Agenda Who Attends The TeleSales College? Results You Can Expect After Attending About Your Trainer - Art Sobczak Testimonials Registration/Cost

Times
We begin promptly at 8:00 a.m. both days, ending at 4:00 the first day, and 1:00 on the second.

Pre-Call Planning

• Three questions to ask yourself which define why people really buy from you.
• What to do before your calls to ensure you’re never rejected again.
• The ACTION Sales Model: using it to help you move prospects/customers closer to the sale on every contact.
• How to set specific objectives that guide you on the successful call (along with examples)

“Sounding” for Success

• How to sound the way you want to “look” over the phone.
• What to do to avoid annoying “uhh” habits.
• Using the right words and phrases that put them in a buying frame of mind—and what to avoid that immediately turns them off.

Pre-Buyer Conversations

• How to identify not just the buyer, but all the key people involved in influencing what you sell.
• Secrets of collecting valuable information before you reach your decision maker.
• How to get screeners on your side in helping you sell to the boss (this contradicts what many “experts” say, but it works).
• Don’t be annoyed by voice mail again; use it to pave the way for your next call.
• What NOT to say to screeners (and on voice mail) which is sure to categorize you as a “typical time-wasting salesperson.”
• Word-for-word examples of interest-creating messages.

Opening Statements That Create Interest—Not Resistance

• What to never say during the first 30 seconds of the call.
• Proven formulas, templates, and word-for-word examples of prospecting, account management, follow-up, and inactive account opening statements to use as-is or modify.

Helping People Buy Through Questioning

• How to plan the questioning strategy that will help them want to hear what you have.
• Why many of your “benefits” might be liabilities, and how to use the “Question Generator” to create questions, which will help you present only the benefits they’re interested in.
• There are such things as dumb questions in sales; what they are, and how to avoid them.

Listening: Much More Important Than Talking

• The one word that can help you become an exceptional listener.
• The two points where you should pause in the communications process, and the five benefits to you of doing so.

Sales Messages

• How to talk less during a presentation—and sell more.
• How to ensure you’re only talking about what they’re interested in.
• The four-step process for presenting exactly what they want to hear in order to buy.
• How to minimize price and maximize value.

Asking For, and Getting Commitment (Closing)

• How to move every call forward with commitments.
• Specific commitment questions you can use and modify.
• When asking for commitment is pushy, when it’s not.
• How to ask for larger sales, more often, successfully, with more confidence!

Answering Problems and Questions (Objections)

• Why objections are feared by most people—except by you after this module.
• How to do the “Objection Autopsy” so you can comfortably and confidently address every objection you hear.
• Why people will never change their mind with typical salesy scripted objection rebuttals, and how you can get them to first doubt their beliefs behind their objections.
• How to deal with objections in a conversational, non-adversarial way.

What Do You Say on the Next Call?

• How to set up your next contact so you have something more intelligent to say than, “Well, didja get the material I sent?” and, “Any questions?”
• Getting prospects and customers to do homework to ensure they're committed.
• How to ensure they actually read the information and evaluate the samples you send.
• Setting real phone appointments that they are serious about.

Beating Call Reluctance and Building Self-Motivation

• How to remove self-imposed limitations, and set and stay committed to your goals
• Seven keys to minimizing feelings of rejection
• Six ideas for building self-confidence

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The Telesales Rep College is designed for professional business-to-business salespeople who use the phone as their primary method of communication with prospects and customers. Titles for this function include Inside Sales, Telesales, Account Management, Customer Service (if they’re proactive) and Telemarketing (if they use a consultative, needs-based approach). Outside sales reps who want to be more effective and use their time more efficiently also show great results from the College.

The instruction is at the hands-on level, for the person who is on the phone. However, we find about 30% of attendees are managers, supervisors, and trainers who are able to take the hundreds of how-to ideas, word-for-word tips and strategies and use them in their own in-house training.

