How to Sell More, in Less Time, With No Rejection : Using Common Sense Telephone Techniques, Volume 1 [Paperback]

Art Sobczak (Author)

Book Description

Publication Date: January 1, 1995 | ISBN-10: 1881081036 | ISBN-13: 978-1881081036

If your income and career relies on getting prospects and customers to agree with you by telephone, this book will help you do better, faster, and without that self-defeating rejection that causes so many salespeople to avoid the phone From generating leads, all the way to closing sales and managing accounts by phone, this 220-page paperback is jammed with proven word-for-word ideas you can use right now to close more sales! Art Sobczak, veteran salesperson, editor of the international TELEPHONE SELLING REPORT sales tips newsletter, and trainer of thousands of professional sales reps shares time-tested, word-for-word ideas you can use right now to take the pain out using the phone in cold calling, qualifying, managing accounts, negotiating, and selling. Guaranteed. What you wont get is the old-school, hard-sell mumbo-jumbo based on memorized techniques and trickery that no one actually likes to use, and creates resistance anyway. You will get conversational, easy to adapt ideas that are based on common sense psychological principles that always have the customers best interest in mind. After all, the only way to sell professionally is to help people buynot back them into a corner like a caged lion ready to lash back. Here's just a small sample of the hundreds of ideas you'll get in this book: how to avoid asking dumb questions that cause resistance, and how to ask pain-reminding ones that help them think about needing and wanting your product/service instead, tons of word-for-word examples of how you can grab the interest of prospects and customers within the first 15 seconds, drawing them into the conversation, and how to avoid putting them on the defensive, exactly what to say to screenersand on voice mailso you can get to your buyer more quickly, and get valuable information which will help you sell to them, over 25 specific examples of how to question objections to help vaporize them; better yet, specific ways to avoid creating objections!

what to do and say at the end of a call so youve got something more intelligentand action-inducingto say than So, what do ya think? on the follow-up. You'll get 40 meaty chapters, sectioned into topics such as Planning Your Call, Getting to Decision Makers, Interest Creating Opening Statements, Selling With Questions, Closing for Commitment, Addressing Objections, Prospecting, Self Motivation, Teletips, and more. Order today, and increase sales!

Editorial Reviews

Review

Anyone who has read Teleprofessional for any length of time knows that Art Sobczak knows how to get to the heart of the most common telephone sales challenges. I would place money on the fact that both the novice telephone rep and a seasoned veteran will find chapter after chapter of this book directly applicable to their situation. Forty hot sections that you can read sequentially, or in a hop-around mode, each in Arts folksy, friendly style. There is no haranguing, complex theories or obtuse procedures. The book is full of common sense techniques and approaches that are as comfortable to put on as an old pair of slippers. If telesales is your work, you cant do better than taking a few tips from the master... and Art Sobczak is an acknowledged master at the game. I cant wait far Volume 2. -- Teleprofessional Magazine, May, 1995

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 arent quite sure what to do, or arent confident in their abilities. Arts audiences always comment how he simplifies the telesales process, making it easily adaptable for anyone with the right attitude.

Since 1984 Art has written and published the how-to tips newsletter, TELEPHONE SELLING REPORT, subscribed to by over two thousand companies worldwide.

Art is a prolific producer of learning resources on selling by phone. He authored the audio-tape training program, Ringing Up Sales, published by Dartnell. His video program is Getting Through to Buyers . . . While the Others are Screened Out. He wrote the books, How to Sell More, In Less Time, With No Rejection, Using Common Sense Telephone Techniques--Volume 1, and Volume 2, and Telephone Tips That SELL!--501 How-to Ideas and Affirmations to Help You Get More Business By Phone, which was released as a book, an audio program, and computer screen saver.

Arts how-to ideas and tips appear regularly in the print and electronic media. He has written a regular column for Teleprofessional magazine for 12 years, also writes one for Selling! newsletter, and is frequently quoted in Selling Power, Bottom Line Business, Sales and Marketing Management, and numerous trade publications.

He holds the popular Telesales Rep College two-day public training seminars nationwide, and also customizes the program for on-site, in-house delivery. Art also delivers how-to programs on effective telesales ranging from one-hour to several days.

