BLU Currency Telemarketing

- Approach as a buyer.

- Sell the appointment only!!

Common Gatekeeper Objections

• He is with a client.• He is not available now.• What is this call

concerning.• I can help you.• What are you selling?• Can I take your name

and number?• Could you send some

information?

Why are the gatekeepers saying this?

• #1 Reason?• Because you

are selling!• Become a

Buyer!!

Step 1• Never identify yourself

initially. Ask 3 qualifying questions – just as if you were a customer.

• Ex: Restaurant:• Are you open for lunch and

dinner?• Do you have private

meeting space for 20-25?• Do you offer catering?

What will happen?

• The gatekeeper will assume you are a buyer.

• You can ask most any question and expect a favorable response .

• You are utilizing a valuable currency – same as using cash.

Step 2

• State expected sales and ask for the decision maker.

• Ex: Great, this is Joe Buyer at BLU Currency. I need to purchase $750 - $100 in food this month from a local steakhouse. Could I speak with the owner for a moment to discuss the TERMS.

What will happen next?

• The gatekeeper feels that she has a buyer on the line.

• This excitement will be passed on to the owner.

Step 3 - Owner Approach

• Restate the expected amount of sales.

• Ask if they can handle a deal of this size.

• Introduce trade at this point.

Step 4- Introduce BLU.

• 1- Test the waters – Any previous trade experiences?

• 2. – Use your client directory as leverage.

• 3. Ask for the appointment.

Common Owner Objections

• I have tried trade clubs – I lost money.

• I only deal in cash.• Send me some

information.• Call back in a month.• I’m not interested.• +1000 others……

Step 5 – The Close

• The only thing you are closing is the appointment.

• The #1 appointment closing statement is when there is an objection is:

BLU Deficit Spending• BLU Currency will allow you to spend BEFORE you take in one trade dollar.

Take a look at my list of clients that want to do business with you. If you see something that you will be spending cash on – Let’s initiate a trade. If I have nothing you want or need- obviously we will not trade – I will be in your neighborhood tomorrow . I would like to a 15 minute appointment at 2:00.

Stay away from….

• Giving too much information about Barter.• Initially asking to speak with the owner.• Giving price over the phone.• Getting questioned by the gatekeeper.• Leaving detailed messages.