For Both the New and Experienced Sales Professionals
Reps who have never had sales training walk away with a methodical system for placing successful calls, and are confident in doing so. (Our experience shows it pays to correctly train new reps before bad habits are entrenched.) And experienced sales pros leave energized, armed with new ideas, old bad habits corrected, and being reminded of the tried and true (yet sometimes neglected) fundamentals which were rescued from the recesses of their memory. We’ve even had individuals attend the College a second time a year or so after their first experience, and get as much or more from it. Ultimately, the results shown from the College aren’t a function of an attendee’s years of sales experience, but rather his or her attitude toward self-improvement.

For Managers and Trainers, Too.
We've found that historically anywhere from 5% to 40% of the classes are comprised of managers and trainers who want to learn more, and incorporate the material into their own in-house training. Here' s a comment from one such attendee:

"I thoroughly enjoyed your sales college this week in Scottsdale and am looking forward to incorporating the ideas/activities into my sales training. I have told everyone who will listen how fantastic it was and how much I got out of it. Thank you. And I truly think that you should advertise your seminars more to sales trainers as well. Budgets may not allow companies to send multiple reps, however sending one or two trainers is feasible (and they can turn around and incorporate/implement the materials covered with all reps). I'm excited to get started. -)"
Tonja Snelling, Sales Trainer
Direct Alliance Corp

Complements Your In-House Training
Even if you have a regular training program for your staff, consider sending reps to the College to maximize their productivity. Some companies send reps as a reward for productivity or winning a sales contest. While that’s a good idea, don’t neglect the people who also probably need the training and reinforcement the most. No one can get too much training, and most people don’t get enough. A well-trained sales rep on the phone is confident, has a great attitude, sells more, and causes less personnel hassles. It’s a small investment in future success. Sign up for the College today!

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• You’ll learn proven ideas and methods that really work, which might otherwise take years and hundreds of lost sales to acquire
• If you’re doing anything wrong, you’ll likely realize it and correct it quickly during the College. Other attendees tell us how refreshing it is to have the old myths of sales debunked, and realize that sales need not and should not be adversarial or uncomfortable for the sales rep or customer
• Because of the small group format, the instruction is personalized and flexible. Art is available to answer your individual questions and review your call components. Outside of the College, this consulting alone would cost thousands of dollars
• You’ll interact and learn from other sales professionals who share similar challenges, questions, problems . . . and successes!
• You’ll return to the phones refreshed, energized, and eager to apply the new ideas. And you’ll immediately show results
• Graduates have told us they have closed sales using the new techniques and strategies within their very first calls after attending the College!

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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.

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.

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“I’ve actually doubled my sales production since taking your course! Thanks again.”
Gary Baptiste, E-Z Data Inc.

“I’ve taken three AMA sales training courses and Karrass Negotiating, and I got more out of the College than the other four combined! I liked your focus on the quality of call rather than the quantity.”
Susan Yearsley, ICI Americas

“I wish it could be longer! Never have I been to a seminar where I felt I could go another entire week to learn even more information.”
Ingrid Gurzynski, Thomas Register Publishing

“I appreciated the down-to-earth, non-salesey approach. We didn’t spend time on theory and how things should be, we spent time on how they are.”
Brooke Sanders, Hewlett-Packard

"You will not only learn to sell more products and services, but you will make more money. We have been using the techniques and ideas throughout our Sales department and have seen our sales increase by 25%."
Rick Totten, Vending Solutions

"Wow! I am lucky to have had the opportunity to attend your seminar. In less than a month my sales have already increased by over 5%."
Sarah Faverman, Save More Resources, Inc.

"I loved your class and I learned alot. You were FANTASTIC! I learned that I used many wrong techniques. Your training made a lot of sense and I have been using the ideas and getting better results. THANKS FOR YOUR HELP!"
Silvia Burdi (OEM Sales), Advance Transformer

“I liked how applicable the College was. I’m going to use the tips right away. They weren’t ‘way out there.’ They’re common sense, easy to use.”
Kelly Wright, Underwriters Lab

“I liked that the College deals with the exact kind of calls I make.”
Lynette Burnham, Intralox

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The Investment
Tuition for the program—including refreshment breaks, all course materials, and the FREE bonuses—is only $895. Additional attendees from the same company at the same program, only $795. Space is confirmed only upon receipt of payment. To ensure a spot, please register here online or call us at 1-800-755-1325.

