NOTE: This was sent out on April 1, which of course is April Fools Day. I had some
fun with this one, as you will see when you read it. Don't want to spoil it, but some
people might not make it to the end, thinking I'm crazy, so I'll tell you in advance
that this was mostly a prank, and I actually suggest the opposite of everything I say below.

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This week's Tip could be the most amazing
one I've ever put out.

I had the unique opportunity to interview the
best of the best in sales to find out what they
do that makes them rich.

I searched out and found the top ten sales reps
from a variety of companies nationwide. Not
just high performers, but the “superstars” whose
numbers double and triple their closest peers.
These are the pros that others will secretly
eavesdrop on from around the corner, hoping
to pick up a technique or two that they can
steal and use.

These superstars say and do things that are
different from the norm. That’s why they get
extraordinary results.

I promised them all I would not use their names,
companies, or industries, since they did not
want their competitors, or even their peers
getting wind of this priceless information.

Most of these superstars do and think alike.
Some of this stuff is so lethal it should
require a permit.

I should have rightfully put it into an ebook or
CD and charge for it. But I won’t. I’m going to
share it with you right now.

Shocking Secret Techniques of Sales Superstars

1. Think “I want a sale any way I can get it”
Before Your Call.
When preparing for the call, IF, you decide to do any
preparation (surprisingly, superstars don't do much, they
just wing it), think, “How can I move more product or
sell more services today?” Psyche yourself into a
ME frame of mind. Do whatever it takes to get the
product out the door. Remember, prospects have
something you want: their money. Your job is to get it…
whatever it takes.

2. Steamroll the Screener.
These gate wenches are there for a purpose: to get rid of
you. That makes them the enemy. Superstar sales reps
know how to intimidate the screener. Rejectionists
will try to pry information out of you so they can
disqualify you. Take the offensive instead. Respond
with, “Oh, excuse me, but do YOU make the buying
decisions there?” Of course you can always say it
is a personal call. And always be sure to answer
their question with a demand of your own. For
example, “Yes, my name is Joe Seller, thank you.
Now please tell him I am on hold.” Do not waste
your time talking to these people.

3. Get Your Voice Mails Returned By Being Mysterious.
Most sales reps whine about not getting their calls
returned. No wonder—they all sound alike, talking
about “what they can do t save money, blah, blah,
blah.” The sales superstars know that you need to
stand apart, living on the edge. Here is the top
trick on voice mail: “Pat, it’s Joe Seller. I’ll give
my number twice: 800-555-3434, that’s 800-555-
3434. I have the most incredible piece of information
you have ever heard, and if I don’t hear from you by
3:00 p.m. I’ll have to give it to DGE Company, your
main competitor. It’s about__”
Then hang up. That’s right. They HAVE to call you
back. Oh sure, it takes huge ones to use this technique.
That’s why there are so few true superstars out there.

4. Open Calls By Talking About What YOU Do.
Begin with something like, “I’m Joe Seller with ABC
Corp. We are the largest and most respected
manufacturer in the business, and I want to tell you
what we do.” If you waste time with some drivel about
“benefits,” that just cuts down on the number of calls
you can make. And superstars know it is just a
numbers game. Get to the point, lay it out there.

5. If You are An Outside Sales Rep, Go For the
Appointment Right Away.
Hey, the superstar sales reps on the outside know
that the phone only is for getting the appointment.
So ask for it right away in the opening. “Joe Seller
with ABC Corp here. Hey, I’m going to be in your
area next week and would like to stop by and show
you what we do. Would 2 or 4 on Thursday be better?”

6. Start Your Pitch Right Away. As soon as you can,
hit them with as many benefits as you can spew. Keep
pitching until they interrupt you. Then jump in again.
You are likely to hit on a few they have interest in.
Sales superstars know that the wimpy, touch-feely
“consultative” sales reps will ask lots of questions
here. Baloney. Prospects are not buying when they are
answering questions. How could you possibly
control the conversation when they are talking?

7. Have Your Objection Rebuttals Ready.
Here’s where the real sales superstars shine.
They know how to cut the prospects off at the
knees when they hear objections. Superstars
have their slick answers ready to roll. The superstars
know that “buyers are liars,” so rebut their stupid
“Oh your price is too high” crap with your reasons
why it is worth it. The same goes for every other
excuse these liars have for not buying from you.
Don’t be like the pukes who try to reason with
prospects and question them, “looking for the
reason behind the objection.” Phooey. They will
string you along all day. Get their money.

8. Close Three Times On Every Call.
Sales superstars are students of the old-school
sales trainers and books. They memorize
closing stories and techniques. Anything that
starts out with something like, “You know Mr. Prospect,
this reminds me of what my now-deceased
grandfather from Poland told me about not taking
advantage of great opportunities when they are
staring you right in the face…” is especially good.
Also, memorize anything you can that puts them
on the spot. Be sure to “Always be closing.”
“Close early and often.” Wear them down.
You won’t get the sale until you hear “no” three
times anyway.

9. Look at the Calendar. Oh, it’s April 1st.
Gotcha. At which numbered point did you say to
yourself, “Art has gone looney!”? The earlier the
better. If you really want to be a sales superstar,
do the opposite of EVERYTHING I wrote. Those
of you that have been with me for a while realized
that very early.

Most of all, to aid in your path to superstardom, I
encourage you to take advantage of my Telesales
Success Inner Circle and become a member. We
have not updated the sales promotional copy there
in some time, and now, at the Platinum Level, you
will get access to SIX training videos, SIX hours of
audio training seminars, over 36 issues of the
Telephone Prospecting and Selling Report monthly
newsletter, 20 podcasts, FOUR YEARS worth of
these Tips, and more! Plus the new content I add
every other week. If you are really serious about
being a sales superstar, this is an incredible offer
you will NOT want to pass up.
http://www.TelesalesSucccess.com

QUOTE OF THE WEEK
"Many of life's failures are people who did not realize
how close they were to success when they gave up."

Planning Your 2008 National Sales Meeting
Or In-House Training?
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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