Dear
Fellow Sales Professional,
 Lots of sales books cover theory ... old school hyberbole that you would
be as uncomfortable repeating as you are hearing it, and downright
nonsense written by people who probably have never made a sales call in
their life. What I’ve found is that we salespeople by nature are a
demanding, intelligent, and somewhat impatient group and want
instantly-useable, common sense ideas that really work.
That’s what I deliver, and precisely what you’ll get in my books,
"How to Sell More in Less Time, With No Rejection, Using Common Sense
Telephone Techniques, Volumes 1 and 2."
Over the past 21 years I’ve built my business and reputation on
researching, testing, and refining sales strategies and techniques for
professionals like you and me who use the phone as a main method of
communication. Anyone who has ever picked up the phone to make a cold
call, or followed up on a call after they’ve sent out literature, a
catalog, or samples, knows that it’s much more difficult than making a
face-to-face call, and there are certain nuances that make using the phone
a different animal. I demystify the process, poke fun at the old
techniques and myths of sales that flat out do not work by phone, and show
proven, word-for-word examples that will work for you.
In these two books, I provide more useable how-to ideas on telephone
sales than you have ever seen in one place before.
And I say that with confidence.
If you use the phone in professional, ethical, needs-based sales, there is
simply no way you could not benefit from these book--as long as you
read and use them. And I stand behind that claim with my "More than
Your Money Back Guarantee," where I refund your money, plus $10, and
let you keep the books, if you feel you wouldn’t benefit from them. More
on that later.
"I have read three of your books and
attended your Telesales seminar. I have been using the
commonsense selling techniques for the last year and have broken many sales
records for my
department. Thank you for all that you have done for me."
David Suri, QwickRate
If you want to skip right
to the offer and ordering info, simply click here.
In these two books you’ll get over 540 pages of rock-solid
info, just like you read in my Telephone Selling Report sales tips
newsletter each month, and in my e-mail newsletter each week. Here is just
a sampling of the sections in the book, and what you’ll get:
Voice Mail, Screeners, Getting to Decision Makers
•
Why you shouldn’t go above, around, under, or through screeners, and
what you should do instead to get them to actually HELP you
• What to never say on voice mail messages
• How to get buyers to welcome and expect your next call
• Word-for-word examples of messages that work
• When leaving no message is better
• Words to avoid that are sure to get you labeled as a time-wasting,
self-interested "salesperson," meaning you’re screened out,
brushed off, or left waiting for call backs that never arrive
Building that Professional Telephone "Look" Through
Your Voice and Words
• How to get rid of image-destroying
"umm’s"
• How to build rapport, credibility, and likeability
• Listening for key buying words and emotions—knowing when to talk and
when to shut up
Interest Creating Opening Statements
• 13 actions
and word-for-word mistakes that ensure failure and resistance, and what to
say instead
• A no-brainer, fill-in-the blanks opening statement template for
prospecting calls that gets them interested
• Case study examples of horrible openings, and great alternatives you
can use and/or adapt
"Using
the ideas in your books, I reworked on my opening statement, called five
prospects, got through to two, and set
appointments with both of them!"
Art Taylor, L&B Worldwide
Selling With Questions
• Loads of word-for-word
questions that get them thinking about, seeing, and feeling their problems
and pains--precisely the situations you can help them with through your
benefits
• Putting them in a frame of mind so they want to hear what you have
• There are such things as dumb questions in sales. Examples, and how to
avoid them
• How to ask about money
(Click here to see an actual chapter from Volume 1)
Presenting With Power
• The not-so-secret,
"secret" to great presentations
• How to position what you say as more credible and believable, instead
of sounding like a salesperson
• Using stories to create irresistible visual images
"I bought "How To Sell
More..." for my Inside Sales Rep with whom I partner for sales. He went
from Customer Service Rep to Sales Machine in no time!
Tim Nelson,
Regional Account Manager,
McGraw-Hill Construction Dodge
Getting Commitment and Closing
• Over 50
word-for-word examples of conversational closing and commitment questions
you can use today to get agreement, and sales
• How to get larger sales just as easily as you would get smaller ones
Self Motivation, Beating Call Reluctance, and Rejection
•
Characteristics—that you can emulate--of wealthy salespeople
• Avoiding negative assumptions that are sure to invite failure
• How to avoid choking under pressure
"I have used the book as a reference guide for our internal sales
training for
the past month. We have had
rave reviews from all our telesales reps! We have also seen higher scores
on our call monitoring, as well as an increase in
sales and sales leads
generated!!! All this happened in one month!!! Our company has spent
thousands of dollars on sales training using third party
sales training companies, and
have had marginal results at best. Using your
book and rolling out your tips
one chapter at a time, gives us an ongoing sales program for a little over
$50! Thank you for putting together two of the best telesales training
books I have read in the 10 years I have been in telesales business."
Greg Fanning, Harte-Hanks Direct Marketing
Dealing Successfully With Objections
• A painless
way to address objections and resistance
• How to blow away price objections
• Turning "I want to think about it," into, "I WANT
it."
• How to ensure you don’t hear, "We don’t need it."
• Why what you’ve probably heard before about objections is bogus, and
what you should do instead. (For example, "You should love
objections," "The selling doesn’t start until you hear an
objection," "You’ll hear three objections before you’ll get
a yes," "Every objection puts you that much closer to a
yes." That’s ALL bunk!)
