First Call - The Most Important

To sell software you must first find out some information about your potential client. You must know who they are, what they want, what they have done in the past that has worked and what they have done in the past that has failed.

1. Ask questions like the following to gain information about them.

a. Have you ever been an active trader in the market?

b. What types of trading have you done in the past? Day Trading? Stocks? Options?

c. Have you ever used any types of systems or indicators in the past? If so, what may I ask? How did they work? What were the results? Why did you not stick with it?

d. What are you currently using as your entry and exit methodology? None, so that is why you are looking at our product and our training?

e. What types of returns are you getting with your investments now?

f. Do you currently run charting or data programs?

g. Understand who they are and what they have done and then get yourself into the purpose of your call.

h. The reason I ask all of these questions is I am trying to determine what is the purpose of your trading?

i. Do you want to supplement an income?

ii. Supplement retirement?

iii. Diversify their investments?

iv. Take on trading as a full-time profession?

v. Just make some money?

i. Bottom line the client wants to make money. There has never been a client that is not interested in making more money. Your job is to assist them in figuring out how much money they want to make and get them excited about the potential to finally reach their dreams. This is important as it will be the foundation of your relationship and how you justify the cost of software to them during the sales process. It is imperative that you and the prospect agree to a figure, $500 daily? $1000 day? $25,000 a month? Once you have this information you can move to the next step.

j. Restate their goals on an annual basis. So I am clear, you want to make $20,000 a month, which is $240,000 a year without the benefit of compounding and adding on contacts. I will show you the real potential to achieve this type of return during the next couple of days on your demo.

k. First I would like you to know that I am not trying to get too much into your personal business but I would like to know what type of account you are going to start with in order to make this $240,000 a year in profit? What is the account you were going to start with? Get a number… if it is a smaller number you will need to go into explaining and illustrating the extraordinary high % return and make them understand if it is realistic or not. For example, they want to make $20K a month which is 240,000 annually but only have 2400 dollars to trade with. Now you have to worry about them covering the cost of the software but you have to take control. So you only want to make 10,000% on your money in the next year with no experience? Did I get that right?

a. You may even ask them, "not to be rude but when was the last time you made $10,000% in a year? This is not done to belittle the client but to put some realistic expectations in their head. This will also show that you are knowledgeable and in control of the call and understand what is realistic and what is not. Now say, if i show you how to make a lot of that, let's talk about what you need and what my software costs.

b. If their number for starting the account was good then you can move into the boxing questions. This is VITAL! You must box them in so you do not waste their time or your time. If you skip this step you will be at the end of a demo hoping they buy instead of knowing they have committed to do business with our company.

c. I am going to explain about our educational process and how many people are going to be involved in your education. First, you will have online user guides as well as videos that you will review, these videos are on our website and you can access them 24/7. Then you will spend time in our online educational classes. The classes start at 9:00 am ET and runs through 12 noon. The class is designed to highlight the information that you have in the user guides and videos and allow you to ask questions about any of that information. This room will walk you through live market conditions and help you to further read the software correctly. The daily chat room will also provide you with a medium to get instant feedback on questions and trades that you have taken in the live ( on simulator) market. You can I will set up a historical study regimen for you where you will go and study past trade setups. This will help you identify and mark up historical trades and test your knowledge. Then on a nightly basis after your first couple of days and you understand what you are seeing, you will submit charts via email to our traders and education dept. This is where you will begin to fine-tune your education. Then on top of all of that should you feel that you require some more private one-o- one tutoring we will set you up a private session to make sure your questions are answered. In short, there is absolutely NO WAY that you will not understand our software in a short period of time.

d. As you can see, the amount of time and human resources that we will commit to you is more extensive than anyone else in this industry. We do all of this at no charge to you during your demo. As a result, before I can commit that type of time and effort to you I need to know that if I show you exactly how you will have the potential to reach your goals, I need to know that I have your commitment to do business with our company and purchase the software.

e. WAIT FOR YOUR ANSWER! You must get a commitment to buy the software. You may have to re-assert yourself at this time if they hesitate at all. Bob, the reason I say this is not to get a promise from you to buy software if you are not 100% comfortable, I expect you to not spent one single penny with my company if you are not comfortable, as I am sure you would agree. I am going to myself and our people for a huge amount of time and effort geared towards your success and I need to know if you are serious about doing business once you are completely comfortable to YOUR satisfaction before I can allocate all of these resources to you.

f. If there is more hesitation you will have to remain in control. NEVER let the client control the conversation. You may have to go back and revisit their goals and objectives again, show them the millions they want to make, and get them excited again. Once you do this start over with your boxing question; I need to know that if I show you exactly how you will have the potential to reach your goals, I need to know that I have your commitment to buy the software. Do I have your commitment? “ YES”, great… let’s get your demo started.

g. If for some reason you get a no answer do not load a demo. Take away the ability for them to get started and send them to watch the videos and spend some time thinking about how serious they are about making money trading the markets. Reiterate to them that we are the best in this business and cannot waste our time with clients that are less than committed.