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Careers in IT Sales
Hi, and welcome to Weaver Web Designs.
Have you ever thought of a new career in technology sales? Our opportunity gives you the ability to earn as you learn by selling sites using our psychological system with proven results!
All you have to do is set qualified appointments for our tech reps who present our product for you! Sound good? Think you can do it? You can and we pay nice commissions.
Its simple! Keep reading this page we've developed for our existing sales reps to see if this is a position for you...
Trust this Process! It Works!
Ok team, listen up to an online recording of a website that was sold by Kioki to a Hair Salon last April in 2007. Listen in to all of it. It's about thirty minutes but listening to this Mp3 and reading all of the script on this page will dramatically change the way you make appointments!
http://www.weaverwebdesigns.com/sample_walkthrough.mp3
The Psychological Approach to
Selling Business Websites
There are so many ways to get out there and “Shake A Hand” that you shouldn’t have any problems finding fifty or even one hundred potential customers each and every month and especially after learning our proven system developed on this page for getting and setting qualified appointments for potential clients fast!
Listen to these audio mp3's on getting started and we will train the rest for you.
Part1
Part2
Part3
Great! We're assuming you've listened to all three presentations from Tim Erickson just now. If so you've learned that we hardly ask for anything from you at all except to set qualified appointments with all the decision makers present for you to start earning commissions! Hows that for an opportunity? We have all the tools already in place for you to start succeeding today!
Call us at 1-503-861-9860 to qualify for a sales position after you've read all of this page.
Read on, here's our psychological sales script thats been proven to achieve immediate results!
Using our Psychological Approach
There are two ways to sell websites, the best way is setting appointments in person by meeting with business owners and asking a few simple questions. The second and (if done correctly-that's just as effective ) is calling business owners using our newest script provided below. Learn this script inside and out! It works best for both methods.
"Hi, I was looking for you on the internet and couldn’t find you, I was curious to know ... what is your Web site address?"
If they answer that they do not have a Web site, ask:
"Who takes care of your marketing? Normally I speak with the business owner, would that be you?"
This will usually move this type of call on to the owner or decision maker because of the nature of the question!
If they tell you the owners name or (DM-decision makers) name ask:
"Is _____their first name______in the office today?"
If no: Get the (DM) [or] owners name and best time to call back later.
If the answer is yes or the Name of the owner or DM is given, be friendly to owner when they get on the line and speak their first name friendly like you've known them forever:
"Hi <their first name only> "I hope I didn’t interrupt anything? I know you’re busy so I’ll make this quick. I am <give your name> with <give our company name> and I have a quick question for you … "(pause for any response given)
“ If I could show you a way to improve your business by using the Internet, when could you give me 20-30 minutes over the next few days? "
If or when or if the business owner starts asking you a barrage of questions (and they most likely will) like cost, price or anything else always use this standard answer...
" Thats a Great question_______first name______, our Web Specialist will cover that topic for you in complete detail at the time of the appointment (OR Say) That's why we need 20 or 30 minutes of your time
_____first name_____."
Remember that one single question coming from the owner is great and its always buying sign but don't forget your main objective is to only
Get The Appointment at this time but to also qualify it!
To Qualify The Appointment
Ask This...
" What works best for you_____first name______, mornings or afternoons?" OR "Are you least busy in the mornings or afternoons?"
"I have an opening at _____ and ______, which is best for you?"
Give 2 time slots that they can choose from according to the position times available in our sales calendar.
This fast series of questions is designed not to waste your time or the clients and it happens quick for both you and their benefit. If they agree to an appointment it's now time to give them something in return to arouse even more curiosity!
"Now_____their first name_____ what I will do is have my corporate office put together an interactive Web site Package for your company at no cost or obligation for your review."
Now, you've told them you can have a site ready for there review at no cost and even on their own time frame. Other web design firms wont offer this service upfront but you will because you can. Don't build or show them the layout until you get the solidified appointment time agreed upon and committed in your sales calendar with your sales rep.
"Great ____there first name__________on <give them the scheduled date from our calendar> our Web Specialist will be on the phone and on the Internet with you at the same time."
"Do you have a pen handy_____there first name______? Let me give you my number so you can call me if anything comes up and I will extend you the same professional courtesy on my end. O.K._____________?"
NOTE: Psychologically this confirms to your prospect that you're a true professional who appreciates their time while also showing your professionalism by asking the same from them in return. People respect this approach!
"Last question______first name____ ... if you like everything you see, is there anyone else you would need to consult with before getting a site for your business?"
"If so, we would like them to be there just in case they have any questions you can’t answer ...
Now, this confirms you need everyone there who is involved with making a final decision and also arouses even more curiosity. That's why these fast questions are professional and they work but your still not done so ask for there contact info....
Now that you've gotten this far don't forget to ask their...
Business Full name
First name
Last name
Address
Zip Code
City and State
Email (only if they wish to give it)
Industry Type
You have to have this information to build the layout (from the form below) according to their business industry type. Do not show them the site itself until the scheduled appointment time. To do this undermines our sales team and loses value of the product because they may not like the particular layouts look and/or feel for there specific tastes. The specialist will show them how to customize the site during the scheduled appointment time.
