REBUTTALS
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1. NOT INTERESTED
What are you not interested in, making money or a sports service? I know you're interested in making money AND TO TELL YOU THE TRUTH I'M NOT LIKE EVERY SPORTS SERVICE. GIVE ME A MINUTE OF YOUR TIME, LET ME EXPLAIN MY PROGRAM TO YOU. I'VE GOT TO TELL YOU I HAVE SOMETHING I THINK YOU'RE GOING TO BE INTERESTED IN. IF YOU'RE NOT INTERESTED WE'LL HANG UP AND PART FRIENDS. FAIR ENOUGH??
2. NO BOOK/QUIT BETTING
LISTEN (CUST. NAME), WE SPEND A LOT OF MONEY ON INFORMATION FOR GAMES AND A LOT OF MONEY GETTING PEOPLE WHO I KNOW ARE PLAYERS. I KNOW YOU'RE A PLAYER, I KNOW YOU CAN GET DOWN ON A GAME. BOTTOM LINE IS YOU'RE JUST NOT INTERESTED IN ANOTHER JOE BLOW SPORTS SERVICE. RIGHT?? (CUST. RESPONSE) WELL I CAN PROVE TO YOU THAT I CAN MAKE YOU MONEY. JUST GIVE ME A MINUTE OF YOU'RE TIME AND I WILL PROVE THAT I CAN MAKE YOU MONEY. GIVE ME A MINUTE OF YOUR TIME AND IF YOU DON'T LIKE WHAT I HAVE TO OFFER YOU, WE CAN HANG UP FRIENDS. FAIR ENOUGH?
3. ALL YOU GUYS ARE THE SAME
(CUST. NAME) ARE YOU TRYING TO TELL ME THAT EVERYONE IN YOUR BUSINESS IS A GOOD GUY? UNFORTUNATELY FOR ME SPORTS INFORMATION DOES HAVE ITS SHARE OF PEOPLE GIVING IT A BAD NAME. BOTTOM LINE IS YOU CAN'T LET ME WEAR A BLACK EYE FOR WHAT SOMEONE ELSE HAS DONE TO YOU.
4. I DO GOOD ON MY OWN
A. ONE EXTRA WINNER ISN'T GOING TO HURT YOU, IS IT?? B. A SMART INVESTOR LIKE YOU KNOWS THAT YOU CAN'T GET ENOUGH GOOD INFORMATION. C. IF YOU'RE HITTING 70% AND WE DO OUR 65% WE WILL CRUSH YOUR MAN.
5. I HAVE ANOTHER SERVICE
WHO ARE YOU WORKING WITH? HOW DO YOU STAND FOR THE WEEK? IF WINNING: SHOW HIM HOW HE CAN DOUBLE HIS WINNINGS. IF LOSING: SHOW HIM HOW YOU CAN GET HIM OUT.
6. I HAVE TO TALK TO MY PARTNER
WHAT'S HIS NAME AND NUMBER, I WANT TO GIVE HIM A CALL. THAT'S THE ONLY WAY I CAN BE SURE HE UNDERSTANDS WHAT MY CALL IS GOING TO DO FOR HIM. YOU KNOW WHY? (CUST. RESPONSE) WHEN YOU TELL HIM WHAT I TOLD YOU, ALL HE'S GOING TO DO IS ASK HOW MUCH, HE'S NOT GOING TO KNOW HOW BIG THIS GAME IS. I'LL TELL YOU WHAT - LET'S FORGET ABOUT YOUR PARTNER. HE PROBABLY HAS'NT MADE YOU ANY MONEY LATELY. RIGHT?? LET'S DO THIS, I'LL BE YOUR PARTNER. (DROP YOUR PRICE)
7. I ONLY PLAY $100 A GAME
A. I UNDERSTAND YOU ONLY PLAY $100 ON A REGULAR PLAY, BUT THIS IS NOT A REGULAR PLAY. THIS GAME IS BIG!! I WOULD'NT BE CALLING YOU FOR THE FIRST TIME UNLESS THIS WAS A BIG MONEY MAKER. MY FIRST IMPRESSION IS GOING TO BE LASTING, AND I WILL PROVE TO YOU TODAY THAT I CAN MAKE YOU MONEY. ON A PLAY OF THIS MAGNITUDE, IT REQUIRES YOU TO PLAY A MINIMUM OF A NICKLE. I KNOW YOU CAN MOVE A NICKLE, RIGHT??
B. I HAVE TO MAKE THIS WORTH OUR WHILE. IF YOU ONLY PLAY $100, WHAT AM I WORTH? $20?? LET'S GET SERIOUS HERE. I'M TALKING ABOUT AN EASY WINNER TONIGHT. IT'S ONE OF THE BIGGEST PLAYS I'VE SEEN COME ACROSS MY DESK IN A LONG TIME. WHAT'S THE MOST YOU EVER MOVED IN YOUR LIFE? DON'T TELL ME IT'S $100. I KNOW YOU CAN MOVE MORE THAN THAT!
8. TOO MUCH MONEY
ALL MY REGULAR CLIENTS ARE PAYING $500 FOR THIS GAME ALONE. WHY? BECAUSE THEY HAVE CONFIDENCE TO MOVE AT LEAST 2 DIMES ON MY BIG PLAYS. EVENTUALLY YOU WILL TOO! BUT NOT ONLY AM I GOING TO GIVE YOU THIS GAME, I WILL ALSO MAKE YOU ___$___ I'M TELLING YOU IT'S SOMETHING YOU'VE NEVER SEEN. PLAY THE GAME, TAKE CARE OF ME FOR _______ AND BELIEVE ME, I WILL GO OUT THERE AND MAKE YOU _______ BEFORE YOU WILL EVER PAY ME AGAIN. FAIR ENOUGH???
