Tel-E Sales Tip of the Week
January 15, 2008

Published By Art Sobczak, Business By Phone Inc.
See articles, books, audios, and other resources
http://www.BusinessByPhone.com

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Save Huge Money on Our Rare Scratch,
Dent, and Closeout Sale! Link Goes Live
On Wednesday!
If you have been with me a while, you know that I do not
hit you with constant promotions, sales, discounts and
the latest flavor-of-the minute great offers. You also might
know that once every year or so we clear out lots of sales
resources here at tremendous savings to you. That is our
Scratch, Dent, and Closeout Sale. And it starts tomorrow,
January 16, at 7:00 a.m. Central time,  and will run for a
very limited time. We will have books, audios, videos, and
other resources at a fraction of their regular price. Some of
the items will be in very limited quantity so I advise you to
visit early and not miss out.

The link to bookmark is

http://www.BusinessByPhone.com/sale.htm

I will send out an email tomorrow reminding you of the
sale. In the meantime, if you'd like to see what's in the
email, visit the link above.
__________________________________________________

Telesales College Schedule
We're still finalizing the details on one more hotel, but we can at
least give the dates and cities for the next Telesales Colleges.
Complete registration info should be up online in a few days
and we will notify you.

Chicago, April 2-3
Los Angeles, May 7-8
Atlanta, May 13-14
Chicago, July 16-17

If you would like to grab a spot right now, call my office
at 800-326-7721 and you will also be offered a special
incentive for very early registrants.
__________________________________________________

This Week's Tip: 
You're Interviewing for Jobs Every Day
 
Greetings!

As part of my Telesales Success Inner Circle
membership group, just one of the resources
members get is their monthly copy, both electronic
and printed, of my eight-page sales tips, the
Telephone Prospecting and Selling Report.
A regular feature is my Page 2 column, where
I share rants, observations, tips, musings
about sales.

This week, I'm sharing an actual column from
a recent issue.

(By the way, if you are not yet a member, you
can get access to the past 34 issues of that
newsletter, online, RIGHT NOW, for under $4.
http://www.TelesalesSuccess.com )
 

. . . . . . . . . . . . . . . . . . . . . . . . . . . .

Seems like every day I pull at least one good
sales or marketing nugget out of the Wall Street
Journal. Usually it’s from the Marketplace or
Personal Journal sections. (I do not understand
the finance section). Recently I saw a great article
called “Talking Too Much On A Job Interview May
Kill Your Chance.”

Very relevant for us, since, really, isn’t a sales
call a job interview with a prospect or customer?
Here are a couple of points from hiring and
interviewing experts that certainly apply to sales
calls.

“Oversharing in an interview is the most dangerous
thing you can do.” One job seeker took four minutes
to answer a simple question, causing the interviewer
to wonder if she could get her job done in an eight-
hour day.

“Prepare short statements on how your background
matches the job.” Yep, that would be matching your
benefits to their needs. Interviewers often think to
themselves while candidates are talking, “I don’t
need to know this.” So do prospects.

“Make sure you understand a question. Stop every
couple of sentences to check.” The article suggests
that if a candidate is asked about her career history,
she should answer, “Do you want me to start with my
present situation, or at the beginning?”

Hmm, seems to be a common theme here. Talk about
what the other person is interested in.

. . . . . . . . . . . . . . . . . . . . . . . . . . . .
.
I’ve attended a couple of seminars the past
few months for my own educational purposes, as I
do regularly. One was on sales, the other on
marketing for my own business, both by
Dan Kennedy’s organization.

In addition to getting good info at seminars, I find
great value in sitting in a room, essentially captive,
and being forced to not walk away, get distracted,
and get involved in multiple activities. It’s valuable to
take time, clear one’s mind, and get immersed in
education. And quite often, I will take a thought
presented by a speaker, cause it to spark another
idea, sometimes even unrelated, and then I find
myself scribbling down notes like crazy.
 
And interesting thing about these seminars, I usually
see very, very successful, smart, and wealthy people
there. Any correlation?

. . . . . . . . . . . . . . . . . . . . . . . . . . . .

Here’s a phrase I’m hearing more often at the
beginning of calls that really should be avoided:

“I just wanted to give you a call?”

Huh? You wanted to give a call? So what are you
doing then?

And take the “just” out. Try, “I’m calling because”.

. . . . . . . . . . . . . . . . . . . . . . . . . . . .

Be aware of the  valuable communication
lessons you can learn by observing media
professionals. In the recent political debates,
and interviews with candidates, you could pretty
much bank on hearing canned, media-consultant-
prepared answers to pointed questions. However,
time and again, when the questioner paused after
the answer, you’d hear a continuation, but this
time a much more revealing answer...typically
the way the candidate really felt about the issue

We should do the same. It’s not unusual to hear
the same things from prospects and customers:

“We’re satisfied now,” “I think we’ll just wait for
a while,” “We don’t have any reason to change,”
and so on.

Don’t jump in.

Pause.

Let them add on with the way they really feel.
You can answer canned resistance by giving
them the opportunity to tell you how they really feel.

. . . . . . . . . . . . . . . . . . . . . . . . . . . .

Heard a compelling commercial for a car dealer
in Phoenix. What particularly caught my ear was,

“Our salespeople on not paid on commission,
they are paid on total volume of cars we sell.
We guarantee the lowest price anywhere. So
if you buy a car somewhere else, you are
paying too much.”

The credibility statement here of not being
on commission is what really makes this work.

Don’t get me wrong; I believe getting paid
based on what you produce is the greatest
thing in the world. But if you are not on
commission, it removes skepticism.
Research has proven that. For example,

“And Joe, I’m not paid on commission, so
you can be certain this is a purely objective
recommendation.”

“Really, it doesn’t matter one way or
another to me personally which option you
choose, since I don’t stand to gain anything
from it commission-wise. I just feel so
strongly that’s it’s the best choice for
your situation.”


QUOTE OF THE WEEK
"The thing always happens that you really
believe in; and the belief in a thing makes it happen."
Frank Lloyd Wright

——————————————————

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request. Contact: Art Sobczak, President, Business By Phone Inc. 13254 Stevens St.,
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