Successfully Following Up By Phone
• How to end a
call to ensure success on the follow-up.
• How to avoid starting follow-up’s with the useless and idiotic
statement and question, "I sent you out the material. Didja get it?
Any questions?"
• What you should and shouldn’t mail after calls
• How to set solid phone appointments so they’re ready and waiting for
your next call
Here's a note along with an order for more books:
"I am making this payment from the
money I made at a trade show last weekend using some of the things I have
learned from you in the last couple of months."
Khurram Ibrahim, MBA, Physician Select Vitamins, LLC
Case Studies of Actual Calls
See actual transcripts
from calls submitted by fellow sales reps in the field, or calls received
by Art. You’ll see what didn’t work and why, so you can avoid the same
mistakes, and suggested alternatives to get success and agreement. Some of
the cases include,
• What to say when they "buy it locally"
• Failed prospecting calls, and why they went down in
flames—needlessly
• Why ending a call with "Keep us in mind" is asinine, and
what to say instead
• How to position value instead of selling on price
• How to build relationships with regular customers to keep their
loyalty
"I purchased these books and my
sales went from $40,000 to over $100,000 in six months by using Art's
ideas."
Susie
Slifer, Cross Sales Rep, Hagerstown, MD
Prospecting
• How to get referrals who are eager
to speak with you
• Getting them talking when they say they’re not interested
• Why leaving messages on prospecting calls could be a waste of time
• Over 20 other prospecting pointers to help you get interest, the
appointment, and eventually the sale
Even More Stuff to Help You Sell More
• Why
believing that using the phone is "Just a numbers game" will
demoralize you and ensure call reluctance
• The right way to use conference calls to sell to multiple decision
makers
• How to handle prospects who "Need information sent right
now!", and determining if they’re for real, or just yanking your
chain
• How to keep customers after that first sale
• Positioning yourself as the "least risk vendor" instead of
the higher-priced vendor
• Telesales lessons from the O.J. trial
Brief Teletips
Over 130 brief, to-the-point tips
you can use right now. Any ONE of these could pay for the book on your
very next phone call, or help you avoid a mistake that could cost you more
than the price of the book! Some examples:
• How to respond to the "Send literature" request
• Eliminating telephone tag
• What to say to the prospect who perpetually strings you along
• Showing them how a lower price might actually be more expensive
• Why they don’t care about your products or services, and what they
do care about which decides whether or not they’ll buy
Oh, I Forgot Something ...
If you're like most salespeople, you just saw lots of topics and ideas
you're interested in, and might be ready to order right now. You'll
probably be happy to know that those are just the items you'll get
in Volume 2 . Volume 1 has even more, different valuable
ideas and tips in the same topic areas.
Don't Just Take My Word for It
Look at what others say about my material:
"I read every sales and marketing book I can get my hands on. Your
book is the best book I've ever read on telephone sales. Every page is
filled with ideas that WORK!"
Danita Evans, Micro-Tech
"... when we were trying to figure out the best telephone sales
tip we ever published, we realized all the top contenders came from Art
Sobczak."
Call Center Magazine
"Applying what I learned through your tips, I've earned enough to
buy a new boat."
Rich Kline, ITAT Info Technology
Oh, by the way, Northern Illinois
University uses these as a text for their Sales class. (Finally, something
being taught in college that students can actually USE and make money with!)
Still not convinced? Let me take all risk away right now:
The Better than Risk-Free,
"You Keep the Product, I’ll Pay You for Your Time" Guarantee
I’m so confident that you’ll profit many times over from my books,
that I’m willing to put my own money up to prove it. Many publishers
won’t take back books after they’re sold. Not only will I guarantee
your success, I’ll take it three steps further:
1. If you don’t show success from using the ideas in
these books, call, write, fax, or e-mail me. I’ll refund everything you
paid, including the shipping. (US shipping)
2. You keep the book(s). You read correctly. I won’t
make you pay to send them back. All I ask is that you give them to someone
else who would and could benefit from them.
3. Not only will I refund your purchase price, I’ll
give you another $10! Now that’s a guarantee. Find someone else who’s
willing to make that same offer.
(There is one condition, albeit unenforceable on my part: I ask that you
actually read the books and try the ideas before taking advantage of this
guarantee, if you choose to do so.)
Am I stark raving mad? No, just absolutely confident that if you use these
ideas, a team of wild horses couldn’t pry these ideas from you. And that
covers most people who will invest in these books. Will some people take
advantage of me? Probably ... but a tiny percentage. And I figure if
someone wants to be a lowlife and cheat to make $10 and steal a couple of
books, well, they’re the ones who have to live with themselves.
Special Money Saving
Discount
How to Sell More,
In Less Time, With No Rejection, Using Common Sense Telephone Techniques,
Volumes 1&2
If you ordered Volumes 1 and 2 separately, they are $29.50 and
$39.95 respectively, for a total of $69.45. However, your special price
for both Volumes together is only $59, over a $10 savings.
To add both books to your shopping cart, simply click below. Why not do it
right now?
$59.00 (U.S.
Shipping $6.00, Canadian
Shipping
$10.00) 
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