9. LET ME CALL YOU BACK
__________ I CAN'T LET YOU CALL ME BACK. YOU KNOW WHY? IF I LET YOU OFF THIS PHONE RIGHT NOW WITHOUT GETTING A COMMITMENT, YOU'RE GOING TO HANG UP AND WITHIN ONE HOUR YOU'LL LOSE THE EXCITEMENT THAT I'M TRYING TO CREATE RIGHT NOW. AND YOU'RE GOING TO SAY "JUST ANOTHER SERVICE". BUT YOU KNOW SOMETHING ________ I'M NOT JUST ANOTHER SERVICE. YOU NEED TO BE EXCITED ABOUT THIS GAME BECAUSE IT'S A BIG GAME!!! BUT THE MAIN REASON __________ IS THAT I WOULD NOT BE DOING MY JOB MY JOB IF I LET YOU GO WITHOUT PLAYING THIS GAME. MY JOB IS TO MAKE YOU AS MUCH MONEY AS I POSSIBLY CAN. AND THE BEST WAY TO DO THAT IS TO LET YOU KNOW EXACTLY WHAT I HAVE. AND WHAT I HAVE FOR YOU TODAY IS A WINNER!!! LET'S DO THIS, GET ON THE GAME........
10. BOTH SIDES
YOU'RE RIGHT, I COULD GIVE YOU BOTH SIDES. BUT REMEMBER, WHEN YOU HAVE 50% WINNERS, YOU'RE GUARENTEED ONE THING - 50% LOSERS!! I KNOW WE CAN HIT 68-73% OF OUR GAMES. WE'VE PROVEN THAT. WHY WOULD I RISK LOSING 18-23% OF MY CLIENTS. IT'S NOT A GOOD BUSINESS DECISION, LET ALONE IF I GET CAUGHT, I COULD GO TO JAIL. NO OFFENSE - YOUR MONEY ISN'T WORTH THAT MUCH TO ME.
11. DOESN'T PLAY BASKETBALL
THE REASON WHY YOU DON'T PLAY HOOPS IS PROBABLY BECAUSE YOU HAVEN'T BEEN SUCCESSFUL AT IT, RIGHT?? (IF NOT PULL OBJECTION) IF YES: WELL _________ IF YOU FOUND SOMEBODY WHO COULD MAKE YOU MONEY YOU'D BE INTERESTED, RIGHT?? (THEN GO TO BIG GAME HYPE) IF NO: __________ FOOTBALL, BASKETBALL, HOCKEY, PRO-COLLEGE OR A COCKROACH RACE, IT DOESN'T MATTER. BOTTOM LINE IS IF I GIVE YOU A PLAY, I HAVE TO MAKE DAMN SURE IT'S A WINNER, RIGHT? WELL, THAT'S WHAT I DID! IF STILL NO: ________ LET ME ASK YOU SOMETHING. NOW I DON'T WANT TO CONFUSE YOU (SARCASTICALLY). IF YOU PUT A DIME ON A FOOTBALL GAME AND YOU PUT A DIME ON A BASKETBALL GAME AND THEY BOTH WIN - WHICH ONE DID YOU WIN MORE MONEY AT?? BOTTOM LINE IS __________, I HAVE A WINNER TONIGHT, LET'S MAKE SOME MONEY!
12. IF YOU GO OUT TO DINNER AND GET A BAD STEAK AND THE WAITRESS HAS A SHORT SKIRT AND A FAT ASS, IT DOESN'T MAEN YOU NEVER GO OUT TO DINNER AGAIN. YOU JUST DON'T GO BACK TO THE SAME RESTAURANT. RIGHT? WELL, I'M NOT THAT RESTAURANT.
13. ____________ LISTEN, THIS IS THE BEST PROGRAM TO GET STARTED WITH BECAUSE THE RISK IS SO MINIMAL. JUST PLAY $2 ON MY BIG PLAY TONIGHT, SEND ME $199 TOMORROW, YOUR BOOK PAYS MY FEE, THEN YOU'LL GET 3 PLAYS A DAY FOR 7 DAYS- THAT 21 PLAYS. AFTER 21 PLAYS YOUR GONNA BE ABLE TO SEE WHAT I CAN DO FOR YOU. RIGHT? AND __________ THE BOTTOM LINE IS YOU CAN PUT A SMALL $10 BILL ON MY GAMES AND AT THE END OF THE WEEK YOU CAN SEE HOW MUCH YOU WUOLD MAKE IF YOU WERE PLAYING DIMES. AND THERE'S ALMOST NO RISK, RIGHT?
14. ___________ LET'S DO THIS. PLAY THE GAME TONIGHT. I DON'T CARE IF YOU PUT $2 0N THE GAME OR 2 DIMES. (MY REGULAR CLIENTS ARE PLAYING AT LEAST 2 DIMES... WHY? BECAUSE THEY HAVE CONFIDENCE IN ME. YOU WILL TOO... BUT WE'VE GOT TO GET STARTED SOMEWHERE) BUT EVEN IF YOU JUST PUT $2 ON THE GAME YOUR BOOK WILL PAY MY FEE. I WILL GWT YOU 7 DAYS OF MY PLAYS - THAT'S 3 PLAYS A DAY AND AFTER THE 21 PLAYS YOU DECIDE IF YOU WANT TO GET MORE SERIOUS.
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STEP-UP
LIKE I SAID ________________, I'M NOT CALLING YOU ON A REGULAR PLAY. THIS IS A VERY STRONG PLAY. NOW, I KNOW YOUR MAN WILL TAKE A DIME ON THIS GAME, AND IF YOU DO THAT YOU'LL BE PLAYING THE GAME THE WAY IT'S SUPPOSED TO BE PLAYED--STRONG! YOU CAN GET THE DIME ON, RIGHT?
