Telephone Sale Training for Wholesalers?

Question

Question for the group:

I come to wholesaling from a very technical background. Let's just say I have an "engineer's mind" with much of what that implies. I'm by no means socially inept, but I'm not optimal on the phone and I know it. In fairness, I do much better one I meet sellers in person. That's of little comfort when 99% of the time you have to earn the "in person phase" from a phone conversation.

Can any of you recommend a course on telephone sales that applies directly to wholesaling? Bonus if it addresses issues that us more technical types sometimes have with personal interaction and sales. Double bonus if it's reasonably priced.

Johnny Kang · Answer

@Jeff G.

Yeah, I already sensed it when you asked if there was another way. lol. I was like "oh boy, here we go." hahaha.

Yeah, all those links are fine, but the only way you're going to come off sounding natural enough to make people feel comfortable to meet you is to internalize it; and the only way to get there is by doing it, over and over again. And don't drag it out, making 2~3 calls a day thinking you "worked" hard. Do 15~20/day at least; you'll sharpen your skills fast (I used to make 100~150/day). But the real kicker is, when you get really good, you won't need scripts, like Morpheus telling Neo that when he's ready, he won't have to dodge bullets. lol.

Take what Steven Babiak posted and apply it in real life.

Jeff G. · Answer

@Johnny Kang,

There really isn't much I'm afraid of. I'm just trying to increase my effectiveness. You're right, my inner engineer is trying to find the most efficient path to achieve results... using manuals.

BTW, I did find this handy gem: Scripts on Calling Sellers right here on BP.

Johnny Kang · Answer

@Jeff G.

First off, I do want to say I can relate, because I had a fear of making calls. Hence, which is why I suggested PT, since I figured you had a FT job, and or calling FSBOs on Craig's List.

There's nothing like learning from doing, especially sales. Remember, Robert Kiyosaki's "Rich Dad" told him to go get a sales job. He didn't tell him to go find sales courses. Right now your engineering background is trying to find an easier way. When I was in finance, we had a group of people with similar personality trait (engineers and technical people), and it was really hard for them to see that the only way to get over the fear making calls, was to make calls. They can tell you all the books, CDs they listened to, but wouldn't make the necessary amount of calls to bring business.

Like I stated above, sales courses usually are done by people who's methods might've worked when they were selling (I've been to Tom Hopkins' boot camp 3 times, as it was required by my former company, among other seminars and I can't say I learned a whole lot.) Sales is 95% learning how to interact with people. Am I saying books/courses are bad? No. But the only way to overcome the fear of making calls is to do it. And I'm speaking from having assigned contracts, short sales, notes, rehabs and property management, all of which required me to speak to sellers in one form or another. It comes down to, do you let your fear hinder you, or are you willing to conquer it?

Jeff G. · Answer

Thanks @Johnny Kang,

I wholesale and bird dog on the side. I already have a successful primary career (and often put more than 40 hrs a week into that) so, don't want to give up my day job. I'm not sure that your approach is practical in my case. Do you have any other thoughts?

Johnny Kang · Answer

@Jeff G.

Instead of paying to learn, see if you can get a PT job doing some type of outbound telemarketing sales. Most sales training courses are outdated material, and I've been to many when I was in finance. No matter what the product is, the basic principals of making the sale is the same, and even if you're looking to have sellers call you, you're still selling yourself on why they should do business with you versus someone else.

If you can't find a PT sales telemarketing job, start calling FSBO listings on Craig's List and start talking to sellers so you get used to talking to sellers on the phone.

Jeff G. · Answer

Oh Terrific, I fat-fingered the subject line. That's supposed to be Sales training: returning calls and cold calling.