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Do You Have to Be Aggressive
to Make Sales?
By Ari Galper, Founder of Unlock The Game
A few weeks ago I was onsite at a company that had hired me
to train their sales team on how to stop using traditional selling
and start using the Unlock The Game™ sales approach.
After one coaching session, one member of the sales team came
up to me and said, "Ari, your approach makes complete sense --
but I'm afraid I'll lose sales if I stop being aggressive and start being passive!"
Whenever I hear a comment like that, I want to scream, because it means
that the person just doesn't yet understand that removing pressure from
the sales process doesn't mean being passive!
But...I didn't scream. I took a deep breath and then explained that
Unlock The Game™ is the reverse of passive.
Rather, it's an active attempt to create pressure-free
conversations with prospects.
However, to do that we must eliminate behaviors and language that
prospects can perceive as "aggressive."
We all know what these are -- continual e-mail and voicemail "followups"
in which salespeople try to pin down the status of a potential deal --
is one common example.
The problem is that prospects react to aggressive, or perhaps we
should say "overaggressive" sales behaviors by withdrawing and evading us.
We could say that Unlock The Game™ actually takes the "middle ground"
between passive and aggressive by being authentically unassuming,
yet effective - and that this is the most stress-free and effective way to sell.
What do I mean?
I mean that you have to shift away from assuming
that every prospect is a fit for your solution.
It's sort of like the legal concept of "being innocent until proven guilty."
We can't afford to make any assumptions about "fit" until our
conversation with the prospect indicates that we've mutually
arrived at that conclusion.
The aggressiveness that turns off prospects sets in when you assume,
every time you pick up the phone, that you have a solution for them.
Your tone of voice and language gives them that message long before
they've even had a chance to agree that they have a problem you might
be able to help them solve.
But if you can manage to find that middle ground of not assuming
anything while also communicating in a low-key, unassuming manner,
you'll discover a whole new effectiveness you could never have imagined.
Can prospects sense when you're assuming too much?
Sure they can -- because most of us have been conditioned to
present or talk about our solution as a way to engage prospects
so they'll reveal their problems to us.
But that logic is completely flawed, because when you launch
into your solution to someone who doesn't trust you yet, all you
do is allow them to pigeonhole you as a stereotyped "salesperson."
So how do you make this concept of being unassuming but effective a reality?
First, learn to start conversations by focusing 100 percent on
generating discussions around prospects' problems, rather than
pitching your solution the second you hear an opening.
Second, learn to begin those conversations by converting
the benefits of your solution into problems that your solution can solve.
Third, after you and your prospects have identified a problem or problems,
you can then engage in a discussion about whether fixing those problems is a priority.
It's only at that point that prospects have finally given you implicit
permission to share your solution with them.
Jumping in with solutions prematurely will only land you back
in the trap of being perceived as "aggressive."
To your success,
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Quick Start Video (view sample above) |
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Pull up a chair and join 150 skeptical business executives who challenge Ari to prove that cold calling can be pleasurable and productive. Within minutes, you'll start making the shift from frustrating old-style selling habits to a more natural way of connecting with prospects over the phone.
Here's what you'll learn in the first few minutes...
• Why "Hi, my name is...I'm from... We are a..." kills sales
• The secret reason of why sales pressure is Enemy #1
• The key words and behaviors that unknowingly
connect you to the negative "salesperson"
stereotype
• The single most important selling concept that the
"sales gurus" never told you
more details here...
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The Mindset, Cold Calling, Objections,
and Written Word |
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Learn how the new selling Mindset can unlock your most important selling challenges when it comes to cold calling, objections, and your e-mail and marketing communications. You'll learn:
• Why the Mindset humanizes your sales process
• Why focusing on your prospect's truth is more
important than focusing on making the sale • How to stop slipping into "pitch" mode and start
creating a natural two-way dialogue with your
prospects
• Identify your hidden sales triggers that make your
prospects go into "fight or flight" mode
• Why you need to get to the truth behind objections
and" STOP overcoming them
• Put the Mindset to work in every e-mail you write more details here.. |
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3. |
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4-Hour Recorded Coaching Session |
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Get your questions about the Mindset answered in this 4-hour-long coaching session with 7 of Ari's private clients. Each client paid $1,000 for this session, but you get to listen in to every unedited word as Ari responds to their toughest questions, like...
• "How can I get rid of my 'fear of phone,' once and
for all?"
• "How can I word the first few minutes of every cold
call"
• "How can I keep the call going after the first
opening?"
more details here... |
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Recorded One-On-One Sales Coaching Sessions |
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more details here... |
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Your Personal Coach - 1 Full Hour of Coaching |
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As soon as you order the Mastery Program, you'll receive the name, phone number, and e-mail address of your own personal advisor -- a real human being who'll be there for you to guide you through each step of the program. Your personal coach understands how you're feeling because they used to be just like you. They found Unlock The Game, ordered the Mastery Program, committed to it, and have never looked back. Ari has trained each personal coach to help you shift your Mindset. Your coach will make sure you're on the fast track to making cold calling and selling easier and more productive for you.
more details here...
