Published By Art Sobczak, Business By Phone Inc.
See articles, books, audios, and other resources
http://www.BusinessByPhone.com

If you need professional calls placed for you, by specialists who know the complexities
of business-to-business calling and can speak at the decision-maker level, let's
talk. We can handle your lead generation, lead qualification, database enhancement,
customer care, market research, and in some cases, sales calls. To discuss your
project, or an ongoing program, contact us at 800-434-3221 Ext. 1235, or
515-285-3420. Or, go http://www.marketlinkinc.com/

__________________________________________________

Please Join Me at One of the
Fall/Winter 2009 Telesales Colleges
Quit making call-killing mistakes and learn exactly what
to say to get YES more often by phone.
http://businessbyphone.com/college.htm

Orlando, October 28-29
Phoenix, December 8-9

This Week's Tip:
A Question That Can Be Viewed as
Cheesy or Good, Depending On ...

Greetings!

Here's a technique that can be either solid,
or sound cheesy, depending upon where it's
used on a call:

“What's it going to take to get your business?”

I had a guy use this on me the other day. This
was the opening statement on a cold call.

Caller: "Hey, Art. Bill at Audio Duplicators. We
duplicate CD's and DVD's. I'm wondering what
it would take to get your business?"

I felt like saying, "A better salesperson," but I
was just a bit more tactful in saying "I'm not
interested," which he didn't question.

Of course, using this early begs all kinds of
comments and questions from prospects and
customers, some spoken, some not. Some
logical, some smart-alecky. All justified. For
example,

"Why should I even consider answering the
question?"

"Who ARE you?"

"If you gave it to me for free, maybe."

"I'm satisfied with the company I'm using."

The problem with this question, used early, is
that it is much too early, and no value whatsoever
has been even hinted at yet. I had no reason to
stay on the phone with him, and he is asking ME
to explain how I would give him my business!
Come on.

...................................................

WHEN IT'S OK
Let's fast forward in a call ... one where there's
a good opening, nice qualifying and need-development
questions, a strong presentation, perhaps an
attempt to close, and the prospect hems and haws
with, "I'm just not sure."

Then, this would make more sense.

"Pat, we seem to be in agreement that this is what
you're looking for, and the price is within your budget.
What is it going to take for us to move forward?"

=======================================
OTHER DECISION-MAKING CRITERIA QUESTIONS
Here are questions I like to ask in the probing stage.
Especially when you are competing with someone
else for a piece of business.

“How, specifically, will you make your decision?”

“What decision-making criteria will you use, and
which areas will be most important to you?”

"If we are at the top in all of those areas, will we
be the one you choose?"

"If you made a decision today, where would we
stand?"

QUOTE OF THE WEEK
"Attitudes are more important than facts"
Dr. Karl Menninger

Go and Have Your Best Week Ever!

Art

Learn How to Write Your Own Interest-Grabbing Opening
And Avoid Demoralizing Resistance, AND Art Will Review
it For You
Without a doubt, the most important part of your phone call
is the first 15 seconds. You can have the greatest product
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
interest and avoid the things that most salespeople say
that ensure they get blown off the phone. I share these
ideas, strategies, process, and word-for-word examples
in my 90-minute teleseminar on two CD's, "How to Easily
Create Telephone Call Openings that Stimulate Interest,
and Avoid Resistance"

Plus, as a special bonus, I will personally review your opening
and make my comments or suggestions. For more info and to hear
a sample, go to http://www.businessbyphone.com/teleseminar2.htm

Planning Your Fall 2009 or 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://businessbyphone.com/art.htm, 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