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Telephone Tips That Sell: 501 How-To Ideas and Affirmations to Help You Get More Business by Phone Paperback – 1996

ISBN-13: 978-1881081050 ISBN-10: 1881081052

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Editorial Reviews

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Using the phone in sales is only difficult for people who use outdated, salesy, manipulative tactics, or for those who aren't quite sure what to do, or aren't confident in their abilities.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.

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.

Art's 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 doesn't in telesales because he's 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.

Excerpt. © Reprinted by permission. All rights reserved.

25 Closing and Commitment Tips to Help Get More "Yes" Answers (These are just 25 of the tips are from "Telephone Tips that Sell: 501 How-to Ideas and Affirmations to Help You Get More Business By Phone." Why not order the rest of them now?)

1. Don't always judge success by the "yes" answers you get. Measure your attempts. Set a goal for the number of times you'll ask for the business today. Celebrate when you reach that goal. The sales naturally follow.

2. Closing Question: "Gene, we seem to be in agreement that this is what you're looking for. What do you suggest we do?"

3. Instead of jumping on the first buying signal you hear, question it to help them strengthen their convictions. If they said, "This really would work for us," ask them, "In what areas would you show the most benefit?"

4. Closing Question: "Kelly, what can we do together to speed up the process and make this happen?"

5. You'll lose 100% of the sales you don't ask for.

6. Closing Question: "Are you thinking about getting three of them?" Use whatever amount would be just a tad higher than what they likely would do. This prompts a decision, or more conversation.

7. Ask for commitment with conviction.

8. Those who expect more, get more. Don't sell yourself short when asking for the sale. Ask big.

9. A question to help them determine what should happen next: "What is the next step?"

10. Closing Question: "We could have this delivered and operational by Tuesday. What would you like me to do?"

11. To upsell, don't mention the next price break, as in "You can get a better deal if you buy 50." Instead, simply mention how many more they need to get the price. "You'll save $1.50 per unit by getting only five more."

12. Help them visualize themselves owning and using your product/service. "If you had this, how do you feel you'd utilize it?"

13. Trial Closing Question: "Amy, do you think you would be happy with this type of service?"

14. Maintain a positive, confident, steady tone of voice and rate of speech when asking for the sale or commitment. Some reps clutch up and lose it at this point.

15. State the agreement you've reached, then ask for the major commitment: "Jan, since we're in agreement that this is what you're looking for, and it's within your budget, let's go ahead and get the paperwork started, OK?"

16. Closing question: "Sounds to me like you've already decided to go with this. Am I right?"

17. Closing question: "Do you have further questions, or are we ready to proceed?"

18. Closing question: "Is there anything else you need to know to move ahead with this order?"

19. Listen for "possession signals," signs that they've already visualized themselves using your product/service. "What we'd likely do is train a couple of people at each location."

20. The main reason customers don't buy more from their vendors: they aren't asked to by the vendor. Be sure you're satisfying every need you possibly can.

21. When you're writing up an order, don't say, "Anything else?" We're all conditioned to say "No." Instead, make a tangible recommendation based on what they're already getting, then ask for the sale.

22. Buying signals can indicate the time to begin closing. But, consider asking another question or two. This can help them further strengthen their reasons for agreeing with you.

23. "Pushiness" only occurs when you try to sell someone something they don't want or need. Asking for the sale is not being pushy, assuming you've questioned effectively and made the appropriate recommendation.

24. Don't just wish for the sale: "I just wanted to let you know these do come in several colors, and we could even custom order one for you." Be sure there is no question that you are ASKING for it.

25. Tie the timing of the next call into their commitment to take some action. "What day do you feel we should speak again, so that you'll have had enough time to collect those figures?"

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Product Details

  • Paperback: 170 pages
  • Publisher: Business By Phone (1996)
  • Language: English
  • ISBN-10: 1881081052
  • ISBN-13: 978-1881081050
  • Product Dimensions: 0.5 x 4.8 x 7 inches
  • Shipping Weight: 4 ounces
  • Average Customer Review: 4.2 out of 5 stars  See all reviews (5 customer reviews)
  • Amazon Best Sellers Rank: #853,759 in Books (See Top 100 in Books)

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 31 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 1500 delivered), his public inside sales and prospecting two-day training seminars, he has authored over 100 audio, video, and printed and electronic learning resources, for over 29 years he has written and published the monthly Telephone Prospecting and Selling Report training newsletter, and for over 13 years his free weekly sales tips ezine.

Customer Reviews

4.2 out of 5 stars
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Most Helpful Customer Reviews

10 of 10 people found the following review helpful By Robert L. Armstrong on April 19, 2006
Format: Paperback
Art Sobczak is absolutely brilliant. His advice, encouragement and "how-to's" make this a desktop reference manual for anyone selling by phone.

I've been in sales over 20 years and have always hated using the phone. I've reconciled myself, I guess, to the fact, that if I'm going to be the best in my field that can be,(insurance and mortgages) that I needed to master the telephone so as to maximize my time and efforts. Art's book is a Godsend. With over 500 Telephone Tips that will surely inspire and make you money, what are waiting for? Get several copies for everyone in your office too. Watch production and motivation improve. I've read Dottie Walters books and Stephen Schiffman's books and this one is one of my absolute favorites. Get it. You'll be glad you did!

Bob Armstrong-saleswiz@pacbell.net
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3 of 7 people found the following review helpful By Shaunta M. Patton on January 11, 2007
Format: Paperback
This book has no content. Just a lot of common sense tips that everyone use off the phone as well as on the phone in sales. Out of the 501 tips I probably came away with 10 tips that was useful. Don't waste your money.
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5 of 15 people found the following review helpful By Steve Brooks on October 25, 2000
Format: Paperback
"I have 'Telephone Tips That Sell' and I think its brilliant. I have increased my commission by 50% thanks to the advise. "
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2 of 13 people found the following review helpful By Steve Brooks on October 25, 2000
Format: Paperback
"I have 'Telephone Tips That Sell' and I think its brilliant. I have increased my commission by 50% thanks to the advise. "
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4 of 20 people found the following review helpful By Steve Brooks on October 25, 2000
Format: Paperback
"I have 'Telephone Tips That Sell' and I think its brilliant. I have increased my commission by 50% thanks to the advise. "
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