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How to Solve Your 10 Biggest Selling Challenges |
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At this point in the program, you'll been using the Mindset for a while. You'll probably have questions about situations like getting your decision maker on the phone, what to do when you're blocked by gatekeepers, or what to do when prospects stop calling you back. This 75-page e-book shows you how to solve these tough selling challenges. It builds and expands on all the previous parts of the program and gives you practical, step-by-step guidance in solving the 10 most challenging selling and cold calling obstacles you face.
more details here...
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You Get All Of The Materials INSTANTLY online...
As soon as you order, you'll receive your user name and password that gives you instant, unlimited, 24/7 access to the Mastery Program Part I -- no conditions, no expiration date. Also, a copy of the audio portion of the program will be shipped to you on audio CDs to arrive in 3 to 5 business days.
Here's a complete list of what the Mastery Program Part I includes:
1. Quick Start Video
(streaming online access to one-hour video, audio track, PDF transcript)
2. Mindset, Cold Calling, Objections, and Written Word
(4 hrs of audio, also mailed as CDs, online PDF transcripts and 4 e-books)
3. 4-Hour Recorded Coaching Session
(4 hours of audio files, also mailed as CDs, online PDF transcripts)
4. Recorded Sales Coaching Sessions
(online audio track)
5. Your Personal Coach
(1 full hour of coaching)
6. How to Solve Your 10 Biggest Selling Challenges
(online PDF e-book)
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Order Here
( All payment options gives you access to all materials online) |
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"My sales are up for one profound reason -- Ari has taught me a new sales mindset that gets to the core of how to sell without awkwardness and rejection experienced by people who sell. Unlock The Program is exactly what the sales industry has needed for years... a new refreshing approach based on honesty and sincerity. Those are the core values that I've always believed in but could never integrate into my sales and cold calling process until now. If you're in sales and don't have Ari's program, you're missing more than you can imagine."
-- Mitch Eichner, Senior Consultant, RES Solutions, (732) 406-4696
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United Kingdom Australia  New Zealand  Canada 
"Unlock The Game is a breakthrough that takes the rejection out of selling"
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"In a new age of frustrating and difficult selling challenges, more specifically the fear of cold calling, and starting new conversations without feeling rejected, Unlock The Game gives us all the answers to a natural way of engaging new prospects over the phone. Keep up the good work Ari!"
Brian Tracy is a leading authority on personal and business success. As Chairman and CEO of Brian Tracy International, he is the best-selling author of 17 books and over 300 audio and video learning programs. |
Brian Tracy |
Frequently Asked Questions:
How long has Unlock The Game™ been available and how many people are using it?
The Unlock The Game program has been available for over five years and is now being used by thousands of people worldwide.
How is Unlock The Game™ different from all the other selling programs?
It's completely different because it addresses the hidden psychological roadblocks that hold you back from unlocking your fears and reluctance. It gives you a new mindset backed by specific words and phrases that build trust and get you results.
How do I know that Unlock The Game™ doesn't just contain the same old "sales messages" that I've heard so many times over the years?
Unlock The Game overturns the very definition of what selling is and directly challenges the traditional sales tactics taught by the "sales gurus" (you know who they are!).
Will Unlock The Game™ give me immediate results, or is it a program that I have to study or memorize?
With Unlock The Game, you never memorize anything. Unlock The Game helps you draw upon your natural skills in human communication to create spontaneous, positive conversations with prospects that develop into trusting business relationships based on your ability to solve their problems. The moment you listen to the audio, read the e-books and watch the video, you'll begin to experience new breakthroughs that will help you see things about your current selling behaviors that will put you on the right track.
How is Unlock The Game™ different from prospecting programs that tell you to learn marketing from scratch and never cold call?
Those programs are based on the assumption that cold calling the OLD way is dead. That is a fair assumption. But what they fail to tell you is that if you can learn to cold call the NEW way, you won't have to spend months and months and thousands of dollars to get your first lead. With Unlock The Game, you will learn how to pick up the phone (it's virtually free to make a phone call these days) without fear, engage someone in a comfortable conversation, and get a positive result within minutes. Calling new people without fear is a skill you must master if you want to succeed in business for the short and long term.
Does Unlock The Game deal with gatekeepers?
Oh yes, very much so, but not in the way you might think. The sales "gurus" have trained us to try to get "past" gatekeepers, but that creates an inherent conflict because, as you probably know, it's a gatekeeper's job to block you. With Unlock The Game, you will learn to view gatekeepers as people who are willing to help you get to where you need to go. You'll learn how to build relationships with gatekeepers so that you actually move forward in your sales process with their help!
When I order do I get access to the FULL program online?
You bet! You will immediately receive a password to log in and watch the video, listen to the audios and print out the PDF files. Instant access, 24/7.
How long does it take to receive my materials in the mail?
3 - 4 days in the US, and 5 to 7 days internationally (including Canada). If you need them faster, call (877) 641-3039 for special pricing. But don't forget, you also get everything online instantly.
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nlock The Game is a new selling mindset that frees you from unnatural cold calling scripts. Instead, you'll learn how to begin new conversations with prospects, naturally -- no pitching, no persuading and no pushing. In just 4 short hours, you could be making cold calls that feel as natural as calling a friend.
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