MAN HAS LIMIT __________________, I KNOW YOU CAN TALK YOUR MAN INTO A BIGGER PLAY OR EVEN CALL A BUDDY TO PUT IT IN. YOU'VE GOT TO UNDERSTAND, MY JOB IS TO MAKE YOU AS MUCH MONEY AS POSSIBLE--AND THAT'S BY LETTING YOU KNOW EXACTLY WHAT I HAVE. AND I HAVE A WINNER TONIGHT!
CUT DEAL LET ME TELL YOU WHAT I WANT--FIRST, YOU GO OUT AND MAKE AS MUCH MONEY AS YOU CAN TONIGHT. TOMORROW, AFTER THE GAME WINS--AND ONLY AFTER THE GAME WINS--YOU TAKE CARE OF ME FOR $_________ AND I WILL MAKE SURE YOU MAKE $__________. AND THEN WHEN I DO THAT, YOU CAN DECIDE IF YOU WANT TO GO ANY FURTHER. FAIR ENOUGH?
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FACTS & PHRASES
1. NEWS
(NEW CLIENTS) ARE THE BACKBONE OF THE COMPANY.
2. EACH SALESMAN SHOULD MAKE 100 CALLS A DAY TO POSSIBLE NEWS. 3. EACH SALESMAN SHOULD SIGN NO FEWER THAN 3 NEWS A DAY.
4. IF YOU SIGN 3 NEWS A DAY, IT DOESN'T MATTER IF YOU WIN OR LOSE. THE COMPANY AND THE SALESMAN STILL MAKE MONEY.
5. WHEN PITCHING, ALWAYS TELL-NEVER ASK! EXAMPLES: A) RIGHT--GIVE ME YOUR LINE ON TONIGHT'S LAKER GAME. WRONG--DO YOU HAVE A LINE ON TONIGHT'S LAKER GAME? B) RIGHT--I WNAT YOU TO PLAY $1000 ON THIS GAME. WRONG--CAN YOU GO $1000 ON THIS GAME? C) RIGHT--CALL THIS TOLL-FREE # AND TRANSFER FUNDS FROM YOUR ****. WRONG--DO YOU HAVE A ****?
6. WHEN PITCHING NEWS, NEVER HANG UP WITHOUT SOMETHING WORKING: "Z", GAME, PIPE, ETC.
7. PITCH THE ONE-GAME THEORY: EXAMPLE: TONIGHT'S GAME YOU DON'T WANT TO MISS. THIS IS THE BEST GAME WE CAN'T START TOMORROW, OR YOU'LL MISS TONIGHT'S GAME .
8. YOUR GOAL IS TO WRITE A MINIMUM OF $300 EVERY DAY,
9. THERE IS NO SUCH THING AS TOMORROW. WHEN SOMEONE SAYS, "CALL ME TOMORROW", CLOSE A CLIENT TODAY! REMEMBER, $100 TODAY IS BETTER THAN $500 TOMORROW.
10. THE SALE IS FIRST, KNOWING ABOUT SPORTS IS SECOND.
11 THE MORE TIMES YOU ASK FOR MONEY, THE STRONGER THE SALE.
12. THE CLOSE IS: HWO AND WHEN AM I GETTING MY MONEY?
13. READ THE PITCH WORD FOR WORD.
14. TAKE CONTROL OF THE CONVERSATION.
15. ASSUME THE SALE--EX: I KNOW YOU CAN MOVE $1000.
16. LOCK UP THE CUSTOMER, THEN GIVE THE GAME.
17. EXITEMENT SELLS!
18. THE LONGER YOU MAKE THE CUSTOMER WAIT FOR THE GAME, THE MORE HE WANTS IT.
19. SHOW RESPECT--CALL CUSTOMER "SIR", THEN USE FIRST-NAME BASIS.
20. TELL CUSTOMER THAT YOU KNOW HE HAS A FRIEND HE CAN CALL FOR AN EXTRA $500 WHEN NEEDED.
21. TELL CUSTOMER YOU DON'T KNOW ABOUT TOMORROW, BUT YOU DO HAVE A WINNER TONIGHT!
22. "I'VE HAD YOUR PAPERWORK ON MY DESK FOR a WEEK WAITING FOR THIS GAME!"
23. AFTER HE TELLS YOU WHAT HE CAN PLAY, GO TO CLOSE.
24. OBJECTIONS BUILD CONFIDENCE!
25. GET CUSTOMERS TO LIKE YOU.
26. MAKE CUSTOMERS RESPECT YOU.
27. USE EVERY OBJECTION! EXAMPLES:
A.)"I WANT TO GIVE YOU THE BEST POSSIBLE PLAYS!"
B.)"I WANT YOU TO PLAY THE GAME THE WAY IT'S SUPPOSED TO BE PLAYED--STRONG!"
C.)"I WANT YOU TO JUDGE ME ON THIS GAME."
28. THE FIRST THING IS TO GET THE CUSTOMER TO LIKE YOU AND LISTEN TO YOU.
29. WHEN YOU CLOSE A DEAL, THE SALE STARTS.
30. THROW A GAME--EX: "LISTEN, BOTTOM LINE IS I HAVE TO HAVE YOU ON THIS GAME. I'LL RELEASE THIS GAME TO YOU BUT I WANT YOU TO PLAY IT. THEN I'LL CALL YOU TOMORROW AND WE'LL TALK BUSINESS--O.K.?"
31. "I'M NOT HERE TO WASTE YOUR TIME OR MINE."
