Join me at the only
Telesales College Seminar of the Spring. NEW material
added from my new book, Smart Calling™!
Tel-E Sales Tip of the
Week
February 16, 2010
Published By Art Sobczak,
Business By Phone Inc.
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__________________________________________________
Join me at the only
Telesales College
Seminar of the Spring. NEW material
added from my new book, Smart Calling™!
Quit making call-killing mistakes
and learn exactly what
to say to get YES more often by phone.
http://businessbyphone.com/college.htm
Since the date of this program will be just a week
before the release of my new book
Smart Calling™, I
will be including new tips, techniques and processes
in this workshop And, attendees will get their own
FREE, signed copy of the book!
We have just one program scheduled for the first part
of 2010. Just 30 spots available, don't get shut out!
Chicago, March 24-25
See complete details, agenda,
comments from attendees,
and register here or,
download a brochure
"We rarely, if ever, close a deal
on the first call. Right
after your program, I went for it and got an $11,000 sale
on an initial call, paying for my entire College within days."
Tim Below, UTurn Vending
__________________________________________________
Here's an opportunity to pick all 13 of Art's telesales
training video DVD's for less than the price of four!
Go to the page describing all of them, and watch
one ENTIRE video for free so you can see what you
are getting.
http://www.businessbyphone.com/Steve/TelesalesTVVideo.htm
This Week's Tip
Greetings!
I begin all of my sales training
sessions by pointing out that the
worst way to try to sell something is
by TRYING TO SELL SOMETHING.
If you make it about you, that creates
resistance since the prospect feels
they are being sold, which is a sure
path to resistance.
My friend, Bob Burg, and John David Mann
have written a great new book that
illustrates this point nicely:
"Go-Givers Sell More." It the follow-up
to their best-seller, "Go-Giver," that
showed why giving is the most fulfilling
and effective path to success.
This is a quick, inspiring,
on-the-money read that
will leave you feeling good,
eager to help more of your
prospects and customers--
which of course ultimately
means more sales for you.
Get the book at
http://www.amazon.com.
You'll be glad you did.
Or, you can download a chapter at
Bob's site,
http://www.burg.com/gogiver/
For this week's Tip I've excerpted part
of the chapter on silence and listening.
Sell More With Silence
The
legendary architect and futurist
Buckminster (“Bucky”) Fuller hit a
deep crisis in his twenties. Having
gone broke and lost his infant daughter
to meningitis, he felt his life was a
shambles.
Standing on the edge of Lake Michigan
on a bitter winter evening, about to throw
himself in, he paused to think.
His life was a mess, he reasoned, because
he had spent his years up to that point
repeating things other people had told him.
In that moment, Bucky decided to close his
mouth and not open it again until he was
sure that the words he spoke really came
from him.
For the next two years, he did not utter a
single word. When he finally did begin to
speak again, what came out was not always
easy for people to understand, but the passion
and conviction were unmistakably and unequivocally
his and nobody else’s. It was only decades
later that people came to recognize that his
words also contained great genius.
What happened to Bucky is available to each
and every one of us, and it was simply this:
In his silence, he discovered his authentic self.
It was a critical turning point: it was in those
minutes of being entirely silent and fully
listening to his wife Susan that he began to
understand the laws of the Go-Giver.
You tap into your greatest value and authenticity
when you are not speaking. It’s not that what
you say isn’t important. That’s just not where
your power lies.
The most common way inexperienced salespeople
shoot themselves in the foot is by saying too
much when they talk about their product or service.
Why do they say too much? Because they don’t
yet really trust themselves. True conviction is
best conveyed not through more words but through
fewer; it dwells behind the words.
The Bill of Rights is stated in 660 words.
Lincoln’s Gettysburg Address consists of 267 words.
The Ten Commandments takes 163.
It doesn’t take a lot of words to make a powerful
point. Say less; communicate more.
In conversation, often the most powerful moments
are not when you are speaking but when you pause
and make room for the other person.
Sometimes we rush to fill in those empty moments,
perhaps out of fear that the silence will feel
awkward. But it’s better to let the silences be
there: silences in a conversation have a wonderful
way of coaxing deeper thoughts to the surface.
The most important words that will ever pass
between you and your prospective customers are
the words spoken by them—not by you.
What you have most to offer others, you have
to offer least of all through your words; in
greater part through what you do; but in greatest
part through who you are.
____________________________________________________
Continue Having
Your Best Week Ever!
Art
QUOTE OF THE WEEK
“No person was ever honored for
what he received.
He was honored for what he gave.”
Calvin Coolidge
=========================================
Planning Your 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
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me help you ensure it.
There are just a few select days left in March and May.
April is sold out. 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
_______________________________________
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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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