Pulling a Freight Train with a Strand of Thread

Magic Words that Build Trust Free Webinar Series with Ari Galper Tuesday, April 22, 5pm Eastern REGISTER HERE   Mel,   About 8 years ago, I attended a live event where Ari Galper presented his Chat Wise program.  This is back when live chat on websites was a pretty novel concept.  And after showing us all how cool Chat Wise was,  Ari did something I'll never forget.  He demonstrated how HE used it.   Right there. Live. He pulled up his website and projected it on the big screen for all of us to see and waited for a good prospect to come along. Eventually, Ari spotted a visitor who had clicked on 5 or 6 pages, qualifying him for a ping from Ari.  So, Ari opened the chatbox and asked a very gentle question.   The guy responded with his own question.  Ari gave a gentle answer. And then Ari asked a "salt the oats" or "rack the shotgun" question. Strategic questions, perfectly phrased, to elicit information about the visitor's real reason for coming to the site. Without spooking him. Then Ari backed off. This went on for a while.  No pitching.  Zero hard sell. Not even a "trial close." Eventually the guy pinged Ari back. Asked Ari a question.  Ari answered and did the same thing he did before.  More salt. More rack the shotgun. But gently. Again zero pressure. After about 45 minutes of this gentle tugging...Cha-ching!  The guy hit "add to cart" and entered his credit card information. Cue the applause sign. It was magical.  The way Ari chose exactly the right words. Asked exactly the right questions. Building trust. Qualifying. Never giving in to the temptation to go for the sale. It was like pulling a freight train with a thin strand of thread.  One false tug and the thread would have snapped. The guy would have hit the almighty "X" and probably been gone for good. One of the most masterful sales performances I've ever witnessed. And, of course, it wasn't live chat that was the secret. It was Ari's mindset. Ari's magic words. Ari's perfectly crafted trust-building phrases, questions and answers.  And that magic works in ANY sales environment.  Especially in face-to-face and phone sales.   Do you have the nagging feeling that your phone sales calls, your in-person consultations are breaking down way more often than they should? Is that thin thread tearing too often and resulting in far too many high quality in bound leads going unconverted? If your company relies on phone sales or in-person consults, join us today at 5pm Eastern for Magic Words that Build Trust and Close the Sale.   REGISTER HERE     ***NOTE: Please do not reply directly to this email, instead go to http://support.perrymarshall.com     Free Video We manage our emails with Infusion. This Guide and Video explain my secret marketing sauce. If you no longer wish to receive our emails, click the link below:  Update subscriber options   Perry S. Marshall & Assoc 159 N. Marion Street #295 Oak Park, Illinois 60301 United States (312) 386-7459   Having trouble viewing this email? Click here