Tel-E Sales Tip of the Week
January 2, 2008

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

See Back Issues At
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Let Me Help With Exactly What to Say On
Your Calls So That You Accomplish
Your 2008 Goals
Part of the reason salespeople sound uninspired,
or like typical salespeople, is that they aren't
quite sure what to say and when on their calls.

If you're tired of winging it through calls, getting
beat up by screeners, prospects, and even voice
mail, I want you to stop the nonsense. I want to
take you step-by-step through my Seven-Step sales
call process and I'll show you what to do when you
prepare for the parts of the call. This is the same
process I teach at my $895 Telesales College two-
day seminars. The same process companies pay
about $10,000 per day to have me customize and
deliver in a training session for them.

It's an ebook you can download and profit from right now:
"How to Place the Successful Sales and Prospecting Call-
Exactly What to Say and AVOID to Get Agreement and
Eliminate Resistance."

And you can get it for just $29, and maybe even free
as part of another offer. Go to this page right now:
http://www.businessbyphone.com/HowToPlace.htm

THIS WEEK'S TIP:
Start 2008 By Picking Up the
Easier Sales

Greetings,

Did you go through an annual review recently?

They can be very profitable.

Oh, I'm talking about YOU doing an annual review

of your customer and prospect database, and then

doing reviews with your customers and prospects.

That's right. The first place to mine for gold

is in the treasure you now possess.

Most people begin a new year with grand plans to

increase their new business. Yet many of those

same people don't pick up the easy stuff first,

skimming the cream already residing in their
computer.

Here's how.

1. CALL YOUR BEST CUSTOMERS

Of course, you know everything important that's happened
recently in the world of each of your best customers, right?

And you have your thumb on exactly what their plans are
for 2008 and beyond, right?

And they're going to continue buying from you at the
same level, right?

Of course you know this because they are very, very
important to you, accounting for most of your income.

They are helping to finance that new car,

house, boat, or whatever else you have your eye on.

You have an iron gate around these accounts
because you also know that your smartest,
hungriest competitors are having strategic sales
meetings right now putting bulls eyes on those
accounts, targeting them to steal away from you,
so that THEY can get lots of business from them.

What's that you say?

Maybe all of those things are NOT true? Maybe you
should pay more attention to them?

Yes, of course you should. Quickly.

Today. Target the 20% of your customers that now give you

over 80% of your business. Call and do an annual review
with them. But DO NOT say you just want to call and make

sure everything is OK with them. Be proactive. Tell

them that your goal is to help them have their

best year ever.

Find out about,

-Major changes.

-News.

-Bought or sold divisions, assets.

-Added or dropped product lines.

-Major initiatives.

-Changes planned for 2008.

-Personnel changes for them? Promotions. Changes in the
department(s) that you affect.

Know the answers to these questions, and you'll increase your

value to them, consequently providing a payoff for you.

2. CALL YOUR SMALL CUSTOMERS

Mine your database and pull out the customers who

bought from you once, or those who just buy one

or two items or limited single services from you.

Are you customers small because you THINK they

are?

Or are they buying other things that you sell from

your competitors?

Chances are, the answer is "yes" to both questions.

3. CALL YOUR LOST SALES

Scan your database and pull out the 10-20 biggest

sales you really wanted, worked hard for, but

did NOT win in 2007. Call them.

But, please, do NOT say,

"I'm just calling to touch base."

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By the way, if you would like word-for-word ideas
of what TO say on openings, I just checked the
archive of the Sales Tips Library at my Telesales
Success Inner Circle, and there are 20 different
articles there, all containing proven wording you
can use. That does not include the past three
YEARS of the Telephone Prospecting and Selling
Report newsletter you can also get immediate
access to. And you can begin right now for
under $4. Go to
http://www.TelesalesSuccess.com
___________________________________

Review your notes and develop a value-added reason

for calling. Adapt something like this to your
situation:

"I came across some interesting information in Info
Industry Journal, and remembered how you were
concerned with the issue of external data security
locking in a multi-user environment. I wanted to send
that to you ..."

Of course you would then ease into a discussion of
their present situation, and perhaps uncover any possible

areas of dissatisfaction.

Calls to all three of these groups are really no-brainers!

Think about it ...

...you've already done the heavy lifting with all of these

people. You've put in the long hours, investing time and
money in proposals and calls. You know their situation.
And very importantly, you'll get to these people more easily
than you would cold prospects. You probably know their
executive assistants on a first name basis.

Try it. What will it be worth when you pick up a

piece of business from one or two of them?

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QUOTE OF THE WEEK
"The best preparation for good work tomorrow is
good work today."
Elbert Hubbard

Go and Have Your Best Week Ever!

Art

_____________________________________________________________

Planning Your 2008 National Sales Meeting
Or Beginning-of-Year Kickoff?
If your company or association would benefit from a content-packed,
entertaining, interactive, how-to customized workshop on any
part of, or the entire telesales and prospecting call and process,
let's talk.

I specialize in developing and delivering programs
that get sales reps saying and doing the right things, right
away, to get more YES answers from prospects and customers.
Isn't it time that the organization does something special
for the most important part of the sales process?

Contact me at ArtSobczak@BusinessByPhone.com, or call
me at (402)895-9399. (Special incentive for Scottsdale/Phoenix
programs)

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Reprint These Tips In Your Own Publication
We encourage you to reprint these Tips in your own email, online, or conventionally-
printed publications. It's free, as long as credit is given. Reply with your
request. Contact: Art Sobczak, President, Business By Phone Inc. 13254 Stevens St.,
Omaha, NE 68137, (402) 895-9399. Or, email:arts@businessbyphone.com

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