Tel-E Sales Tip of the Week
April 14, 2009
Published By Art Sobczak,
Business By Phone Inc.
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__________________________________________________
Spring 2009 Telesales College Training
Workshops
Orange County Session is Next week!
Quit making call-killing mistakes and see
exactly what
to say to get YES more often by phone.
http://businessbyphone.com/college.htm
We had a great group in Chicago two weeks ago. See a photo
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Boston, April 28-29
See complete details, agenda,
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"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
(attended the October 21, 2008 Chicago program)
__________________________________________________
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Greetings!
For the Platinum members of my Telesales Success
Inner Circle we provide one-hour audio seminars every
other month. Recently we did one with sales expert
Jim Meisenheimer, titled "Screw the Recession: 17
Ways to Get Sales Up When the Economy is Down."
Here is an excerpt of just one of the excellent points
from that program.
(In honor of Tax Day, April 15, I am making this audio
seminar on CD available to you at an economic-stimulus
price: NOT the regular $59, but $30 OFF, just
$29. This includes a download of the written transcript.
If you want just the digital file of the audio and not the
CD, take $30 off the $49 price, just $19! For more info
and to order go to
http://www.Businessbyphone.com/STR.htm)
This Week's Tip:
How to Keep Your Best Customers Loyal
and Buying More
When I do my sales training programs I always ask my
participants, "How many of you
are doing quarterly
business reviews with your best customers?"
I get lots of blank stares.
It's probably less than five percent of all the people
I've ever worked with. So that means there's a great
deal of opportunity out there to do something that
helps you solidify your relationship with your best
customers, and build stronger relationships with
newer ones.
As we go through these challenging economic and
turbulent times you want to do things for your customers
that nobody else is doing for them. And also, you want
to get a heads up as early as you can if there's any kind
of dissatisfaction from your customers. One of the best
ways to do this is to establish a schedule for quarterly
business reviews. Here's how.
On a quarterly basis call 10 or 15 of your biggest customers,
and ask questions like,
"What are the biggest challenges you face in growing
your business?"
"What are your priorities for the rest of 2009?"
"What do you like most about working with our company?"
"What, if anything, would you change about working with
our company?"
"What qualities are you looking for in your new suppliers?"
"Describe any changes to your decision-making process for your
current suppliers."
This is one of my favorites: "What would it take to win your
supplier of the year award?" Now even if they don't have such
an award they probably have an opinion and wouldn't you
benefit from knowing how they would respond to that question?
And then, of course, "What new projects related to our
product line are on the drawing board?" Wouldn't you like to
be the first to hear about that?
These questions will get your biggest customers talking and
that says a lot about the relationship. It says that you care enough
to ask the tough questions and of course listen to the answers and any
problems that come up so you can deal with them.
Again, keep in mind that very few salespeople do this with
their
customers, so your customers likely won't be used to it. They
will appreciate you, and continue buying from you.
(See more of Jim's great advice and sign up for his email tips
at
http://www.startsellingmore.com/)
In honor of Tax Day, April 15, I am making this audio
seminar on CD, Screw the Recession: 17
Ways to Get Sales Up When the Economy is Down,
available to you at an economic-stimulus
price: NOT the regular $59, but $30 OFF, just
$29. This includes a download of the written transcript.
If you want just the digital file of the audio and not the
CD, take $30 off the $49 price, just $19! For more info
and to order go to
http://www.Businessbyphone.com/STR.htm)
QUOTE OF THE WEEK
"Formal Education will make you a living.
Self education will make you a fortune."
Jim Rohn
=========================================
Planning Your 2009 National Sales Meeting,
Or any of Your Training? Let Me Help
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Isn't it time that the organization does something special
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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)
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request. Contact: Art Sobczak, President,
Business By Phone Inc. 13254 Stevens
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Omaha, NE 68137,
(402) 895-9399. Or,
email:arts@businessbyphone.com
______________________________________________________________________
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