Tel-E Sales Tip of the Week
 

July 23, 2009

Published By Art Sobczak, Business By Phone Inc.
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HELP WANTED: I'm looking for some success stories about how
following up on a prospect or customer resulted in a sale. I'm doing
an audio seminar on follow-up for members of my Inner Circle and
would like to include some success stories from the field. Send them
to ArtS@BusinessByPhone.com

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This Week's Tip: 
Art's Unbreakable Rules of Sales

Greetings!

In life we all have personal policies, beliefs, guidelines,
and values that drive our thoughts and actions. We might
bend or rationalize those from time-to-time.


But then there are those iron-clad, set-in-stone rules that
you just don't compromise. And we have them in all of the
various roles we play.


As a baseball and softball third base coach, you just
don't allow a runner to make the first out of the inning
at third base.


As a sportsman I was always taught that you just don't
point a gun at another person. Doesn't matter if it's
loaded or not, or even if it's a toy gun.


Guys don't ever raise their hand in anger to women.


You don't push down on a hamburger when grilling it.


Airline pilots do not drink and fly.
Period. End of story.

Let me bring this thing in for a landing ...

... and in sales, there are certain things that we must
do and avoid as well.


Do you have your list of absolutes? The do's and
don'ts that you strictly adhere to?


When you do, you're a better salesperson. Most
people don't.


Here are the most basic ones that serve me pretty
well. I suggest you consider them too.


1. Never start a call without a Primary Objective,
which is defined as, "What do I want this person to
DO at the end of this call?"


2. Always treat screeners with respect. Treat them as
you would the buyer.


3. Always have a "value statement" in an opening statement.
It must answer "What's in it for me?" for the listener.


4. Always get them talking as quickly as possible after
your opening.


5. Never think about presenting a product, service, or
what you can do without questioning first.


6. Don't agree to a follow-up call unless you get a
commitment from them as well.


7. Never wonder later if you should have asked for
the sale; If you're hearing agreement signals, ask.


8. Always listen more than you talk.


9. Never dial the phone until you have planned exactly
what you'll say in your opening, voice mail message, and
have prepared your first several questions and your
responses to their possible answers.


What are some of yours? Let me know!


Go and Have Your Best Week Ever!

Art

Quote of the Week
 
"Bite off more than you can chew, then chew it."
Ella Williams

=========================================

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Without a doubt, the most important part of your phone call
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or service in the world, but if you can't get past the opening,
you're sunk.

Most calls sink.

But it's not that difficult to say the right things to create
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Plus, as a special bonus, I will personally review your opening
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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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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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