This Week's Tip
What Should This Caller Have Done Instead?

Greetings!

I shake my head in amazement at some things I
hear sales reps say.

For example, take this exchange I had last week
with a guy who cold-called my office:

"Hi, it's _________ with (large cell phone company.)
Hey, do you guys provide cell phones for your
employees?"

I make it a point to not answer questions unless
I hear a good reason to do so (a hint of a possible
benefit or result.) But I thought I'd play with this
guy a bit and see where it would go. So I said,

"Well, not really."

"Oh, uh, well, do you have a business cell phone
account."

"Yes I do."

"Well, we could save you money. When could I stop
by."

"I don't think so."

"You don't think I could stop by? Or, do you mean
save you money?"

"Both."

"Yes we could. We do it all the time for businesses
like yours."

"Businesses like mine? What do you know about us?"

"Uh, Business By Phone...well, you're probably a
call center of some type."

"Wrong. We're done here."

This guy made a number of critical errors, both
before he picked up the phone, and then on the
call.

I'm not going to tell you this week what I think he should
have done. I'll share that next week. What I would
like to know is,

What do YOU think he should have done? Or, what
would you have done or said, both before the call and
during the call?

Email me at ArtSobczak@BusinessByPhone.com with
your suggestions. I'll print some of them next week
along with mine.

QUOTE OF THE WEEK