January 2014 | Click links (>>) below to read articles
  • The Most Powerful Word In Sales by Jim Meisenheimer >>
  • Lessons from the Back of a Cab -- What Every Sales Professional Needs to Know by Tim Wackel >>
  • 33 Tips for Selling Success By Mark Hunter “The Sales Hunter” >>
  • Want Better Tele-Sales Results Tomorrow? Do These 7 Things Tonight by Jim Domanski >>
  • What Do You Think About This Cold Call Voice Message? by Art Sobczak >>


The Most Powerful Word In Sales
by Jim Meisenheimer

The most powerful word in sales is probably not what you think it is.

It's a little three letter word that works like magic.

The word is "Why."

The word "Why" when used properly and with the right tone will get people talking. And the more they’re talking, the more you're learning.

This powerful word also has a way of taking the wind out of an objection’s sail.

For example, when you tell someone the price of your product and they respond, "We can't afford that."

When you respond with a simple "Why" it forces them to tell you all the reasons why. This of course
gives you an opportunity to deal with their resistance.

You might find yourself asking "Why" several times during one conversation. The more your sales prospect talks about the reasons why the more likely he is to respond more favorably to your products and services.

A variation of the word "Why" is "Why not."

In the future when you meet with resistance there is no need to get defensive. Just respond with a calm and casual one-word question "Why?"

Why should you use "why?" Why of course because it works!

And the second most powerful word in sales is another three letter word.

It's one of the biggest propellers to achieving selling success. I'm always amazed at how reluctant many salespeople are to use this word.

Just thinking about this three letter word will make you more productive.

Thinking about this three letter word every day will open more doors and opportunities than you can imagine.

The word I'm referring to is "Ask." This particular word will not be used in your conversations with sales prospects as the word "Why" is.

This word is designed to get you thinking about specific action steps you can take to win more business.

For example, here's a short list of things you can ask for throughout the selling process:

Ask for the gatekeeper’s help.
Ask for the appointment.
Ask to see the decision-maker.
Ask prepared open-ended questions.
Ask for a facilities tour.
Ask for a demonstration.
Ask for the next appointment.
Ask for a trial order.
Ask for the opportunity to send your sales prospect a proposal.
Ask your big sales prospects to visit your home office.
Ask for the business.
Ask what else can be added to the order.
Ask for introductions to potential referrals.

To sum up, I believe the more you ask for the more you'll receive.

If you're in sales and you're afraid to ask, you’re probably in the wrong line of work.

These two 3-letter words "Why" and "Ask" could be game changers for you in the New Year.

About The Author:

Make sure you check out Jim's Sales Trailblazer program: http://salestrailblazer.com

Jim is a Sales Strategist and is the creator of No-Brainer Selling Skills. He shows salespeople and entrepreneurs how to increase sales, earn more money, have more fun, and how to do it all in less time. His focus is on practical ideas that get immediate results. He offers Advanced Sales Management Workshops, Sales Coaching, Consulting, In-house Sales Training Programs, and a wide variety of Learning Tools i.e. books, special reports, sales manuals, and CDs.Jim Meisenheimer is a member of The National Speakers Association, where he earned the C.S.P. designation, Certified Speaking Professional. He has authored five books including, "The 12 Best Questions To Ask Customers," and the recently published “57 Ways To Take Control Of Your Time And Your Life”.

Websites: http://www.startsellingmore.com


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Lessons from the Back of a Cab -- What Every Sales Professional Needs to Know
by Tim Wackel

I’m writing to you from room 1009 in the Schaumburg Marriott located outside of Chicago. Tomorrow I get the privilege of delivering one of my favorite workshops on presentation skills. Although I’m tempted to share all of the great benefits of this wonderful program, I have a more compelling message that I believe you’ll enjoy and find value in.

Question: What could a simple cab ride have to do with becoming a better sales professional?

Answer: Almost everything!

After landing at O’Hare today and gathering all of my gear, I headed curbside to grab a cab. I’ve probably done this drill a hundred times, but today was different.

My cab pulled up and the driver gets out, walks around to the trunk, takes one look at my gear (think 50 pound case filled with camera, tripod, microphone, materials) and just grunts at me. Immediately I feel like I’ve done something to offend him.

