Tel-E Sales Tip of the Week
July 15, 2008

Published By Art Sobczak, Business By Phone Inc.
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This Week's Tip:
This Will Get You Rejected

Greetings!

Many sales reps look at ads, direct mailing
pieces, catalogs, the Internet, or anywhere
there’s advertising as sources of prospects.

This is wise. But I find so many of these people
ill-prepared for what they inevitably hear on calls.

Here’s an example of what I received.

Caller: “Hello, this is Bill Jones with Video
Recorders. I saw the promotion for your Telesales
Success DVD videos and we do DVD duplication.”

“Uh-huh.”

He became flustered at this point, probably
because I didn’t say, “Oh, you do DVD duplication?
Where should I send my master copy; you can
do mine.”

“Uh, I ‘d like to talk to you about doing yours.”

“Look I’ll save you some time. I selected my
existing company after evaluating quite a few.
They have a very good price, quality is fine, and
service is great. I have no reason to even consider
looking around.”

“Oh, OK. Keep us in mind.”

Yeah, sure.

Analysis and Recommendations
So you might be thinking that I gave this guy an
iron-clad objection that was impenetrable. And
you’re right for the most part—when it comes to
getting a sale on that call. However, he
undoubtedly runs into that same objection
quite a bit, so I’m surprised he hasn’t learned
to use something that won’t totally slam the
door so suddenly in his face. Here’s what I
would do in his situation:

-Call Strategy and Preparation: If I were
placing this call, my Primary Objective would
be to get commitment that the prospect would
use my service the next time they had a DVD
project. Although that wouldn’t be achieved on
a majority of the calls, it’s always best to aim
high. After realizing on the call this wouldn’t
be reached, objectives in descending order
would be: to get commitment that I could at
least bid on their next job, and if that wasn’t
met, to get agreement that they would at least
keep us on file as a back-up supplier in case
their existing duplicator for some reason no
longer met their needs, or if they had other
future projects coming up.

- Preliminary Information: He knew nothing
about me when he called. He could have
asked the person who answered the phone
here about who we now use, how many we
typically order, what we pay, and any other
qualifying information which would have
better-equipped him for the call.

- Opening Statement: He gave no reason
for me to even listen. He may as well just
said. “Well, I’ve finally called you, so I guess
you can start using us now.”

Simply dialing the phone does not give a
person the right to take someone’s time.
Promising or hinting at some value they
could get does.

I would have listened to this: “I’m Bill Jones
with Video Recorders. We specialize in top
quality DVD duplication, and now work with
quite a few training organizations. Depending
on the price you’re now paying and your level
of satisfaction with the quality and service
you’re getting, it might be worth it for you to
take a look at a bid we could do for you. I’d
like to ask a few questions to see if it would
be worth your while to talk about it.”

I would have been more likely to answer
questions at this point. However, even if I did
retort with the same objection mentioned earlier,
he could have picked up on it and used it to
ask more questions. For example, “I see.
What price are you paying?” If that resulted
in a dead-end, a last resort question to at
least try and accomplish the last chance
objective would be, “What plans do you
have in place for a back-up supplier, if for
example, you needed a large quantity in a
hurry and your supplier wasn’t able to
accommodate you for some reason?”

Determine if parts of your call process are
similar to this one. Analyze every step of
the process, determine your own strengths
and enhance them, and shore up the
weak areas.

Let me help you. Download my step-by-step
process, along with tons of word-for-word
examples that you can use to avoid rejection
and get more Yes answers. Check it out at
http://www.businessbyphone.com/HowToPlace.htm

QUOTE OF THE WEEK
"The only way of finding the limits of the
possible is by going beyond them into the
impossible."
Arthur C. Clarke

Go and have your best week ever!

Art

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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-
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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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