Registration Confirmation and Other Information
Upon payment, you’ll receive your confirmation, course details, and information for downloading your College Questionnaire.

Cancellation
Substitute attendees allowed at any time. Cancel four weeks before the program, and a credit is given for a future program. Cancel within four weeks, and a $200 credit is given for a future program. (We have this policy because we only accept 30 attendees and typically sell out.)

Meals
Lunch is on your own. Most of the program venues have restaurants on site, or close by.

Times
We begin promptly at 8:00 a.m. both days, ending at 4:00 the first day, and 1:00 on the second.

Locations:

• Chicago
  April 2-3, 2008
  Doubletree Hotel
  Chicago O'Hare Airport-Rosemont
  (Hotel is holding a discounted $169 room rate until 3/2/2008)
  5460 North River Road
  Rosemont, IL 60018
  (847) 292-9100
  $100 Off Early Bird Rates Expire on March 2
  $895 for first attendee, $795 for each additional
  REGISTER: 1-800-755-1325
  
• Los Angeles
  May 7-8, 2008
  Doubletree Hotel
  LAX Airport
  (Hotel is holding a discounted $139 room rate until 4/15/2008)
  1985 Grand Avenue
  Los Angeles, CA 90245
  310-322-0999 Phone
  $100 Off Early Bird Rates Expire on April 7
  $895 for first attendee, $795 for each additional
  REGISTER: 1-800-755-1325

• Atlanta
  May 14-15, 2008
  Hyatt Place, Atlanta Airport South
  1899 Sullivan Road
  College Park, GA 30337
  770-994-2997 Phone
  $100 Off Early Bird Rates Expire on April 14
  $895 for first attendee, $795 for each additional
  REGISTER: 1-800-755-1325

• Chicago
  July 16-17, 2008
  Doubletree Hotel
  Chicago O'Hare Airport-Rosemont
  (Hotel is holding a discounted $169 room rate until 6/18/2008)
  5460 North River Road
  Rosemont, IL 60018
  (847) 292-9100
  $100 Off Early Bird Rates Expire on June 16
  $895 for first attendee, $795 for each additional
  bREGISTER: 1-800-755-1325

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• Chicago
  April 2-3, 2008
  Doubletree Hotel
  Chicago O'Hare Airport-Rosemont
  (Hotel is holding a discounted $169 room rate until 3/2/2008)
  5460 North River Road
  Rosemont, IL 60018
  (847) 292-9100
  $100 Off Early Bird Rates Expire on March 2
  $895 for first attendee, $795 for each additional
  REGISTER: 1-800-755-1325
  
• Los Angeles
  May 7-8, 2008
  Doubletree Hotel
  LAX Airport
  (Hotel is holding a discounted $139 room rate until 4/15/2008)
  1985 Grand Avenue
  Los Angeles, CA 90245
  310-322-0999 Phone
  $100 Off Early Bird Rates Expire on April 7
  $895 for first attendee, $795 for each additional
  REGISTER: 1-800-755-1325

• Atlanta
  May 14-15, 2008
  Hyatt Place, Atlanta Airport South
  1899 Sullivan Road
  College Park, GA 30337
  770-994-2997 Phone
  $100 Off Early Bird Rates Expire on April 14
  $895 for first attendee, $795 for each additional
  REGISTER: 1-800-755-1325

• Chicago
  July 16-17, 2008
  Doubletree Hotel
  Chicago O'Hare Airport-Rosemont
  (Hotel is holding a discounted $169 room rate until 6/18/2008)
  5460 North River Road
  Rosemont, IL 60018
  (847) 292-9100
  $100 Off Early Bird Rates Expire on June 16
  $895 for first attendee, $795 for each additional
  bREGISTER: 1-800-755-1325