Feeling guilty, I help him wrestle my bag into a trunk that is already jam-packed (where did all of this other stuff come from?). He slams the trunk lid shut as I sink into the back seat feeling embarrassed that I actually have luggage.

Lesson #1: Be likeable

We all have bad days. I understand that. But when you’re dealing with customers, you need to put on your game face. I don’t know this cab drivers exact circumstance, but how difficult would it have been to offer a warm greeting? A simple smile would have gone a long way. Very few people go to work every day trying to be unlikable, but do your customers really like you? Do they feel good about themselves when you are around?

If you find yourself alienating customers in the first three minutes, I suggest you find another line of work. 

As we pull out of O’Hare I tell the cabbie that I need to go to the Marriott in Schaumburg. He simply nods and rolls down the windows as we head towards the freeway. As we hit the open road, I quickly discover that this driver has one foot planted on the accelerator and the other on the brake. Smooth is definitely not a word in his driving vocabulary. I had actually thought about buying a cup of coffee in baggage claim, it’s a good thing I didn’t because I would be wearing most of it by now. I can almost feel my stomach becoming upset.

Lesson #2: Have great skills

Too many sales reps believe that their selling skills are better than they really are. When was the last time someone gave you honest feedback on your sales skills? A better question; when was the last time you asked for feedback?

I honestly believe that this cabbie thought he was a good driver. After all, why become a cab driver if you can’t drive?

Truth be known, his skills were awful. How are yours?

As we continue our journey I notice the inside of this cab looks like something out of a horror movie. Don’t get me wrong, I’m not expecting a room at the Ritz, but I do believe you can throw out trash, sweep out dirt and wipe drool off of the windows (do they allow dogs to ride in Chicago cabs?).

Lesson #3: Take pride in everything that you do

Take a hard look at your email signature, voice mail greeting, hand written notes and all other customer touch points. Are your quotes easy to understand?  Do your invoices make sense or do you need a law degree to decipher?

It’s easy to get complacent, challenge yourself to step up and find the “drool” in your organization.

Twenty minutes outside of O’Hare the cab driver turns to me and ask me if I know where the hotel is. I reply that I want to go to the Schaumburg Marriott. He says he’s not sure exactly where it is.

Lesson #4: Be knowledgeable

If I knew how to get there, I could have just rented a car. If we were going to get lost, I would have preferred to get lost before getting on the freeway.

Selling professionals need to be knowledgeable about their products, customers, market, industry and competition. We are the resource that our customers look to for advice. It is our responsibility to know where we are.

If you’re not knowledgeable, don’t take someone for a ride!

We finally figure out where we’re going but the cab grinds to a crawl as traffic starts getting heavy. It’s a warm, humid day in Chicago so I ask if we could roll up the windows and turn on the air. Without a missing a beat (or turning his head) I’m told “no.”  I understand you burn more gas running the AC, but I’m guessing my tip will more than compensate. Now I find myself trapped in a dirty, hot cab that is being driven a grouch who really isn’t very good with directions.

 Lesson #5: Above all, take care of the customer

Cab drivers get tips, sales reps get commissions. There are more similarities than differences in how these two professions get compensated. If your livelihood depends on customers (and your job does), then you, your manager and your organization need to be committed to taking care of them.

I can promise you that if you don’t, someone else will!


Have you learned a sales lesson in an unexpected place? Reply below! I value your comments and input. --TW

About The Author

Tim Wackel

Tim Wackel is hired by sales executives who want their teams to be more successful at blowing the number away. Tim’s “no excuses” programs are insightful, engaging and focused on providing real world strategies that salespeople can (and will!) implement right away. Sales teams from BMC Software, Cisco, Fossil, Hewlett Packard, Allstate, Thomson Reuters, Raytheon, PricewaterhouseCoopers, Catalina Marketing, Philips Medical Systems, Red Hat and TXU Energy count on Tim to help them create more success in business and in life.

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33 Tips for Selling Success
By Mark Hunter “The Sales Hunter”

Are you a salesperson who is always scanning the sales landscape for ways to improve? Do you tend to your sales motivation with great care, never forgetting that you are indeed responsible for your level of success? My guess is that the below 33 tips will resonate with you!

