Tel-E Sales Tip of the Week
March 18, 2008

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

See Back Issues At
http://businessbyphone.com/backissuesm.htm

__________________________________________________

Art's Recommended Resource for Pre-Employment Testing
And Assessments for Inside Sales Reps

What Does a Hiring Mistake Cost You?
Before Hiring, Find Out If Applicants Can And Will Sell
Check out the Business By Phone Advanced Hiring
System. Hiring by "gut feel" often results in a "pain in the
gut.. Take the guesswork out with this personality profiling
and values testing that provides you with reports so
accurate it's eerie.
Attention Managers Who Hire: Get a free test to evaluate by
going to http://www.advancedhiring.com/bbp/index.asp?ID=100

_________________________________________________________

Work With Art Personally on Building Your
Own Successful Sales or Prospecting Call
Attend the Telesales College Two-Day Workshop

Quit making call-killing mistakes and see exactly what
to say to get YES more often by phone.
http://businessbyphone.com/college.htm

Chicago, April 2-3 (just a few seats left!)
Los Angeles, May 7-8
Atlanta, May 13-14
Chicago, July 16-17

Complete details, agenda, attendee comments and more.
Go to http://businessbyphone.com/college.htm

__________________________________________________

(This month I share one of the articles that appeared
in a recent Telephone Prospecting and Selling Report
monthly newsletter. That's my eight-page report, full
of a mixture of in-depth how-to's, and brief tips on
how to sell and prospect more effectively by phone.
It's a member benefit of my Telesales Success Inner
Circle membership. Learn how you can receive it
every month, and get access to the past THREE YEARS
worth of back issues, immediately. Go to
http://www.TelesalesSuccess.com )

This Week's Tip:
When You Do This, You Can Hear
Amazing Information

Greetings!

I like to watch the TV show, "Taxicab
Confessions" on HBO.

It is a reality show with hidden cameras
and microphones in cabs in Las Vegas
and New York.

The drivers are exceptional interviewers
and listeners, drawing out the bizarre--and
I do mean really weird--real life stories of
people they pick up late at night or early
in the morning.

At first I was amazed what people shared.
Then I realized it wasn’t that amazing at
all. The drivers were excellent at asking
questions, and then just letting the
passengers ramble.

It’s just like what we experience on
the phone: people will reveal astounding
information if we just shut up long enough
to let them.

One of the best ways to learn about
your prospect or customer is using a
pause at two points in your questioning:

1. After you’ve asked the question, and,

2. After the listener has answered.

Not just a brief pause, but a two-to-three
second pause. Here are some of the
benefits of this technique.

-You won’t feel compelled to continue
talking after asking the question if you
force yourself to pause. People don’t
always immediately answer, and
pausing gives them the opportunity
to think a bit.

-The number and length of responses
will increase. People feel more
comfortable when you give them
time to frame their answers, which
will likely be more comprehensive.

-The amount of unsolicited information
will increase. By not jumping in
immediately after they’ve answered,
they’re given a little time to contemplate
what they’ve just said, which may
prompt additional comments.

-You’ll have more time to understand
what they’ve said. Since you know
you’re going to pause, you can spend
all of your listening time focused on t
he message, not on what you will
say next.

-You’ll have more time to formulate
your next comment. You can use
your pause time to develop your
next question or statement, which
will be more meaningful, since
you’ll possess more relevant
information.

Force yourself to pause after your
question, and after they answer.
I’ve seen reps hold the "mute"
button on their phone for a couple
of seconds so they restrain themselves.

Practice this on the phone and in all
areas of your life. You’ll find you get
more information than you ever have.

QUOTE OF THE WEEK
"Patience and perseverance have a magical
effect before which difficulties disappear and
obstacles vanish."
John Quincy Adams

——————————————————

Again, this is just an example of ONE of the
sales ideas included in each monthly eight-page
issue of my Telephone Prospecting and Selling
Report monthly newsletter which you get both
online line, and as a hard copy, when you
become a member of my Telesales Success
Inner Circle.

And, you get instant access to the past 34 issues
of the newsletter, containing hundreds of brief tips and
more in-depth instruction and case studies,
RIGHT NOW, for under $4. Plus much more,
including the past FIVE years worth of these
weekly tips, and over podcasts.
Check it all out at
http://www.TelesalesSuccess.com )
——————————————————

Planning Your 2008 National Sales Meeting,
Or any of Your 2008 Training? Let Me Help
You Make It the Best Ever
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? Size of
group does not matter; I've done programs for as few as three
people and as big as 2000. If your people are not saying and
doing the right things by phone, nothing else matters. Let
me help you ensure it.

For more info, go to http://businessbyphone.com/art.htm, or
contact me at ArtSobczak@BusinessByPhone.com, or call
me at (402)895-9399. (Special incentive for Scottsdale/Phoenix
programs)

Was This Email Forwarded to You?
If this issue was forwarded to you and you are not yet getting these free
weekly e-mailed sales tips, send an email to
TelEHotTips @ businessbyphone.com. Please put "JOIN" in the subject line.

Please Pass this Issue Along to Friends, Co-Workers,
Customers ... Anyone Who Could Benefit.
They'll appreciate it, and so will I!

Or, simply have them go to www.BusinessByPhone.com and enter the email address.
______________________________________________________________________

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