Tel-E Sales Tip of the
December 2, 2009
Published By Art Sobczak,
Business By Phone Inc.
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“Sell at Full Price and
Quit Giving Away Profits”
Every dollar you give away by dropping price is a dollar of
PURE profit. You do NOT need to! And if you have ever
lost a sale because your price was higher, you might have
been able to salvage it, and certainly can get more of these
in the future. I have put together a package of two one-hour
audio seminars, and one 30-minute video DVD that shows
you how. Go to
This Week's Tip:
What to Do With an Immediate Brush Off
At a training seminar this week I was asked what
to do with a prospect who blows you off the phone
even before you can get your opening statement
out of your mouth.
Should you just
call back right away and act like
you were disconnected, he asked.
Well, you could, but really, is that going to cause
them to think how clever you are? I doubt it.
If this truly is a prospect that you want to pursue,
consider some alternatives.
First, consider that the prospect might
be having a
bad day, or has just experienced an office emergency
requiring immediate attention. Therefore another contact
might be worth the investment, just not right now.
And instead of calling, try an email, fax or a brief note,
“I have the feeling I called you at a bad time the other day.
I apologize. The purpose for my call was to run an idea by
you that could potentially help you to (fill in the blank with
some result they would be interested in). I’d like to ask you
a few questions to determine if we have the basis for a
conversation. I will call you again on Friday, or you can
reach me at at 800-555-2922.”
Is this likely to get a high response rate? No, but any
response you get would be better than the flat out “no,”
and the upside return on the investment could be huge.
Another alternative would be to simply place
them back in
your calling rotation for a few weeks down the road. They
likely won't remember.
Go and Have Your Best Week Ever!
QUOTE OF THE WEEK
"Knowing is not enough; we must apply.
Willing is not enough; we must do."
Johann Wolfgang von Goethe
Planning Your 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,
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
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For more info, go to http://businessbyphone.com/art.htm, or
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me at (402)895-9399. (Special incentive for Scottsdale/Phoenix
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request. Contact: Art Sobczak, President, Business By Phone Inc. 13254 Stevens St.,
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