1. Early Morning Voice Mail:

Leaving voice mail messages is not a the best way to develop new customers, but it is a great way to keep in contact with those customers with whom you already have a relationship (but may not deal with on a frequent basis). The entire process takes less than 5 minutes per day, preferably between 6:45 a.m. and 8 a.m. Calling people at this time shows you are driven. Understandably, people are often away from their desk at this time, so you would be able to make 3-5 calls in the span of only 5 minutes. Great way to build momentum for the day.

Your big objective here is to not let the person you’re contacting forget about you. The way you do this is by merely stating that you haven’t heard from them lately. You can compliment them on their business or simply suggest that the two of you should talk later. Should you reach someone at this time of morning, all the better. The person you reach live will be impressed that you’re also at work before most people, and chances are the person will talk for at least a minute. Remember, the objective is not to sell anything — it’s simply to raise the other person’s awareness of you, thereby opening the door for future sales.

2. Learn the Customer:

Every time you’re with a customer, make it a point to learn something personal and professional about them. Don’t allow your time together to be so focused on the immediate business opportunity that you miss out on additional, long-term information. It’s the long- term information you gain that will help you retain the customer, and the longer you have a customer, the more likely they are to refer others to you.

When you’re gathering information about the person, look for items that are of common interest to you both. These are the items that will help you propel the business relationship to the next level.

3. A Perception is Worth a Thousand Words:

Recently, I stopped by a computer store to have my PC worked on and the clerk proved to be anything but customer-friendly. When she did finally speak to me, she told me I would need to leave my PC at the store for at least 3-5 days and that I should be prepared to have everything wiped off the computer. Her comments were not very reassuring, and as I left the store, I mulled over my decision to leave the PC with them. Within an hour, I returned to the store, picked up the PC and took it to another store where I received the personal service I was looking for.

It’s ironic to think that the first computer store probably would have done the same repair as the second store, yet the second store got my business (and all my future business) based strictly on the personal service of the clerk.

Have we stopped to think for a moment about the perception we give people when we talk to them? Next time you enter into a conversation with a potential or new customer, think about how the other person sees you. Do they see you as an expert — a professional who can provide them with the confidence they need?

In today’s business climate, we all have numerous competitors who can provide service or products similar to ours. The difference lies in the confidence we provide the customer. Before you begin the next conversation, think “confidence” — not just in what you plan and say, but in how the other person will perceive you.

4. Opening the Sales Call:

Always start off a sales call by covering three things: 1. Gain a clear understanding of the amount of time the call will take. 2. Make sure the customer knows what the objective of the call is. 3. Relate the reason for the current sales call to the previous sales call you had with the person, or to information you may have sent them.

Connecting the current sales call to something previous gives the customer the comfort of knowing you remember fully everything that may have already occurred. This also gives the customer the comfort of knowing you respect their time and that whatever is decided in this current meeting will be acted upon by you.

5. “Your Price is Not High Enough”:

OK, so you’ve never heard that line, but wouldn’t it be great to hear it? A price can never be too high –it’s only too high when we haven’t taken the time to find out what the true benefits are of the item we’re selling. Remember, there is no such thing as “too expensive.” There is only the belief that the potential gain from something is not worth the cost.

This principle explains why one person might be willing to pay only $10,000 for a car, while the car might be worth $100,000 to another person. The difference? The perceived benefit.

Next time you’re about to buy or sell something, think in terms of the benefits the customer can gain from using it and not the price you’re asking. When it comes right down to it, there is nothing that is too expensive — it only lacks sufficient benefits to warrant the price.

6. Celebrate Your Customer’s Anniversary:

For salespeople who have retained customers for a period of years, it’s special to recognize them and their relationship with you. It’s also a great way for your customers to realize how much you think of them and a great way for you to take the relationship to an even higher level through this personalized type of communication.

7. Hand-Written Business Cards:

Next time you’re about to give someone your business card, take a moment to personalize it. If you take a moment to jot on the card your cell number, a home phone number, or some other piece of information that is not already on the card, you will suddenly make the person to whom you’re talking feel very special. Chances are the person will never call you on the hand-written phone numbers, but simply writing them on the card gives the person the feeling that you are placing them in high regard compared with others who you meet.

