- Chicago, March 25-26 2009
Doubletree Hotel
Chicago O'Hare Airport-Rosemont
(special limited $149 hotel rate for attendees if booked by 3/3)
5460 North River Road
Rosemont, IL 60018
(847) 292-9100
REGISTER: 1-800-755-1325
- Santa Ana, California (Orange County)
April 21-22, 2009
Embassy Suites Orange County Airport North
(special limited $169 hotel room rate for attendees if booked by 4/6)
1325 East Dyer Road
Santa Ana, California, United States, 92705
1-714-241-3800
REGISTER: 1-800-755-1325
- Boston
April 28-29, 2009
Sheraton Newton Hotel
(special limited $129 hotel room rate for attendees if booked by 4/6)
320 Washington Street
Mass Pike (Interstate 90) at Exit 17
Newton, Massachusetts 02458
Phone: (617) 969-3010
REGISTER: 1-800-755-1325
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
- 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!
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.
“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
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, phone or fax your reservation along with a credit card number. Don't get shut out!
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.
REGISTER: 1-800-755-1325
