Tel-E Sales Tip of the Week
 

June 2, 2010

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

See Material You Won't Get Anywhere Else at Art's Blog
http://www.TeleSalesBlog.com

Follow me on Twitter
http://twitter.com/ArtSobczak

_________________________________________________________

Art's Recommended Resource for Outsourcing Your Prospecting

Let PPS Boost Your Sales with
Laser-Focused Prospecting

Imagine if you had a GPS device attached to your prospect's brain and you
knew exactly the right time to call them. That is Laser Focused Prospecting.
We send emails to your prospects then we track when they are opening the
emails and we call them at the exact time when they are most interested in
your product or service. The results are phenomenal compared to traditional
outbound B2B calling methods. You get a lot more appointments and better
quality appointments.  Never go through the pain of cold calling your prospects
again! To learn more go to:  http://ppsforms.com/Art_Sobczak/
__________________________________________________

If You EVER Have Dreaded Placing a "Cold" Call, You
Never Have to Experience That Again. SMART Call
Instead to Painlessly and Confidently Get New Business

"My confidence has gone up, my call reluctance
has pretty much diminished and more importantly
I'm encountering almost zero resistance and having
more productive conversations with prospects."

This Week's Tip

Greetings!
 

I was in the Seattle airport, connecting to
my third flight of the day. To get to my tiny commuter
plane I had to take the airport train for what seemed
like a journey across the entire state of Washington.


It had been a long day already, with flight delays,
and of course, full body searches by airport security
personnel at every possible checkpoint.


As I stood leaning up against the pole in the seatless
subway-like train, I noticed a bouncy four-year old
boy with his father standing nearby. He looked at
me, then asked him, "Daddy, is that man sad?"


Wow!


It hit me like a baseball bat to the head.


Although I felt pretty good, apparently that wasn't
the message I was sending.


"No, I'm happy like you," I told him as I straightened up
and instantly changed my expression to a smile.


Then I thought about that small change, and the effect
it has on people.


So I tried a goofy experiment: I smiled at everyone I
made eye contact with, or interacted with the
remainder of the trip...the next security lady who
went through my briefcase...ticket agent...flight
attendants...rental car counter guy...
and random people walking down the terminal.


An interesting thing happened: I didn't run into one
grumpy person. Most of them smiled back. (Except for
the one woman who sped up as she passed me.
Not sure, but I think I heard her say "creep.")


And it was fun!


So what's the point here?


Obviously this isn't deep intellectual sales
psychology.


It's just an elementary principle that works.


Your attitude--and the one you project with your
appearance, and consequently your voice--says a lot
about how others perceive you, and react to you.


Sadly, there are way too many people who act and sound
like it's a burden to speak with you. And I'm just talking
about the people who are paid to do so!


It probably hasn't been two days since you've
personally encountered someone who looked or sounded
like they just sucked on a lemon before waiting on you
in a store or restaurant, or spoke with you on the
phone.


I asked voice expert, Susan Berkley, author of "Voice
Shaping: How To Find Your Million Dollar Voice," to
share a few ideas about how to project the best image
on our sales calls.

HOW TO RIVET THE ATTENTION OF ANY
PROSPECT OR CUSTOMER
By Susan Berkley

A boring salesperson isn't just tedious for the
prospect or customer. It's embarrassing for the sales
rep.


If you've ever suspected you might be putting
people to sleep, fear not. You don't need an elaborate
bag of gimmicks to liven up your talks. All you need
is a little more liveliness in your voice.


While working as a broadcaster and voice-over artist,
I have discovered that the quickest and easiest way to
liven up your voice is to liven up your body language.


With body language in mind, let's explore three easy
ways to become a more energetic, natural communicator.


1. POSTURE
Sit up straight, or even stand, when speaking on the
phone. If you habitually slump in your chair, I
guarantee that the tone of your voice is going to
sound slumped and the people you call may find it hard to
concentrate on what you are saying.


Why?


Because there is no energy in your voice to capture
their interest.


2. GESTURE
Even though you cannot see them, successful radio
personalities use their bodies to express themselves,
consciously or not. They speak with their hands. Their
body language is fluid and alive--just as it was when
you were a child.


Next time you are on the phone, pretend you are "on-
the-air." Notice how energetic gestures add life to
your voice. Try using a telephone headset so your
hands can stay free and relaxed while you speak. You
don't have to look like you are conducting an
orchestra. A few expressive hand gestures will do.


3. FACIAL EXPRESSION
Do people frequently ask you what's wrong--like Art's
airport train example--even when you feel as though
you are smiling and happy inside?


If so, you are probably a "secret smiler." Secret
smilers tend to look intense and may scowl when they
are concentrating. If you are in this group your voice
may tend to flatten and sound monotonous to others. By
developing a greater range of facial expression,
you'll develop a more interesting and captivating
voice.


Here's a great exercise to try. You will need a
TV, a hand mirror, and a friend:


Step One: Turn on the TV news channel


Step Two: Watch a few news stories keeping your face
relaxed and neutral.


Step Three: Look in the mirror. Pretend you are mute
and have to express the feeling of each story to an
imaginary third person. Do this with facial expression
only.


Step Four: Repeat step three looking at your friend.
Can they identify the emotion?


Selling is enough of a challenge. Don't make it
tougher by projecting a gruff image. Follow these
ideas and you'll liven up your voice, and your
customers' and prospects' attitudes as well.


(Susan Berkley is a professional speaker and
international communications expert. She is a top
voiceover artist and author of "Voice Shaping: How To
Find Your Million Dollar Voice," which is absolutely
the best voice training product I've ever seen.

It is a seven-CD audio program, and for anyone making
his or her living as a communicator, this program is a must-have.
http://www.businessbyphone.com/vs.htm)

Go and have your best week ever!

Art

"When it comes to body language, there are some who
have better vocabularies than other."
Doug Larson

QUOTE OF THE WEEK
 

"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
You Can Use Right now.

__________________________________________________

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
 

Planning Your Fall 2010 National Sales Meeting,
Or any of Your 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://smart-calling.com/training.html
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

 ______________________________________________________________________

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