Motivation on the Run

I subscribe to Art Sobczak’s great weekly newsletter ‘The TelE-Sales Hot Tip of the Week.’ This week was especially good, with a terrific breakdown of the sales process. This comes at the close of relating a story about a gentleman he knows that effectively applies these very principles.

I recommend a visit to his website, Business by Phone to subscribe to this weekly tip to help with more than just your telephone style.

The main reason I appreciate this e-zine is the brevity. Art offers one good tip each week, rather than a lot of long articles. Good Stuff!

From this week’s newsletter:

Let’s look at the sales principles at work
here.

• - precise targeting of likely prospects
• - good interest-creating opening
• - nice deflection of early price question
• - open-ended questions designed to get prospects talking, and visualizing a result they want
• -excellent listening
• -identifying real decision makers
• -thinking big and making large recommendations
• -closing

The process of sales is not that tough when you
break down the parts.

A word on the website, it doesn’t work with Firefox, so you’ll need to knock the dust of IE to visit, but there is a lot of information.

[tags]sales, sales process[/tags]