32. "BOTTOM LINE IS, YOU HAVE TO GET A LINE ON THIS GAME." ($1-200 PLAYER; STEP IT UP: "PLAY AS STRONG AS YOU CAN!"
33. IF CUSTOMER IS PLAYING $1000, ASK FOR $250.
34. IF CUSTOMER IS PLAYING $300, ASK FOR 300 (YOU COULD ALWAYS DROP).
35. DROP--EX: "I'LL DO WHATEVER IT TAKES TO GET YOU ON THIS GAME. I'M NOT GOING TO ARGUE ABOUT A LOUSY $--- BECAUSE I KNOW I'LL MAKE IT UP IN THE LONG RUN."
36. "UNDERSTAND, I HAVE A BOSS."
37. "MY REGULAR CLIENTS ARE PAYING $500 FOR THIS GAME."
38. "YOU MAY HAVE THE SAME EXCUSE TOMORROW!"
39. "BOTTOM LINE IS, IF YOU DON'T PAY ME THEN YOUR WORD IS NO GOOD!"
40. "BOTTOM LINE IS, IF YOU DON'T HAVE INTENTIONS OF PAYING ME, THEN DON'T TAKE THE GAME CAUSE IT'LL COME OUT OF MY POCKET."
41. "WE INVEST A LOT OF MONEY IN THESE GAMES."
42. "YOU GET WHAT YOU PAY FOR IN THIS BUSINESS."
43. "IF YOU'RE GOING TO PAY ME, PAY ME TO LISTEN TO ME."
44. "I DON'T USUALLY TALK TO 200 PLAYERS--I'M MORE SERIOUS THAN THAT."
45. "I DON'T WANT YOUR MONEY--I WANT YOUR MAN'S MONEY!"
46. IF A CUSTOMER ASKS WHY YOU LIKE A GAME, ANSWER: "IN ALL HONESTY, I DON'T KNOW WHY--I JUST WORK HERE. BOTTOM LINE IS, SINCE I'VE BEEN WORKING HERE I'VE MADE A LOT OF MONEY. THE OTHER REASON WHY I DO IT IS SO I CAN GET A LOT OF THESE PLAYS."
47. BUYERS ARE LIARS.
48. GET CUSTOMER EXITED!
49. WHEN A CUSTOMER SAYS HE'S NOT INTERESTED, TELL HIM: "I'M SURE YOU'RE STILL INTERESTED IN MAKING MONEY."
50. "IF YOU NEVER PLAY ANOTHER COLLEGE GAME THE REST OF YOUR LIFE I'LL UNDERSTAND, BUT YOU NEED TO PLAY THIS GAME!"
51. "I'M NOT CALLING YOU ON JUST ANOTHER PLAY."
52. "IT MAY BE A GAME YOU WON'T LIKE, BUT YOU WANT TO MAKE MONEY--RIGHT?"
53. "I'M NOT TELLING YOU THAT YOU HAVE TO WATCH OR ENJOY THE GAME."
54. "BOTTOM LINE IS, YOU'RE MAKING AN EXCUSE NOT TO MAKE MONEY."
55. "THERE'S NOTHING TO THINK ABOUT!"
56. "I'M NOT WASTING MY TIME TO PUT YOU ON A LOSER!"
57. "IF YOU HANG UP, IT'S GOING TO COST BOTH YOU AND ME A LOT OF MONEY."
58. "IF YOU WENT TO A RESTAURANT AND HAD A BAD MEAL, I'M SURE YOU WOULDN'T GO BACK TO THAT RESTAURANT--BUT THAT WOULDN'T STOP YOU FROM GOING TO ANOTHER RESTAURANT!"
59. "I APPRECIATE YOUR CONFIDENCE--YOUR BOOK IS GOING TO PAY MY FEE!"
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CLOSE
HOW DO YOU WANT TO HANDLE THIS TOMORROW--THROUGH WESTERN UNION? GREAT!
--GRAB A PEN AND PAPER --WRITE THIS DOWN:
WESTERN UNION WILL CALL ___________LAS VEGAS
THAT'S HOW YOU SEND IT TOMORROW!
NOW, READ BACK THE INFORMATION I JUST GAVE YOU.
O.K., SO WHAT YOU'RE SAYING IS WHEN I DO MY JOB TONIGHT AND MAKE YOU A WINNER, YOU'LL DO YOUR JOB AND TAKE CARE OF ME FOR $--- AND I'LL GIVE YOU $--- AMOUNT OF SERVICE--FAIR ENOUGH?
SO, WHAT TIME CAN I EXPECT THAT TOMORROW?
O.K., I'M STICKING MY HAND THROUGH THIS PHONE SO WE CAN SHAKE HANDS AND MAKE A GENTLEMAN'S AGREEMENT.
--NO DOUBT IN YOUR MIND --NO EXCUSES
--NO "I DIDN'T LIKE THE GAME" UNDERSTAND, YOU'RE NOT PAYING ME TO LIKE THE GAME, YOU'RE PAYING ME TO MAKE YOU A WINNER. SO, PLAN ON BEING AT WESTERN UNION TOMORROW AT --- BECAUSE ONE THING I DO KNOW IS THAT WHEN YOU WIN TONIGHT, YOU'LL OWE ME $--- TOMORROW. SO, WE HAVE A DEAL, RIGHT?
NOW WHAT I WANT YOU TO DO IS GET ALL OVER --------- AND TAKE 'EM BIG! IF YOUR LINE IS ANY DIFFERENT, CALL ME BACK OR I'LL ASSUME WE HAVE THE THE SAME LINE. -----------------,
THANKS FOR YOUR CONFIDENCE AND TRUST--I'LL DO MY BEST NOT TO LET YOU DOWN, PLEASE DON'T LET ME DOWN!