8. Speak With Your Face:

I’m constantly amazed at the number of times I run across salespeople who clearly don’t believe what they’re saying. It is easy to spot in the person’s face and body language. They take on a whole host of non-verbals, ranging from non-expressive smiles with tight lips to eyes that lack any sense of direction.

When we’re selling to a customer in person or on the phone, we have to make sure our entire face reflects the enthusiasm and excitement of our words. Why would we expect a person to buy from us if we’re not connected to and excited about what we’re selling?

9. Umbrella Questions:

Don’t forget to use “umbrella questions” on every sales call. Umbrella questions are questions that work in any selling situation and are designed to provide you with additional information.

Examples of umbrella questions include: Why? Tell me more. Share with me another example. Explain further. Are there some other examples you could share with me?

You get the idea — umbrella questions are ones that get the customer talking more about what they’re looking for. On your next sales call, challenge yourself to ask at least 5 umbrella questions.

10. Customer’s Goals:

Do you know what goals your customers have? Just think how much more effective you could be if you knew the goals of the person to whom you are selling. Find out what their personal and business goals are for the current and upcoming year by asking questions and listening to their answers. In addition, let them know that you have set goals for yourself. Explain your belief that it is essential for you to help your customers achieve their goals in order for you to achieve your own.

11. Prospecting Timeline:

At certain times in the year, most people are working hard to make their numbers. Yet, at the same time, many have no idea how long it takes to turn a prospect into a profitable customer. Creating a “prospecting timeline” can help benchmark past experiences and streamline future ones. Begin this process by examining a few recent customers, and then break down the key activities you went through.

Your goal should be to determine the specific activities that were the most time consuming, and then figure out a way to shorten the time spent on that particular step. Most people are amazed to find that a couple of activities take the majority of time. By knowing this, they can work to alter their selling process. Plan now so the upcoming year will be your best year ever!

12. Holiday Networking:

When we near the holidays, it’s a great time to begin preparing your schedule for making phone calls to people to whom you rarely talk. There’s no better opportunity than during the holidays to call someone you haven’t spoken to recently and wish them a great Thanksgiving, Christmas, etc. If you make 5 calls per day, just think of how many people you can network with by the time December 31 rolls around?

13. Holiday Selling:

Often the holiday period becomes a very difficult time to sell when you’re in a business-to-business environment. If this is the case for you, use the holiday period to sell yourself and your knowledge. Send your customers information about your industry, the economy or other points of interest. Although they may not read the information, they will notice that you took the time to send it to them.

Use these months to deepen your relationship with your customers. When business gets back to normal after the first of the year, you’ll have new things to ask them about and, more importantly, you’ll be viewed as a salesperson who is interested in more than just money.

14. Know Your Customer’s Customer:

How much do you know about your customer’s customer? It doesn’t matter if you sell B2B or B2C, the question still demands an answer. I work with too many salespeople who, when asked this question, have only a shallow answer.

Take the time to find out all you can about what motivates your customer’s customers. Spend time with them, talk to them, and, most of all, get to know what drives their decision-making process. When you can identify this information, you can then provide your customer with even better service.

15. New Year’s Resolution:

Start the New Year off right by developing the habit of recording the questions you ask on a sales call. Create a complete list of all the questions you ask to open a conversation, explore facts, close a sale, etc. Along with recording the questions, make a note of the type of responses you receive. Within a few months, you will not only have documented your questioning skills, but also developed your own personal list of questions you feel very comfortable asking.

16. Have you Learned Something New? :

There is always something new you can learn about your customers, whether they are newly acquired or long-term accounts. Use each sales call as an opportunity to be teachable. It’s amazing how customers change! Unless you keep up-to-date knowledge about them, you will soon find they’ve changed and you haven’t. After each sales call, ask yourself what you learned about the customer and, of course, make sure you record it in your customer profile.

17. Benchmark Your Sales Goal:

At the end of each day and each week, compare your accomplishments to your overall sales goal. If you achieved the volume you needed to hit your goal, congratulate yourself! If you didn’t, identify at least one thing that did go right and might help you achieve your goal in time. Always find something positive to end the day with. Before you leave, don’t forget to set up the next day or week! The last thing you want to do is use those very productive first minutes of the day doing anything but selling.

