Tel-E Sales Tip of the Week
 

July 2, 2010

Published By Art Sobczak, Business By Phone Inc.
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http://www.TeleSalesBlog.com

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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
What Was This Guy Thinking?

Greetings!

While technology has helped us become smarter in many
ways, it also allows people to do dumb things in many ways.

For example, salespeople sending out non-targeted messages,
or just plain old ill-conceived emails and voice mails.

Here is an email I actually received.
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Subject: IFRS

Hi Art,

I thought you and your organization might find value
in a new IFRS Transition Workshop. This a two day
workshop has been designed to kick start the conversion
to IFRS through an in-depth analysis of critical changes
from US GAAP.

May I send you the detailed pamphlet via email?

Regards,

Josh

(His contact info was here)

_____________________________

Perhaps your reaction was the same as mine: Huh?

IFRS?

US GAAP? Is that a clothing store at the mall?

I actually thought someone was playing a joke on me
so I sat on this for a few weeks. Nope. No one took
credit for it, and the guy never followed up.

Curious as to what this IFRS actually is (and perhaps
there was a possibility I should be interested in it--
I do tend to blow some things off that I should be paying
attention to) I researched it. Well, turns out it doesn't
apply to me, and if I had to attend the two-day workshop
I would likely stick a fork in my skull out of boredom
after the first minutes or so. (It has to do with accounting
procedures and is aimed at financial professionals.)

So what was this sales rep thinking? Obviously he could
not have done any research on me and my company.
Just looking at my company name, Business By Phone Inc.
would have been a clue I wasn't a prospect.

He certainly didn't do any Social Engineering to collect
information. (See the Tip where I explain this:
http://businessbyphone.com/TelE-Sales3-31-10.htm )

And since I have a spam email system where a new
emailer not in my database must physically respond
to a return email in order for his to be put through,
I know this was not a mass mailing. A human was
actually behind this. Amazing. Just like there are
dumb cold calls, this was a  dumb cold email.

Aside from my rant, and the humor in all of this,
it does affect you. Your buyers and prospects
receive emails, voice mails, and calls like these, too.

They clutter up inboxes and voicemailboxes,
contributing to the "always too much to do and not
enough time to do it" mode that it seems everyone
is operating within today. And if, by chance, one of
these clueless callers actually gets through to a
decision maker and speaks his non-targeted
message, they are quickly blown off the phone.

But again, it has created another negative impression
of sales reps in the prospect's mind, making it
that much tougher for you and me.

So, what to do? Control what YOU can. Of course,
that is the way you approach your calls. Today,
there is no excuse, other than laziness for not
being totally prepared with intelligence about your
prospects, customers, their company, and their
issues. That's Smart Calling.

It's just plain dumb not to.

You can interpret this as me just trying to sell you
a book and tune out now, but you're wrong. (This is
one of the few products out of over 100 I have authored
but did not publish myself, so I'm making, oh, maybe
60 cents per book). If you don't have it already, I urge
you to go to amazon.com right now and order your
copy of Smart Calling. It's about $15 for gosh sakes.
You'll blow that much this weekend on something and not
even think about it. This will put money in your pocket.

And don't just take my word for it, read the many
glowing reviews from people who showed instant
results after switching to Smart Calling from what
they were doing before. Go to
http://www.smart-calling.com/launch.html

QUOTE OF THE WEEK
"Success begins with getting started"
- ad headline for a Scottsdale health club

"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.

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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
 

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
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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

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