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1. NOT INTERESTED
What are you not interested in, making money or a sports service? I know you're interested in making money AND TO TELL YOU THE TRUTH I'M NOT LIKE EVERY SPORTS SERVICE. GIVE ME A MINUTE OF YOUR TIME, LET ME EXPLAIN MY PROGRAM TO YOU. I'VE GOT TO TELL YOU I HAVE SOMETHING I THINK YOU'RE GOING TO BE INTERESTED IN. IF YOU'RE NOT INTERESTED WE'LL HANG UP AND PART FRIENDS. FAIR ENOUGH??
2. NO BOOK/QUIT BETTING
LISTEN (CUST. NAME), WE SPEND A LOT OF MONEY ON INFORMATION FOR GAMES AND A LOT OF MONEY GETTING PEOPLE WHO I KNOW ARE PLAYERS. I KNOW YOU'RE A PLAYER, I KNOW YOU CAN GET DOWN ON A GAME. BOTTOM LINE IS YOU'RE JUST NOT INTERESTED IN ANOTHER JOE BLOW SPORTS SERVICE. RIGHT?? (CUST. RESPONSE) WELL I CAN PROVE TO YOU THAT I CAN MAKE YOU MONEY. JUST GIVE ME A MINUTE OF YOU'RE TIME AND I WILL PROVE THAT I CAN MAKE YOU MONEY. GIVE ME A MINUTE OF YOUR TIME AND IF YOU DON'T LIKE WHAT I HAVE TO OFFER YOU, WE CAN HANG UP FRIENDS. FAIR ENOUGH?
3. ALL YOU GUYS ARE THE SAME
(CUST. NAME) ARE YOU TRYING TO TELL ME THAT EVERYONE IN YOUR BUSINESS IS A GOOD GUY? UNFORTUNATELY FOR ME SPORTS INFORMATION DOES HAVE ITS SHARE OF PEOPLE GIVING IT A BAD NAME. BOTTOM LINE IS YOU CAN'T LET ME WEAR A BLACK EYE FOR WHAT SOMEONE ELSE HAS DONE TO YOU.
4. I DO GOOD ON MY OWN
A. ONE EXTRA WINNER ISN'T GOING TO HURT YOU, IS IT?? B. A SMART INVESTOR LIKE YOU KNOWS THAT YOU CAN'T GET ENOUGH GOOD INFORMATION. C. IF YOU'RE HITTING 70% AND WE DO OUR 65% WE WILL CRUSH YOUR MAN.
5. I HAVE ANOTHER SERVICE
WHO ARE YOU WORKING WITH? HOW DO YOU STAND FOR THE WEEK? IF WINNING: SHOW HIM HOW HE CAN DOUBLE HIS WINNINGS. IF LOSING: SHOW HIM HOW YOU CAN GET HIM OUT.
6. I HAVE TO TALK TO MY PARTNER
WHAT'S HIS NAME AND NUMBER, I WANT TO GIVE HIM A CALL. THAT'S THE ONLY WAY I CAN BE SURE HE UNDERSTANDS WHAT MY CALL IS GOING TO DO FOR HIM. YOU KNOW WHY? (CUST. RESPONSE) WHEN YOU TELL HIM WHAT I TOLD YOU, ALL HE'S GOING TO DO IS ASK HOW MUCH, HE'S NOT GOING TO KNOW HOW BIG THIS GAME IS. I'LL TELL YOU WHAT - LET'S FORGET ABOUT YOUR PARTNER. HE PROBABLY HAS'NT MADE YOU ANY MONEY LATELY. RIGHT?? LET'S DO THIS, I'LL BE YOUR PARTNER. (DROP YOUR PRICE)
7. I ONLY PLAY $100 A GAME
A. I UNDERSTAND YOU ONLY PLAY $100 ON A REGULAR PLAY, BUT THIS IS NOT A REGULAR PLAY. THIS GAME IS BIG!! I WOULD'NT BE CALLING YOU FOR THE FIRST TIME UNLESS THIS WAS A BIG MONEY MAKER. MY FIRST IMPRESSION IS GOING TO BE LASTING, AND I WILL PROVE TO YOU TODAY THAT I CAN MAKE YOU MONEY. ON A PLAY OF THIS MAGNITUDE, IT REQUIRES YOU TO PLAY A MINIMUM OF A NICKLE. I KNOW YOU CAN MOVE A NICKLE, RIGHT??
B. I HAVE TO MAKE THIS WORTH OUR WHILE. IF YOU ONLY PLAY $100, WHAT AM I WORTH? $20?? LET'S GET SERIOUS HERE. I'M TALKING ABOUT AN EASY WINNER TONIGHT. IT'S ONE OF THE BIGGEST PLAYS I'VE SEEN COME ACROSS MY DESK IN A LONG TIME. WHAT'S THE MOST YOU EVER MOVED IN YOUR LIFE? DON'T TELL ME IT'S $100. I KNOW YOU CAN MOVE MORE THAN THAT!
8. TOO MUCH MONEY
ALL MY REGULAR CLIENTS ARE PAYING $500 FOR THIS GAME ALONE. WHY? BECAUSE THEY HAVE CONFIDENCE TO MOVE AT LEAST 2 DIMES ON MY BIG PLAYS. EVENTUALLY YOU WILL TOO! BUT NOT ONLY AM I GOING TO GIVE YOU THIS GAME, I WILL ALSO MAKE YOU ___$___ I'M TELLING YOU IT'S SOMETHING YOU'VE NEVER SEEN. PLAY THE GAME, TAKE CARE OF ME FOR _______ AND BELIEVE ME, I WILL GO OUT THERE AND MAKE YOU _______ BEFORE YOU WILL EVER PAY ME AGAIN. FAIR ENOUGH???