18. “Google” a Customer/Prospect:

Looking for a reason to contact a customer or a prospect? Search their name on Google.com to see if there are any listings for them. You’ll be astonished at what you can find concerning your customers/prospects or others with their same name. Regardless of the outcome, the search should give you some interesting antidotes you can use on the next contact. When that contact is made, the customer/prospect will be amazed you took the time to do the search, and if you do find something in reference to them, you’ll have the perfect subject to talk about.

19. Agree on Something:

Never end a sales call without having agreed with your customer on something, even if it’s not the close of a sale. The objective of coming to an agreement, no matter how small it might be, is to demonstrate to the customer that you’re able to move the sale forward.

If possible, gain agreement on one particular aspect of the sale and use this as a building block for the next time you meet. However, if you can’t see eye to eye on a particular aspect, you may at least be able to concur on the items you intend to follow up on or a time to get together again. The important thing is that you agree on something and use whatever it is as a “next step” toward a future sales call.

20. Reduce Your Selling Time:

In each day, make time to not do any type of selling. Rather, use that time to reflect upon recent sales contacts and identify at least one thing you did well in each. Think of the questions you asked, the body language you used, and the information you shared. After you’ve pinpointed the best of the best, take the time to plan how you can do that same activity in every other sales call you have.

21. Don’t Present All Your Information:

Never plan to present all of your information on a sales call. If you do, you’ll have nothing left to show the customer should you reach the end of your presentation without a sale. The keys to a successful sales call are to know your information so well and to be so prepared that you do not need to present everything to gain the sale. “The best sales presentation is the one never given.” — The Sales Hunter

22. Add-On Sales:

Every time you make a sales presentation, always be thinking about what the add-on sales may be. If you wait to think about this until after you close (as is commonly done), you tend to be too rushed and forget the whole add-on process.

Thinking about these sales during the presentation will enable you to be ready when the time comes to ask for them. In addition, many times, the suggestive sell of the add-ons can help close the sale of the first item. By using this technique, you increase the potential for the total sale, and decrease the amount of time you would use if you were to sell each item independently.

23. Never Give 100%:

The customer should never hear your entire sales presentation! If you have to deliver the whole thing to make a sale, you either haven’t developed a very good presentation or you shouldn’t be selling. The purpose of the sales presentation is to assist you, the salesperson. It is not so you can assist the fancy, glossy sales materials or the super-slick PowerPoint presentation.

Great salespeople never have to deliver their entire presentation because they’ve taken the time to over-prepare. They’ve built sales materials around any type of concern they may face and are ready to deal with an objection should it arise.

24. Expertise in 30 Minutes a Day:

No one has the time to read everything they need to in either their professional or personal lives. This general shortcoming creates a magnificent opportunity for us as salespeople to become experts in our industry. A universal lack of reading time means that all it takes for a person to be viewed as an expert in his field in less than a year is a commitment to read for 30 minutes a day about their trade (not counting medicine, engineering, etc.)

For the vast number of industries in which salespeople are involved, this simple one-year reading commitment can quickly make you an authority.

25. Using Time to Sell:

Frequently, salespeople think the way to control the amount of time needed for a sale with their customers is by offering them a special deal if they buy now. When this is done, the salesperson is usually only giving away profit, while thinking he’s speeding up a sale. We leverage time best by selling to the customer’s time parameters, not our own. When we sell to their parameters, we are selling at a higher value and a higher profit.

26. Know the Influencer:

With many sales, it appears there is only one person involved in the decision-making process. Yet, more times than not, another person is behind the scenes influencing the decision. When you make your sales call, always assume there is an influencer and expect to deal with him or her.

To find out who that influencer is, use probing questions with the customer such as: Who else in your organization is typically involved in decisions such as this? When decisions like this have been made in the past, what are some of the things others have said? Where does a decision like this rank in terms of other decisions you typically make?

27. Price Discussion:

When faced with resistance to price, offer the customer an example of where they spend considerably more money on something else. By doing so, the customer will begin to put into context the amount you’re asking them to spend with you.