Go Over Your Appointment Checklist:
Always Make a Good First Impression
The quickest way to lose a sale is by giving a bad first impression. So before you pick up the phone or walk into any business, make sure that you’re prepared with business cards and your customized brochures (we provide you) are professional and you know our script inside and out.
Make sure you are speaking with all the Decision Makers (DM’s) only
Since DM’s are the only ones who have the power to purchase; it’s imperative that you speak directly with them. A good way to verify that they are indeed the DM is to ask:
"Who takes care of your marketing? Normally I speak with the business owner, would that be you?"
How to find your DM’s Hot Buttons
Once you have found out who the DM’s are, the next step is to determine what their needs are and just how likely they are to purchase. A way to accomplish this is to ask this qualifying sentence:
"Is a Business Web site something that you have considered doing in the past, present or in the near future?”
You’d be amazed at how much insight you can gain by asking this one simple question. Listen carefully to their answers. Then think of these answers as clues into what your prospect is looking for in a Web site and in what time-frame they are looking to buy. Then include these clues or “Hot Buttons” in the “Notes” section of your Sales Calendar, so that your Sales Specialist will know what to focus on during the presentation.
Never Discuss the Price with your prospect
Our Web Specialists are experts at adding value to our product. They have years of training and experience, and know better than anyone how to present our software in a way that will maximize your profit potential. When you discuss the price and/or preview the sample site before the walkthrough, you undermine your Web Specialist and risk losing your profit and even the sale. That’s why we suggest that you never discuss the price or show the layout until its time. Instead, if your customer asks about cost, move the appointment forward with this answer:
“It really depends on your needs________. It wouldn’t be fair of me to give you a price without knowing exactly what your company’s needs are.”
Don’t oversell the Web site
Sometimes DM’s will hit you with a barrage of questions before they will commit to an appointment. The best thing you can do in this situation is to just keep it simple and reply:
“That’s a good question, my Web Specialist will answer it during the appointment.”
Then move the appointment forward.
Move the appointment forward
Your goal at this point is to get your prospect to commit to a time and a date for the presentation. Discourage them from asking any more questions by saying:
"Now what I will do is have my corporate office put together an interactive Web site Package for your company to review at no cost or obligation. Then I will have one of our Web Specialists walk you through it."
This politely reaffirms that they will get all of their questions answered by a qualified person during the presentation; but now is the time to set the appointment.
Setting the appointment
The most effective transition into setting the appointment is to politely ask:
“What works best for you, mornings or afternoons?”
Once they answer, finish setting the appointment by having them commit to the firm date and time you set in your online calendar with your sales rep.
Solidifying the Appointment
Once you have set the appointment, it is important that you go through this final checklist in mind:
Find out exactly which DM’s need to be present in order to close the deal. You can do this by asking:
”If you like everything that you see at the time of the appointment, is there anyone else who you may need to consult with before making a decision.”
NOTE: This is an important question to ask because if all the DM's are not present you could lose the sale or have to reschedule it again! It's extremely frustrating to give a thorough presentation only to learn they have to consult with someone else first before they make a decision to purchase! You cannot afford to waste your time or the prospects!
Once you know who the Decision Makers are, it is important that you set the appointment at a time when they will all be available. Also, this is the perfect time to reconfirm the date and time of the appointment to avoid any confusion. If they have webmasters or IT personnel great! Tell the owner to bring them along for the presentation! We don't care how technical someone is, when they witness our platforms in action even the best IT personnel will agree to purchase our product! Yes, our platforms are that great!
Verify that your prospect has both Internet and Phone access. It’s impossible to do a walkthrough if the prospect is without them, so double-check to make sure that this won’t be an issue.
Never leave without giving your prospect both your name and number. Just in case they have a question or need to reschedule the appointment, they will need a way to contact you.
This is also where current brochures and business cards will come in handy. Whether you print them up or email them after the appointment is set, this will not only give them your contact information, but also will do wonders for your credibility as a professional.
Always confirm the time and date of the appointment with your prospect 24 hours before the appointment.
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This Appointment Checklist is designed to help you take control of your business by setting qualified appointments. We’ve sold tens of thousands of Web sites and are experts at what we do. If you use our simple checklist every day to quality of your appointments, your sales will increase as well as your commissions according to level of your performance! Our leaders earn top commissions! We will train you to be our next!
Here's The Truth About Sales!
Sales is sort of like fishing! You cast the bait first so the prospect gets interested in taking a bite! Don't try to oversell the product or set the hook too soon especially when first starting out in a career selling websites! Remember you represent a terrific product and sales is a numbers game requiring patience and perseverance. The more prospects you pour into the funnel the more sales you'll make with the help of our sales support.
Don't get discouraged if someone says no! Move on to the next call or walk into the next place of business with your cards and brochures. Truth is you have the turn lights on next month!~
All reps are new using this scripted approach but remember to be friendly and flow with your clients interests when speaking with them. Don't over sell the product. Take down notes of there website interests (and stick only with those!) and provide these note in the calendar about your prospect for the sales rep. You have a good personality so use it wisely and remember you are only as good as the teamwork you provide us!.
You'll pick up many tips from our sales reps during walk through presentations for you and may even tackle a few sales by yourself where you can confidently walk the product. That's how you learn while you earn! We sell it for you so get out there and keep setting those qualified appointments!
Use your name and rep number in the Call Time contact field to confirm you're are the rep who made the layout and scheduled the appointment!
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