9. LET ME CALL YOU BACK
__________ I CAN'T LET YOU CALL ME BACK. YOU KNOW WHY? IF I LET YOU OFF THIS PHONE RIGHT NOW WITHOUT GETTING A COMMITMENT, YOU'RE GOING TO HANG UP AND WITHIN ONE HOUR YOU'LL LOSE THE EXCITEMENT THAT I'M TRYING TO CREATE RIGHT NOW. AND YOU'RE GOING TO SAY "JUST ANOTHER SERVICE". BUT YOU KNOW SOMETHING ________ I'M NOT JUST ANOTHER SERVICE. YOU NEED TO BE EXCITED ABOUT THIS GAME BECAUSE IT'S A BIG GAME!!! BUT THE MAIN REASON __________ IS THAT I WOULD NOT BE DOING MY JOB MY JOB IF I LET YOU GO WITHOUT PLAYING THIS GAME. MY JOB IS TO MAKE YOU AS MUCH MONEY AS I POSSIBLY CAN. AND THE BEST WAY TO DO THAT IS TO LET YOU KNOW EXACTLY WHAT I HAVE. AND WHAT I HAVE FOR YOU TODAY IS A WINNER!!! LET'S DO THIS, GET ON THE GAME........
10. BOTH SIDES
YOU'RE RIGHT, I COULD GIVE YOU BOTH SIDES. BUT REMEMBER, WHEN YOU HAVE 50% WINNERS, YOU'RE GUARENTEED ONE THING - 50% LOSERS!! I KNOW WE CAN HIT 68-73% OF OUR GAMES. WE'VE PROVEN THAT. WHY WOULD I RISK LOSING 18-23% OF MY CLIENTS. IT'S NOT A GOOD BUSINESS DECISION, LET ALONE IF I GET CAUGHT, I COULD GO TO JAIL. NO OFFENSE - YOUR MONEY ISN'T WORTH THAT MUCH TO ME.
11. DOESN'T PLAY BASKETBALL
THE REASON WHY YOU DON'T PLAY HOOPS IS PROBABLY BECAUSE YOU HAVEN'T BEEN SUCCESSFUL AT IT, RIGHT?? (IF NOT PULL OBJECTION) IF YES: WELL _________ IF YOU FOUND SOMEBODY WHO COULD MAKE YOU MONEY YOU'D BE INTERESTED, RIGHT?? (THEN GO TO BIG GAME HYPE) IF NO: __________ FOOTBALL, BASKETBALL, HOCKEY, PRO-COLLEGE OR A COCKROACH RACE, IT DOESN'T MATTER. BOTTOM LINE IS IF I GIVE YOU A PLAY, I HAVE TO MAKE DAMN SURE IT'S A WINNER, RIGHT? WELL, THAT'S WHAT I DID! IF STILL NO: ________ LET ME ASK YOU SOMETHING. NOW I DON'T WANT TO CONFUSE YOU (SARCASTICALLY). IF YOU PUT A DIME ON A FOOTBALL GAME AND YOU PUT A DIME ON A BASKETBALL GAME AND THEY BOTH WIN - WHICH ONE DID YOU WIN MORE MONEY AT?? BOTTOM LINE IS __________, I HAVE A WINNER TONIGHT, LET'S MAKE SOME MONEY!
12. IF YOU GO OUT TO DINNER AND GET A BAD STEAK AND THE WAITRESS HAS A SHORT SKIRT AND A FAT ASS, IT DOESN'T MAEN YOU NEVER GO OUT TO DINNER AGAIN. YOU JUST DON'T GO BACK TO THE SAME RESTAURANT. RIGHT? WELL, I'M NOT THAT RESTAURANT.
13. ____________ LISTEN, THIS IS THE BEST PROGRAM TO GET STARTED WITH BECAUSE THE RISK IS SO MINIMAL. JUST PLAY $2 ON MY BIG PLAY TONIGHT, SEND ME $199 TOMORROW, YOUR BOOK PAYS MY FEE, THEN YOU'LL GET 3 PLAYS A DAY FOR 7 DAYS- THAT 21 PLAYS. AFTER 21 PLAYS YOUR GONNA BE ABLE TO SEE WHAT I CAN DO FOR YOU. RIGHT? AND __________ THE BOTTOM LINE IS YOU CAN PUT A SMALL $10 BILL ON MY GAMES AND AT THE END OF THE WEEK YOU CAN SEE HOW MUCH YOU WUOLD MAKE IF YOU WERE PLAYING DIMES. AND THERE'S ALMOST NO RISK, RIGHT?
14. ___________ LET'S DO THIS. PLAY THE GAME TONIGHT. I DON'T CARE IF YOU PUT $2 0N THE GAME OR 2 DIMES. (MY REGULAR CLIENTS ARE PLAYING AT LEAST 2 DIMES... WHY? BECAUSE THEY HAVE CONFIDENCE IN ME. YOU WILL TOO... BUT WE'VE GOT TO GET STARTED SOMEWHERE) BUT EVEN IF YOU JUST PUT $2 ON THE GAME YOUR BOOK WILL PAY MY FEE. I WILL GWT YOU 7 DAYS OF MY PLAYS - THAT'S 3 PLAYS A DAY AND AFTER THE 21 PLAYS YOU DECIDE IF YOU WANT TO GET MORE SERIOUS.
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STEP-UP
LIKE I SAID ________________, I'M NOT CALLING YOU ON A REGULAR PLAY. THIS IS A VERY STRONG PLAY. NOW, I KNOW YOUR MAN WILL TAKE A DIME ON THIS GAME, AND IF YOU DO THAT YOU'LL BE PLAYING THE GAME THE WAY IT'S SUPPOSED TO BE PLAYED--STRONG! YOU CAN GET THE DIME ON, RIGHT?
