Tel-E Sales Tip of the Week
 

May 5, 2010

Published By Art Sobczak, Business By Phone Inc.
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"Like" Art on Facebook and get a Free Ebook!
So Facebook has changed their Fan terminology to "Like."
I don't "like" it, but it's their playground and we're part of it.
Anyway, go to my Page, hit the "Like" button at the top
and I will even bribe you to do so. On the left at that page
you'll see the link to get your free ebook of 501 Sales Tips
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We hit #1 in Sales books
on amazon.com in the first
week of release! See What
The Buzz is About, and Never
Cold Call Again

Booksigning of Smart Calling Next Week
Art will be in Minneapolis, Tuesday, May 11th from 5:30-7:00,
with several other authors, including Jill Konrath and Josiane
Feigon, at the Hyatt Regency Downtown, 1300 Nicollet Mall.
Books will be available at the event, and you can bring your
own copies of Art's other books
if you'd like.

This event is in conjunction with the American Association of
Inside Sales Professionals Leadership Summit 2010, running
May 11-12. If you have an inside sales department I urge you
to take a look at what the Association has to offer. Even if you
can't attend this conference, consider becoming part of the
the association. For more information go to
http://www.aa-isp.org/event.php

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Greetings!

I often see sales reps who are "quoting machines."
At every opportunity they prepare price quotes
for prospects, thinking that they have hot
opportunities. Actually what they are doing is
positioning themselves as a common vendor that
is selling on price, and opening themselves up
to getting into a game where the prospect will
try to beat their price down.

My friend and colleague, Jim Meisenheimer suggests
that you do proposals instead. He has just created
a free e-course, "The Art Of Closing The Sale,"
where he shares a number of valuable lessons on
getting the business. I've excerpted one of the
lessons below, and also highly recommend you
sign up for the complete e-course.


This Week's Tip:
Forget Doing Quotes. Create Personalized Proposals
To Win More Sales
By Jim Meisenheimer

Closing the sale is much easier when you present your
sales prospect a professional sales proposal instead
of a quote.

First, if you are doing quotes, stop it. Don't use
those automated run-of-the-mill quotation forms or
programs. Instead, create value-packed sales proposals.

As an example, let's say you are working with a prospect
and you're dealing with a committee of five decision makers.
Also imagine they are seated around a conference table for
for a meeting to determine who gets the business. You're
not there by phone or in person to represent yourself.
What's left is your sales proposal. In order to stand out
from the others it has be spectacular.

Let's assume there are four suppliers involved. Three
of the suppliers have submitted boring boiler-plate
quotations that scream out, "Hey, here's my price."
These are the people who are perceived as "vendors."
The person who likely gets the business is the one
who is perceived as adding value, at THEIR price.
This is accomplished with a dynamic proposal.

Here are three ways to add pizzazz and value to your
sales proposals.

1.The cover page is your headline. If there are five
decision makers, be sure you have each person's name
in large type on the front cover. Add a line that says
"Especially prepared for____." Put the date of the
decision making meeting on the front cover too, not the
date you send it. This also forces you to find out
when the decision is going to be made. (You are asking
that, aren't you?"


2.Include an organization chart. Create a chart that
includes the names of six to eight people in your
organization who are most likely to have some interaction
with your potential customer. Traditional organization charts
usually include names and titles. Go beyond that and
include telephone numbers, fax numbers, e-mail addresses,
direct dial extensions and a digital photograph the size
of a quarter situated in the box.

Including this contact information draws attention to the
accessibility of all key people--exactly what you want.
Having pictures adds faces to the names. You can score
some major points by introducing your support team.


3. Include a Benefits Page. At the top of this page,
in very large type, put "(Their Company) Benefit Page".

List seven facts or features about your company and or
products. But of course facts are simply facts. Under
each fact express a benefit. This benefit statement
should be indented, bold faced, slightly larger type,
and printed in red so it jumps off the page at anyone
who is looking at it.

Begin each benefit statement with these words: "Which means."

This will increase your sales and multiply your personal
income. This page should be positioned as the page before
your first page of pricing. What this means is your potential
customer gets to see your benefits before he sees your
pricing. That's a smart move and makes closing the
sale easier for you.

________________________
Get Jim Meisenheimer's new e-course
(delivered via email) "The Art Of Closing The Sale."
http://www.kickstartcart.com/app/contact.asp?ID=39581
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Smart Calling Bonuses Still Available
With the purchase of your Smart Calling book from
amazon, come back to our special page because
we are still offering all of the bonus audios,
e-books, and special reports, over $450 worth, from
a number of other sales experts (including Zig Ziglar)
who partnered with us in the launch of Smart Calling.
Amazon is now shipping books again after selling out,
and they are offering it at a crazy-low price of under $15.
Get more info, watch a video about some more opening
mistakes, and order here.
http://www.smart-calling.com/launch.html
 

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Continue Having Your Best Week Ever!

Art
 

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Planning Your Fall 2010 National Sales Meeting,
Or any of Your Training? Let Me Help
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If your company or association would benefit from a content-packed,
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Isn't it time that the organization does something special
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request. Contact: Art Sobczak, President, Business By Phone Inc. 13254 Stevens St.,
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