal per new client has been 10 subscriptions.
He has between 500 to 600 in the pipeline from one client.

See the extreme difference having a superstar salesperson has on an organization?.

Can you bring the power of superstar sales people
into an organization?

That's were you can create the most value and
then capture a chunk of it.

Best,
Doctor E. Vile

The only way would be to license the script and add a royalty to it's use. I don't
know how many people would be willing to take you up on that offer. Investigate
the "phone script" market and see if you can find a sample offer/agreement which
includes royalty payments.

-Ray Edwards

I do this.

1. You need an agreement. A fair agreement. In writing.

2. The first trick is to not get greedy. Don't try to get every last penny you're owed.

When you do things on %s, you WILL be screwed from time to time. Comes with the territory. Numbers will be understated occasionally. Get used to it. Don't get upset. Take it in stride.

3. That said, the second trick is to create a funnel of prospects. Once-in-a-while type deals rarely work out long term. Because you're just not paying attention. (Ask me how I know.)

In other words, TREAT THIS AS A BUSINESS. A profit center. Give it the attention it deserves.

4. My strategy? I go for fixed weekly/monthly payments that are not dependent on sales. I make the number super reasonable. Multiples less than a %.

Why would I do this?

#1, I want my Client to know they're getting a deal.

#2, From my perspective, every week, or every month, I'd rather have predictable cashflow. I don't want to ever wonder "Am I being screwed?"

Am I leaving money on the table?

Definitely. But I sleep better.

- Rick Duris

PS: By the way, you can have PayPal automatically do a "money grab" from their account, just like other subscriptions.

Good advice Rick.

I have some also... this might sound funny, Student, but have you considered just charging more for it?

If you can back up it's value with real numbers, and then convey that value to business owners, then you could possibly charge A LOT more for it.

For example, if a business owner could use it to increase their revenue from $100k a year to $240k a year, than that script is worth $140k a year to that prospect.

Why not charge $10k for it at least? Show them how successful it was for you, and if you can back it up, I'm sure they'll bite.

Also, you could do a payment plan, using the PayPal recurring payments Rick talks about above. They could just pay something like $1800 a month for 6 months instead of $10k up-front, for example.

Just a thought. The key would be convincing people of it's worth.. when you can do that, then the sky's the limit.