MAN HAS LIMIT __________________, I KNOW YOU CAN TALK YOUR MAN INTO A BIGGER PLAY OR EVEN CALL A BUDDY TO PUT IT IN. YOU'VE GOT TO UNDERSTAND, MY JOB IS TO MAKE YOU AS MUCH MONEY AS POSSIBLE--AND THAT'S BY LETTING YOU KNOW EXACTLY WHAT I HAVE. AND I HAVE A WINNER TONIGHT!
CUT DEAL LET ME TELL YOU WHAT I WANT--FIRST, YOU GO OUT AND MAKE AS MUCH MONEY AS YOU CAN TONIGHT. TOMORROW, AFTER THE GAME WINS--AND ONLY AFTER THE GAME WINS--YOU TAKE CARE OF ME FOR $_________ AND I WILL MAKE SURE YOU MAKE $__________. AND THEN WHEN I DO THAT, YOU CAN DECIDE IF YOU WANT TO GO ANY FURTHER. FAIR ENOUGH?
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FACTS & PHRASES
1. NEWS
(NEW CLIENTS) ARE THE BACKBONE OF THE COMPANY.
2. EACH SALESMAN SHOULD MAKE 100 CALLS A DAY TO POSSIBLE NEWS. 3. EACH SALESMAN SHOULD SIGN NO FEWER THAN 3 NEWS A DAY.
4. IF YOU SIGN 3 NEWS A DAY, IT DOESN'T MATTER IF YOU WIN OR LOSE. THE COMPANY AND THE SALESMAN STILL MAKE MONEY.
5. WHEN PITCHING, ALWAYS TELL-NEVER ASK! EXAMPLES: A) RIGHT--GIVE ME YOUR LINE ON TONIGHT'S LAKER GAME. WRONG--DO YOU HAVE A LINE ON TONIGHT'S LAKER GAME? B) RIGHT--I WNAT YOU TO PLAY $1000 ON THIS GAME. WRONG--CAN YOU GO $1000 ON THIS GAME? C) RIGHT--CALL THIS TOLL-FREE # AND TRANSFER FUNDS FROM YOUR ****. WRONG--DO YOU HAVE A ****?
6. WHEN PITCHING NEWS, NEVER HANG UP WITHOUT SOMETHING WORKING: "Z", GAME, PIPE, ETC.
7. PITCH THE ONE-GAME THEORY: EXAMPLE: TONIGHT'S GAME YOU DON'T WANT TO MISS. THIS IS THE BEST GAME WE CAN'T START TOMORROW, OR YOU'LL MISS TONIGHT'S GAME .
8. YOUR GOAL IS TO WRITE A MINIMUM OF $300 EVERY DAY,
9. THERE IS NO SUCH THING AS TOMORROW. WHEN SOMEONE SAYS, "CALL ME TOMORROW", CLOSE A CLIENT TODAY! REMEMBER, $100 TODAY IS BETTER THAN $500 TOMORROW.
10. THE SALE IS FIRST, KNOWING ABOUT SPORTS IS SECOND.
11 THE MORE TIMES YOU ASK FOR MONEY, THE STRONGER THE SALE.
12. THE CLOSE IS: HWO AND WHEN AM I GETTING MY MONEY?
13. READ THE PITCH WORD FOR WORD.
14. TAKE CONTROL OF THE CONVERSATION.
15. ASSUME THE SALE--EX: I KNOW YOU CAN MOVE $1000.
16. LOCK UP THE CUSTOMER, THEN GIVE THE GAME.
17. EXITEMENT SELLS!
18. THE LONGER YOU MAKE THE CUSTOMER WAIT FOR THE GAME, THE MORE HE WANTS IT.
19. SHOW RESPECT--CALL CUSTOMER "SIR", THEN USE FIRST-NAME BASIS.
20. TELL CUSTOMER THAT YOU KNOW HE HAS A FRIEND HE CAN CALL FOR AN EXTRA $500 WHEN NEEDED.
21. TELL CUSTOMER YOU DON'T KNOW ABOUT TOMORROW, BUT YOU DO HAVE A WINNER TONIGHT!
22. "I'VE HAD YOUR PAPERWORK ON MY DESK FOR a WEEK WAITING FOR THIS GAME!"
23. AFTER HE TELLS YOU WHAT HE CAN PLAY, GO TO CLOSE.
24. OBJECTIONS BUILD CONFIDENCE!
25. GET CUSTOMERS TO LIKE YOU.
26. MAKE CUSTOMERS RESPECT YOU.
27. USE EVERY OBJECTION! EXAMPLES:
A.)"I WANT TO GIVE YOU THE BEST POSSIBLE PLAYS!"
B.)"I WANT YOU TO PLAY THE GAME THE WAY IT'S SUPPOSED TO BE PLAYED--STRONG!"
C.)"I WANT YOU TO JUDGE ME ON THIS GAME."
28. THE FIRST THING IS TO GET THE CUSTOMER TO LIKE YOU AND LISTEN TO YOU.
29. WHEN YOU CLOSE A DEAL, THE SALE STARTS.
30. THROW A GAME--EX: "LISTEN, BOTTOM LINE IS I HAVE TO HAVE YOU ON THIS GAME. I'LL RELEASE THIS GAME TO YOU BUT I WANT YOU TO PLAY IT. THEN I'LL CALL YOU TOMORROW AND WE'LL TALK BUSINESS--O.K.?"
31. "I'M NOT HERE TO WASTE YOUR TIME OR MINE."
