Tel-E Sales Tip of the Week
July 8, 2008

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

See Back Issues At
http://businessbyphone.com/backissuesm.htm

______________________________________

Art's Recommended Exclusive Resource for Headsets

RISK-FREE TRIAL of Plantronics CS55 Wireless Headset. 
If you’re not totally delighted, please return the headset within
60 days for a prompt and courteous refund, with no questions
asked.  Order your risk-free trial at www.headsets.com. 
1-800-HEADSETS (1-800-432-3738)

__________________________________

Just a Few Seats Remain for The
Telesales College Seminar in Chicago
New Week!

Quit making call-killing mistakes and see exactly what
to say to get YES more often by phone.
http://businessbyphone.com/college.htm

Chicago, July 16-17 (last program until October!)

Complete details, agenda, attendee comments and more.
Go to http://businessbyphone.com/college.htm

THIS WEEK'S TIP:
Are You Selling at the Highest Level?

Greetings,

First, I've recorded a brief video message
for you, introducing an exciting offering
of resources to help you prospect and sell
at the highest levels. See the video, and
see and hear actual excerpts from these
resources at

http://www.businessbyphone.com/TopManagementProspecting.htm

And that is also the topic of this week's Tip.

So who do you look for when trying to crack into
new companies?

Do you start low, at the safe, comfortable,
non-intimidating lower levels?

Or, do you aim high, starting at the top?

Many reps start low. And they stay there,
perhaps getting lots of sales cycles started.
And, as a result, getting many bogged down,
stretched out, delayed, and eventually killed
because their contact could not, or would not
make a decision.

On the other hand, selling at high levels
means you are talking to people who can and
will make decisions without wasting time, if
they see value.

And they don't get hung up on price if they
see value.

So why do not more reps aim higher within
companies?

Oh, perhaps they're intimidated. Maybe they
are not confident with what to say. They
might not know how to speak the language of
higher level buyers.

For Platinum members of my Telesales Success
Inner Circle, a recent Audio Seminar addressed
How to Prospect at the Top Management Level.
I interviewed sales expert, Paul DiModica,
author of the book Value Forward Selling.

Paul shared an unbelievable number of
how-to's regarding how to get through to
and sell at the highest levels. Here are
just a few of the valuable ideas he shared.

Creating Your Sales Value Proposition (SVP)
This is what makes you unique, and sets you
apart in the executive's mind from someone
who is a simple vendor.

It's the sentence that explains the
business results you deliver, which will
deal with the business problems they face
on a daily basis, and fix the pain they
encounter.

DiModica suggests several ways to develop
your SVP.

-go to the websites of 10 of your customers
and print out ten pages from each of them.
Circle the repetitive words they use
in the copy. This will help you use the
language that is important to those in
their industry.

-read the press release sections of your
prospects' and customers' sites. Pick out
any quotes from top executives regarding
what type of pain they are trying to
manage.

-if selling to public companies, go the
the "Letter to Shareholders" from the CEO.
Usually it discusses what problems or pains
they desire to fix.

-go to the trade association websites for
your prospects' industry. Again see what
words are used and and what problems are
being targeted

-use the word "specialist." Management does
not buy from generalists.

-use words that imply how your product or
service increases income, decreases expenses,
or manages risk.

-when selling into a specific vertical market,
use that vertical's name.

A couple of examples:

A company that provides marketing programs to
casinos would be Specialists in Casino Player
Retention.

An IT salesperson providing software to the
hotel industry would be a Hospitality Customer
Profit Improvement Specialist.

Starting with your Sales Value Proposition is
key. Then, you expand on it in your opening
statement in order to further stimulate interest
and attention.

For example, "...we are Milestone Management
Specialists for the manufacturing industry.
We help CFO's of manufacturing companies reduce
operating production expenses and deliver
production runs on time and on budget."

I encourage you to develop your unique Sales
Value proposition. Do the research, stretch
your brain, and be different.

That's the beginning of what it takes to sell
to the tops levels.

If you now sell at, or would like to sell at
the top management level, I have a video for
you that explains a package of resources I've
put together for you that shows exactly how.

http://www.businessbyphone.com/TopManagementProspecting.htm

_________________________________________

Go and Have Your Best Week Ever!

Art

_____________________________________________________________

Planning Your Fall 2008 National Sales Meeting
Or In-House Training?
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?

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 Lists and Sales Leads  
 
     

UNBELIEVABLE! UNLIMITED SALES LEADS
FOR ONLY $9.95 A MONTH! 
It's true. The best site to go to for business sales leads is 
http://www.GoLeads.com. Download as many Sales Leads
as you want. It's only $9.95/month. Don't purchase another list until you
go to http://www.GoLeads.com. Includes Contact Names,
Industry Headings and Employee Sizes.