Tel-E Sales Tip of the Week
September 19, 2008

Published By Art Sobczak, Business By Phone Inc.
See articles, books, audios, and other resources
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Check out the Business By Phone Advanced Hiring
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Quit making call-killing mistakes and see exactly what
to say to get YES more often by phone.
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__________________________________________________

Here Are the New Posts By Art to His New
Telesales Blog Within the Past Week

-"What's Happened to Customer Service?"

- "How to Get New Business in Challenging Times (a podcast
you can listen to and/or download

And oh, if you have not heard The Worst Call Art Has Ever Received,
you will howl with laughter.

Go to the Telesales Blog at http://www.TelesalesBlog.com

This Week's Tip: 
How to Listen for, and React to
"Problem Trigger" Words

Greetings,

Quiz time. Here's a situation. Think of
the very next thing to leave your mouth
in response:

On a call with a prospect, someone who
has contacted you after visiting your
website says, "Our issue is that we need
to_____."

And then let's assume she mentions a
problem that your product or service
helps solve.

Ok. Did you respond with something like,
"Oh, well let me tell you how we can
fix that."?

If you did, BZZZZZ, wrong!

That would be pitching, in a non-sports
sense, as opposed to finding out exactly
WHY she said what she did. And that will
give you the reasons why they will buy
from you. Plus, then they are selling
themselves, which is much better than
you trying to sell them.

Too often sales reps hear what I call
"problem trigger words" and then begin
puking out a presentation.

These words are signs that your prospect/
customer has, or perceives, a problem.
They might not explain it fully without
your prompting.

Listen for,

"We need to ..."

"We're thinking about..."

"We're considering..."

"We're noticing..."

"The challenge is…"

"We're planning on…"

"The problem is…"

These are all invitations for you to zero
in on these areas to root out the specific
reasons they will buy from you.

For example,

"Tell me more about that..."

"Let's discuss that a little more..."

"What do you think is causing that?"

"What other effects is that having?"

And of course you want to quantify their
pain or problem whenever you can:

"How long has that been going on?"

"How often does that happen?"

"What is that costing you?"

The keys to success here?

1. Listen as if your livelihood depended on
grasping every word that comes from your
prospect/customer.

2. Take notes and write down the SPECIFIC
terminology they use, so you can repeat it
back to them in your questioning, and
eventual recommendation.

3. Do NOT jump in with your recommendation
until you have fully developed an understanding
of their issue. Which also carries the benefit
of them thinking more about the problem,
therefore making them more receptive to your
suggestion.

For a great resource on other powerful questions
to ask, in another of my Audio Seminars for the
Platinum members of my Telesales Success Inner
Circle I interviewed Jim Meisenheimer who shared
his "12 Best Questions to ask Prospects and
Customers."

You can hear an excerpt from that program with one
of the 12 questions, and see more about that Audio
Seminar, including how you can listen to it within
minutes by going to http://www.BusinessByPhone.com/12Best.htm

Have your best week ever!

_______________________________________
 

If you are serious about sales, and want access to
the most comprehensive collection of telesales
how-to resources available anywhere, most of my
best material, I encourage you to try out 
my Telesales Success Inner Circle and test
drive it.

At the Platinum Level, you will get access to EIGHT
training videos, SEVEN hours of audio training seminars
over 36 issues of the Telephone Prospecting and
Selling Report monthly newsletter, over 30 podcasts,
FOUR YEARS worth of these Tips, and more!

Plus the new content I add every other week. If
you are really serious about being a sales superstar,
this is an incredible offer you will NOT want to pass up.
http://www.TelesalesSuccess.com


QUOTE OF THE WEEK
"What one does is what counts and not what one had the
intention of doing."
Pablo Picasso


 

——————————————————

Planning Your Next 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,
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For more info, go to http://businessbyphone.com/art.htm, or
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programs) 
 

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Reprint These Tips In Your Own Publication
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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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