Tel-E Sales Tip of the Week
 

March 15, 2010

Published By Art Sobczak, Business By Phone Inc.
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We've just gotten onto Facebook. and want you as a fan. We'll
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Can You Pick Out How Many Mistakes This Rep
Made On His "Cold" Call? Watch the Video
Click on the video below to watch it at YouTube.

Then, order the book at amazon.com.

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This Week:
 Celebrity Apprentice Sales Lessons
Greetings!

 Of all the reality shows on TV, the one that actually
has some value other than mindless entertainment is
Celebrity Apprentice. I made a point to watch the
premier last night, and saw a couple of very important
sales lessons in action.

The teams of celebrities were divided, men versus women.
Their task was to see who could raise more money for
charity by taking over a diner for an afternoon and sell food.

The men's team raised twice as much money as the
women, despite the women having a better location in
Manhattan. There are two reasons why:

1. Selling at a higher price. The men set prices for
hamburgers at $100--plus more if you wanted truffles.
The women set their price at $10 for a hamburger. Cyndi
Lauper, the women's team leader said that the common
person couldn't pay a lot for a hamburger. Trump pointed
out in the Boardroom that the common person was not
the market she should have been going after.

Sales point: the sales reps in companies who consistently
have the largest average order size are the ones selling
the higher priced and higher margin items, and selling at
full price. No revelation there, right? They go after the
bigger orders. What are you gong after?
 

2. Prospect targeting and calling. The men's team
contacted more heavy hitters--big donors--than the
women's team. Led by former baseball player Darryl
Strawberry who has many New York contacts, the men
were able to bring in the big dogs who not only could
donate the $100 for hamburgers, but also left $1000-$2000
tips for charity. The men's tips also were much more
than the women's.

Also, as a result of targeting the mass market, the women
had a long line of potential customers still waiting as time
expired on the contest--some of whom were potential larger
donors. Yet, they were so busy with the small customers
they did not have time to sell to the bigger, more profitable
ones. Sound familiar?

Sales point: Where are you selling within an organization?
Too many sales reps start low with middle managers who
can't make an ultimate decision, or can't make a large purchase.

So now, I'm sucked in and will make it a point to watch every
show, either live, DVR'd or online. I'm sure there are more
sales lessons to come.

(Other show observations: what value is Trump's son adding
to the show? What qualifies him to judge, other than he hit
the Gene Pool Jackpot? And Rod Blagojevich...give the guy
credit for having the stones to be on the show, but he's
become a cartoon character. Interesting how he squirmed and
answered Trump in the Boardroom...probably just like he
answered the authorities' questions. And is Bret Michaels
wearing eyeliner?)

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Continue Having Your Best Week Ever!

Art

 QUOTE OF THE WEEK
"As long as you're thinking anyway, why not think big?"
Donald Trump

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Reprint These Tips In Your Own Publication
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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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