Tel-E Sales Tip of the Week
September 4, 2007

Published By Art Sobczak, Business By Phone Inc.
See articles, and other resources

See Back Issues At


Art's Recommended Exclusive Resource for Headsets

Here's the best source for telephone headsets, including the new wireless headsets
that allow you to roam up to 300ft. around your office. FREE shipping, 110% price
protection, 60-day money back guarantee, and friendly customer service from   or call 800-450-7686



$100 Earlybird Savings For Chicago Telesales College
Seminar Expires On Monday. Sign Up Today!

Join Art personally at this two-day workshop where you build your
successful sales and/or prospecting call.

Chicago, October 10-11
(Early Sign-Up Discount Expires Monday!)
NY/New Jersey, October 16-17
Phoenix, November 14-15
Chicago, December 11-12

NEW WITH THESE SESSIONS: One of your free bonuses is a
one year membership in the Telesales Success Inner Circle at
the Gold level. This ALONE gives you access to over $500 worth
of sales resources.

$100 Early Registration Discount. Sign up at least 30 days
early for any session and you take $100 off the registration price.

Go to


This Week's Tip:
Do This Instead of "Overcoming" Objections


An TV commercial shows a real estate agent
asking her new home buyer customers,

"So, have you shopped for your mortgage yet?"

The wife responded,

"Yes, we have a mortgage broker."

The agent's response:

"Oh. How do you know he's getting you the best deal?"

The husband and wife look at each other and sheepishly
confess, "Uh, we don't."

Then, of course, the agent goes on to explain the benefits

This is an example of how to deal with the resistance
statement, "We're already working with someone else."

You see, a question at this point is more appropriate than
a statement. A question gets them talking about their
situation, and ideally causes them to doubt their position.
The doubt must first be there before they'll change their

Other examples would be,

"I see. How often do you review your service?"

"How did you select them initially?"

"What do you do to ensure you're getting the prices?"

"What type of evaluation process do you go through to
be sure you're getting the best service available?"

"What do you do to keep up with the other latest
innovations in that area?"

Think of the exact resistance statements you hear, similar
to "I'm already working with ABC Services." Then, use
these questions, modify them, or come up with your own
in order to get them to doubt their position. Then, prepare
for their possible answers, and your next questions.

By the way, in Episode 1 of my Telesales TV video DVD,
I cover this topic. I show you how to use questions to
create doubt and blow away objections. Go to this page
and scroll down to Episode 1 of Telesales TV.


"The most valuable of all talents is that of never using
two words when one will do."

Thomas Jefferson

Go Have Your Best Week Ever!



You Can Get Access Right Now to My Very Best
Secrets on How to Be Wildly Successful and
Rejection-Proof in Your Telesales and Prospecting
If you're at all serious about sales as your profession and want
to be the best you can, read on. If you feel you're good
enough to get by, don't bother (but I doubt anyone like
that would be reading this anyway.)

I invite you right now to test drive my exclusive membership
community of elite sales professional, my Telesales Success
Inner Circle. Quite simply, it's an astonishingly huge archive
of telesales secrets, tips and techniques in print, audio, and
video. And you get new content at least every other week. 

Right now, you can get access to 12 podcasts,
30-yes, THIRTY--monthly eight-page archived
issues of the Telephone Prospecting and Selling
Report, three one-hour audio seminars, over 100
back issues of these Tips, Art's sales process
e-book, the first two episodes of Art's
Telesales TV video training, and more! Actually
over $600 worth of material that we sell every day,
and you can access them right now!

Plus you'll get all of the new resources as they are
added. And there's more! And managers, you have
your own membership level including all of this
and more. Check it out, FRE# and RISK FR#E, for
two months with FULL member benefits. Right now
go to


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 @ 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 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,


Art's Recommended Resource for Lists and Sales Leads  


It's true. The best site to go to for business sales leads is Download as many Sales Leads as you want.
It's only $9.95/month. Don't purchase another list until you Check
Out This Site. Includes Contact Names, Industry Headings and
Employee Sizes.