28. Universal Questions:

There are six universal questions you can ask almost anytime and anywhere in a sales presentation. They are: Who?, What?, When?, Where?, Why?, and How?. A perfect place to ask one of these is when you’re not sure where to go with the discussion and/or are afraid of losing control.

29. Sales Advocates:

The best way to make a sale is to have someone else make it for you. You do this by creating sales advocates. These are people who are so impressed with what you offer and/or the way you sell that they tell others about you even without you asking. If you haven’t obtained any sales like this, then you don’t have any sales advocates and, more importantly, your sales process and/or service may not measure up to what people expect.

30. Uncover New Benefits:

After people have had time to experience the product or service you’re selling, they often begin to realize benefits they weren’t expecting. Talk to your long-term customers and find out what additional benefits they’re experiencing. You may find it advantageous to use these in your future sales presentations.

31. Quiet Time:

Block out 30 minutes a day (or 2 hours a week) to move to a quiet location with nothing but a blank piece of paper. During this time, ask yourself how you can secure more sales from your existing customers and make notes of your thoughts. Your best ideas will always come when you step back from the business long enough to examine how you can take your customer relationships to a higher level.

32. Is It Your Product or You?:

It’s important to understand why people do business with you. Have you ever asked your customers why they chose you? Have you ever asked those who chose your competitors why they did not decide to do business with you? Find out if there’s anything about your sales process that needs to be modified. The information is free, and it may wind up being the best feedback you’ve ever received.

33. Your Head:

Tilting your head slightly when you are listening to someone speak communicates that you are giving them your undivided attention. It’s amazing how this simple type of body language can convey a powerful message!

It may seem that 33 tips is excessive, but honestly, if we are committed to our sales motivation, we will constantly be on the look out for even more sales tips! Begin today to incorporate at least some of the above tips to your sales approach, never forgetting that the sales professionals who excel the most are those who never stop learning the best ways to excel.

Mark Hunter, The Sales Hunter, is a consultative selling expert committed to helping individuals and companies identify better prospects, close more sales, and profitably build more long-term customer relationships. To find out more, visit www.TheSalesHunter.com.

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Want Better Tele-Sales Results Tomorrow? Do These 7 Things Tonight
by Jim Domanski

If you want to improve your tele-sales results tomorrow start by preparing today. Here are seven actions you can take tonight that will help make you more productive and effective tomorrow.

1. Create a Master List

Before you leave your office tonight prepare a 'master list' of the top 20-30 clients or prospects that you plan to call tomorrow. Put the names and numbers on a spread sheet or a legal pad so that when you arrive in the morning they are there, in front of you, ready to go.

This simple act gets you going; gets you dialing; get's you DOING. The trouble with tele-sales or tele-prospecting is that it gets easy to avoid picking up the phone. We find ways to avoid it (as you'll see below) and consequently, many reps pick up the phone 30 or 40 or more minutes after they arrive. Similarly, turning on the computer and beginning the day by 'searching' the database for prospects or clients can take considerable time. Don't squander that time. Have those names ready to go for the morning.

2. Write Your Goals

After you have completed your master list, write your goals for the next day. This is a classic 'time management' technique and no less important now than it was twenty five years ago. Take the time to write down key goals such as dials, connects, leads generated, presentations made, sales made, revenue objectives, profit goals ...whatever.

When you arrive in the morning knowing precisely what you want to accomplish, you increase your odds of making it happen. Written goals bring clarity and focus. Waltzing in with a vague idea of what you want to achieve typically yields vague results. Be precise. Be laser like.

3. Clear Your Desk

How tempting is it to start your day by organizing your desk, clearing papers, and 'getting ready' for calling? It's a task that can easily take 20 'delicious' minutes away from having to pick up the phone. From another perspective, a chaotic desk in the morning often contributes to a chaotic approach to calling. You search for a pen, paper, marketing material, notes ... whatever. You can't focus on a call because there is always something to pull you away.

A clean desk is refreshing. Because it's not cluttered, your mind is less cluttered. That means more focus and attention to the calls you are about to make. Clear off your desk the night before. The only thing on your desk should be your Master List and Goals for the Day Sheet.

Seriously, a simple thing like clearing your desk can have a SIGNIFICANT impact on your bottom line results.