Clients include IBM, AT&T, Ameritech, Hewlett Packard, Norfolk Southern, Baxter Healthcare, and other companies and associations in virtually all business-to-business industries.

His speaking and training reputation has been built as someone who knows what works and what doesnt in telesales because hes done it (corporate telesales positions with AT&T Long Lines and American Express), and still does it. He also conducts extensive research to customize his programs, listening to tapes of actual sales calls of client reps in order to learn the language of the industry, company, and strengths and weaknesses of sales reps and strategies.

Product Details

• Paperback: 219 pages
• Publisher: Business By Phone (January 1, 1995)
• Language: English
• ISBN-10: 1881081036
• ISBN-13: 978-1881081036
• Product Dimensions: 8.9 x 6 x 0.7 inches
• Shipping Weight: 13.6 ounces (View shipping rates and policies)
• Average Customer Review: 4.8 out of 5 stars  See all reviews (6 customer reviews)
• Amazon Best Sellers Rank: #707,289 in Books (See Top 100 in Books)
  • #56 in Books > Business & Investing > Marketing & Sales > Marketing > Telemarketing

More About the Author

Since he was 14 years old, in his first sales job, on the phone selling tickets to the police fundraising circus, Art Sobczak has been a student, practitioner, and for the past 27 years, also a teacher of professional sales and prospecting using the phone.

All through high school and college he held a variety of jobs that allowed him to sit in the comfort of an office, making money for others, and himself, simply by talking on the phone. He knew he was on to something. That trend continued after college in corporate sales positions with the original AT&T, and with a division of American Express.

Since forming his company, Business By Phone Inc. in 1983, Art has helped hundreds of thousands of salespeople--and those who might not have considered themselves being in sales--to generate untold millions of dollars and extraordinary success by saying and doing the right things by phone using conversational, common-sense, non-salesy processes and techniques.

He provides this assistance through many forms: customized onsite training workshops for companies and associations (over 1200 delivered), his public Telesales College two-day training seminars, he has authored over 100 audio, video, and printed and electronic learning resources, for over 26 years he has written and published the monthly Telephone Prospecting and Selling Report training newsletter, and for over 10 years his free weekly sales tips ezine.

Customer Reviews

Most Helpful Customer Reviews

7 of 7 people found the following review helpful:

5.0 out of 5 stars Excellent Book for Business-to-Business inside sales!, November 6, 2000

By 

Jennifer Fray (Berkeley, CA USA) - See all my reviews

This review is from: How to Sell More, in Less Time, With No Rejection : Using Common Sense Telephone Techniques, Volume 1 (Paperback)

"We recently ordered both volumes of 'How to Sell More in Less Time with No Rejection'. Though we have only had the books a few days,we've already benefited a great deal. It's been a real challenge finding information that caters to business-to-business telesales, but we've finally found just the books to meet our needs."

4 of 4 people found the following review helpful:

5.0 out of 5 stars A Civilized Approach to Selling, May 3, 2007

By 

Ann Barr "TelephoneSales.com" (Virginia Beach, VA USA) - See all my reviews
(REAL NAME)   

This review is from: How to Sell More, in Less Time, With No Rejection : Using Common Sense Telephone Techniques, Volume 1 (Paperback)

Art's advice makes sense. This book is not for the "hard sell" sales person who is only interested in the one-time sale. The wording he recommends for getting attention in the opening statement is a perfect example of his common-sense approach. I have given this book to clients and I highly recommend all of Art's books.

Ann Barr, author of "How to Win the Sale and Keep the Customer."

2 of 2 people found the following review helpful:

5.0 out of 5 stars The guru of telephone sales, May 20, 2007

By 

Reg Nordman "(K)nights on the Road" (Vancouver, BC Canada) - See all my reviews
(REAL NAME)   

This review is from: How to Sell More, in Less Time, With No Rejection : Using Common Sense Telephone Techniques, Volume 1 (Paperback)

The guru of telephone sales, Sobczak has squeezed lifetime of tips and techniques into this book. Like how to avoid the top ten mistakes made by sales people. or How to ask for, and get, more than expected.

For example:

" If I called you now and asked you if you would be interested in a product that would increase your revenue. would you take the call?"

or "I have something here that could potentially be of great value to you. I'd liek to find out more about you to see if it's something you'd like more information on."

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