[Music] chapter 19 pay dirt pay dirt a noun any source of success or wealth a fortunate discovery or profitable venture from dictionary.com okay you're ready you sent your letter to Vito it's exactly the time you said you would call Vito you've got some butterflies in your stomach but you know what that's good you need some energy and excitement for this call you'll use it to pick up that 3,000 pound phone and dial Vito's number you do just that and Vito picks up you play your opening statement out exactly as I've taught you at this point there are six things that can happen and all of them good Vito rule number 26 be ready for each of the six good things that can happen during a call - Vito good thing number one Vito interrupts you remember that's a good thing and your conversation goes like this hold on I don't have time for this I'm heading off to a meeting here's your response okay when we do have a chance to catch up let's make sure we chat about increasing your shareholder value while cutting your time to market and saving up to eighty seven thousand dollars a month in direct costs now comes the hard part stop talking pause and wait to see what happens next here's what could happen that meeting that Vito was running off to will be put on hold and you'll hear something pretty close to this exactly how do you do that your response well which part should we look at first increasing shareholder value cutting time to market or slashing direct costs good thing number two you lay out your opening statement and Vito interrupts you and says this doesn't sound like anything I'd be interested in your response to Vito okay no surprise before you get back to your busy day let me ask you in what area of your organization do you want to see the biggest improvements in the shortest period of time now here comes the hard part stop talking pause and see what happens next here's what could happen veto could say since you asked manufacturing cost overruns then you could reply with we have a proven repeatable process that typically involves three specific areas they are a B and C which one would you like to dive into right now caution what you definitely do not want to do is a feature dump on veto make sure what you say is rich in benefits and hard and soft value good thing number three veto interrupts you and says veto says something like no thanks we've got all the help we need in this area our current business relationships are satisfying all our needs your response to that isn't poor tanta would you like to know if your loyalty to your existing source of supply could be costing you anything now here comes the hard part stop talking and pause and wait and see what happens next here's what could happen veto could say something like what do you mean by that your response of the 756 customers we have 34 in your industry we've been able to increase shareholder value cut time to market and save over 87,000 each month of direct cost what's the best way to see if similar or greater results can be yours between now and the end of next month good thing number four veto interrupts Ewan says why don't you just send me some information great and thanks for the request would you prefer to watch listen or read about how we've been able to increase shareholder value cut time to market and save over 87,000 a month in direct cost for 34 other CEOs in the manufacturing industry now comes the hard part stop talking and pause and wait and see what happens next here's what could and Vito could say something like tell me this short version right now your response great which of the three areas would you like to dive into right now increasing shareholder value reducing time to market or reducing direct costs caution remember what you definitely do not want to do is a future dump on Vito make sure what you say is rich in benefits and hard and soft value good thing number five Vito interrupts you and says we're too busy for this right now why don't you call me back in six months your response okay just to let you know though there's a strong possibility that during that time your organization could unintentionally waste as much as two hundred and sixty thousand dollars a month of your hard-earned revenue now here comes the hard part stop talking pause and wait to see what happens next here's what could happen Vito could respond with where the heck did you come up with that number your possible response we've saved 34 other CEOs that much revenue and we strongly suspect that we can deliver similar or even greater results with your manufacturing operations in the next 90 days good thing number six Vito tries to point you towards someone else at Vito incorporated congratulations this is exactly what you want it to happen I'll show you how to handle this best case scenario in the next chapter remember getting shunted is one of your major desired outcomes with your Vito calls you're not trying to close this deal over the phone you want to qualify this Vito opportunity and earn an appointment and eventually earn what I call a golden veto - Vito referral I'll show you how to do both as soon as I share one more nugget with you about these critical opening seconds of the first call the last word about paid pay dirt is not anyone deal it's your peer-to-peer relationship with Vito if you stand your ground know when to talk and know when to stop talking as Tony's taught you in this chapter that relationship will be there for you whenever you need it as your sales process moves forward at Vito incorporated [Music] if you want to get on the fast track and get all those c-suite appointments you've worked hard for and deserve so you could sell more faster and crush your quota in the process then all you need to do is go to our site Beto sales training com click on the take action tab scroll down till you see the Vito University logo and check it out and in the meantime have yourself a masterful rest of the day bye-bye