4. Clear Up Your E-Mails

E-mails are an absolutely wonderful way to procrastinate, aren't they? You waltz in, crank up the computer and check your messages. Invariably there are messages from the day before that 'absolutely need' a response (or so you think). So you review your messages, compose replies, edit them and send them out. And of course, there's always a message or two from a friend, and a newsletter you should read, a web site link that you can't resist, and before you know it, 40 minutes have past.

Don't let the lure of e-mails distract you from your prime objective: to make calls, reach clients and sell or prospect. Answer your e-mails the day before so they are not lingering the next day. When you do get in, resist the urge to check them until after you've called your Master List.

5. Clear Up Your Voice Mails

Voice mails are the audible equivalent to e-mails. Clear them up the night before. Make your return calls before you leave for the day. Leave messages for those who you don't reach. Call them back later the next morning but ONLY AFTER you've done an hour of calling.

6. Arrive 15 Minutes Earlier

Want better results almost instantly? Go to bed 15 minutes earlier tonight, get up 15 minutes earlier tomorrow, leave for work sooner and get in 15 minutes early. That's it. Get in and start working 15 minutes earlier. Do the math. In a week that amounts to an additional 1.25 hours of dialing. In a month, that's five additional hours. In a year that equates to 60 more hours or 7.5 days of additional calling! It cannot help but increase your results!

Arriving 15 minutes early reduces distraction because there are fewer people around you. When your co-workers arrive they'll see you on phone. They'll be less likely to talk about what they did the night before. In the meantime, you'll have a sale or a lead or an appointment before they ever switch on their computer!

7. Schedule Your First Call

Schedule your first call for the VERY first thing in the morning. In fact, block out an hour or more for calling. Treat it as an appointment with yourself and your success. To make this happen, create an appointment or alarm in Outlook (or whatever you use) so that it pops up on your screen the moment your turn your computer on. You'll have an instant reminder.


Assuming you arrive 15 minutes early to a clean desk with a Master List in plain sight, sit down, turn on your computer, and dial the first name on your list.

Et voila.

You've started the day off right. You'll get more sales, leads or appointments if only because you have purpose, direction, and focus with no niggling little distractions.

Repeat this process before you leave today. And do this every day. Watch your results pour in.

About The Author:

Teleconcepts Consulting works with companies and individuals who struggle to use the telephone more effectively to sell and market their products and services. For more information on consulting services and training programs, articles, and other resources visit www.teleconceptsconsulting.com or call 613-591-1998.

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What Do You Think About This Cold Call Voice Message?
by Art Sobczak

Some of my best examples of what NOT to say in my Smart Calling training programs are from recordings of calls I have received.
I’m sharing one with you today of a cold call voice mail message and would like your comments.
Next week I will give my recommendations as to what this guy should do.

First, a little background:

  • I have received this same, exact cold call voice mail, from the same person, no fewer than 10 times over the past six months.
  • After a while I thought it might be a recording, but he changed his ending to “Have a happy new year” on New Year’s Eve when he left it.
  • At the company’s site (which has minimal info) I can tell they are a temporary help staffing company.
  • I have not yet spoken to the rep live.

The recording is posted at my blog and you can hear it there. And then please do leave your comments.

Now, go and make this your best week ever!

About the Author:
Art Sobczak, President of Business By Phone Inc., specializes in one area only: working with business-to-business salespeople--both inside and outside--designing and delivering content-rich programs that participants begin showing results from the very next time they get on the phone. Audiences love his "down-to-earth,"entertaining style, and low-pressure, easy-to-use, customer oriented ideas and techniques. He works with thousands of sales reps each year helping them get more businesses by phone. Art provides real world, how-to ideas and techniques that help salespeople use the phone more effectively to prospect, sell, and service, without morale-killing "rejection." Using the phone in sales is only difficult for people who use outdated, salesy, manipulative tactics, or for those who aren't quite sure what to do, or aren't confident in their abilities. Art's audiences always comment how he simplifies the telesales process, making it easily adaptable for anyone with the right attitude.

Contact Info
Art Sobczak
Business By Phone Inc.
13254 Stevens St.
Omaha, NE, 68137


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