32. "BOTTOM LINE IS, YOU HAVE TO GET A LINE ON THIS GAME." ($1-200 PLAYER; STEP IT UP: "PLAY AS STRONG AS YOU CAN!"
33. IF CUSTOMER IS PLAYING $1000, ASK FOR $250.
34. IF CUSTOMER IS PLAYING $300, ASK FOR 300 (YOU COULD ALWAYS DROP).
35. DROP--EX: "I'LL DO WHATEVER IT TAKES TO GET YOU ON THIS GAME. I'M NOT GOING TO ARGUE ABOUT A LOUSY $--- BECAUSE I KNOW I'LL MAKE IT UP IN THE LONG RUN."
36. "UNDERSTAND, I HAVE A BOSS."
37. "MY REGULAR CLIENTS ARE PAYING $500 FOR THIS GAME."
38. "YOU MAY HAVE THE SAME EXCUSE TOMORROW!"
39. "BOTTOM LINE IS, IF YOU DON'T PAY ME THEN YOUR WORD IS NO GOOD!"
40. "BOTTOM LINE IS, IF YOU DON'T HAVE INTENTIONS OF PAYING ME, THEN DON'T TAKE THE GAME CAUSE IT'LL COME OUT OF MY POCKET."
41. "WE INVEST A LOT OF MONEY IN THESE GAMES."
42. "YOU GET WHAT YOU PAY FOR IN THIS BUSINESS."
43. "IF YOU'RE GOING TO PAY ME, PAY ME TO LISTEN TO ME."
44. "I DON'T USUALLY TALK TO 200 PLAYERS--I'M MORE SERIOUS THAN THAT."
45. "I DON'T WANT YOUR MONEY--I WANT YOUR MAN'S MONEY!"
46. IF A CUSTOMER ASKS WHY YOU LIKE A GAME, ANSWER: "IN ALL HONESTY, I DON'T KNOW WHY--I JUST WORK HERE. BOTTOM LINE IS, SINCE I'VE BEEN WORKING HERE I'VE MADE A LOT OF MONEY. THE OTHER REASON WHY I DO IT IS SO I CAN GET A LOT OF THESE PLAYS."
47. BUYERS ARE LIARS.
48. GET CUSTOMER EXITED!
49. WHEN A CUSTOMER SAYS HE'S NOT INTERESTED, TELL HIM: "I'M SURE YOU'RE STILL INTERESTED IN MAKING MONEY."
50. "IF YOU NEVER PLAY ANOTHER COLLEGE GAME THE REST OF YOUR LIFE I'LL UNDERSTAND, BUT YOU NEED TO PLAY THIS GAME!"
51. "I'M NOT CALLING YOU ON JUST ANOTHER PLAY."
52. "IT MAY BE A GAME YOU WON'T LIKE, BUT YOU WANT TO MAKE MONEY--RIGHT?"
53. "I'M NOT TELLING YOU THAT YOU HAVE TO WATCH OR ENJOY THE GAME."
54. "BOTTOM LINE IS, YOU'RE MAKING AN EXCUSE NOT TO MAKE MONEY."
55. "THERE'S NOTHING TO THINK ABOUT!"
56. "I'M NOT WASTING MY TIME TO PUT YOU ON A LOSER!"
57. "IF YOU HANG UP, IT'S GOING TO COST BOTH YOU AND ME A LOT OF MONEY."
58. "IF YOU WENT TO A RESTAURANT AND HAD A BAD MEAL, I'M SURE YOU WOULDN'T GO BACK TO THAT RESTAURANT--BUT THAT WOULDN'T STOP YOU FROM GOING TO ANOTHER RESTAURANT!"
59. "I APPRECIATE YOUR CONFIDENCE--YOUR BOOK IS GOING TO PAY MY FEE!"
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CLOSE
HOW DO YOU WANT TO HANDLE THIS TOMORROW--THROUGH WESTERN UNION? GREAT!
--GRAB A PEN AND PAPER --WRITE THIS DOWN:
WESTERN UNION WILL CALL ___________LAS VEGAS
THAT'S HOW YOU SEND IT TOMORROW!
NOW, READ BACK THE INFORMATION I JUST GAVE YOU.
O.K., SO WHAT YOU'RE SAYING IS WHEN I DO MY JOB TONIGHT AND MAKE YOU A WINNER, YOU'LL DO YOUR JOB AND TAKE CARE OF ME FOR $--- AND I'LL GIVE YOU $--- AMOUNT OF SERVICE--FAIR ENOUGH?
SO, WHAT TIME CAN I EXPECT THAT TOMORROW?
O.K., I'M STICKING MY HAND THROUGH THIS PHONE SO WE CAN SHAKE HANDS AND MAKE A GENTLEMAN'S AGREEMENT.
--NO DOUBT IN YOUR MIND --NO EXCUSES
--NO "I DIDN'T LIKE THE GAME" UNDERSTAND, YOU'RE NOT PAYING ME TO LIKE THE GAME, YOU'RE PAYING ME TO MAKE YOU A WINNER. SO, PLAN ON BEING AT WESTERN UNION TOMORROW AT --- BECAUSE ONE THING I DO KNOW IS THAT WHEN YOU WIN TONIGHT, YOU'LL OWE ME $--- TOMORROW. SO, WE HAVE A DEAL, RIGHT?
NOW WHAT I WANT YOU TO DO IS GET ALL OVER --------- AND TAKE 'EM BIG! IF YOUR LINE IS ANY DIFFERENT, CALL ME BACK OR I'LL ASSUME WE HAVE THE THE SAME LINE. -----------------,
THANKS FOR YOUR CONFIDENCE AND TRUST--I'LL DO MY BEST NOT TO LET YOU DOWN, PLEASE DON'T LET ME DOWN!
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