Please Return Call

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INTRODUCTION
Probably the most difficult, not to mention the most expensive, aspect of selling is finding new business. Most salespeople spend countless hours on the phone just to schedule an appointment, so they can introduce their product or service to a potential client. Because of this, Slife Sales Training, Inc. created the e-book Please Return My Call! This book contains 50 tips on how to get your calls returned, and how to reach the decision maker. The tips were submitted by salespeople and comprised by Slife Sales Training, Inc. In the left column at the beginning of each article, we have provided the contact information for each author. Some tips have two authors because they each submitted similar ideas. At the end of each tip is a brief description of each author and their company. We encourage you to contact these people if you need their product(s) or service(s). All the authors sales tips included in this book were chosen for the following reasons: 1. They were not dishonest. 2. They were creative, but perceived as effective. 3. They were useable. In other words, the typical salesperson could implement them immediately. Although you may not be comfortable utilizing every idea in this book and you may have already heard of a tip mentioned, we encourage you to implement as many as possible, and then focus on the ones you discover are the most helpful. I hope these ideas become a valuable part of your sales arsenal. If you have would like to submit your own idea on how to get your calls returned email us support@salestrainingcamp.com. If we add your tip to this book, we will email you a free copy of our e-book, 210 Sales Tips. Sincerely,
Eric Slife
Eric Slife Sales Training, Inc. P.S. If you are interested in receiving more information concerning one of our sales seminars or some of our training materials, please visit us at www.salestrainingcamp.com or view the products page at the end of this book. Finally, Please Return My Call cannot be emailed to any other party without express written permission from Slife Sales Training, Inc. In addition, you may print this document for your own personal use, but you may not reprint this document and distribute it to other individuals.
Slife Sales Training, Inc. 4320 West Eaglerock Place Wenatchee, WA 98801 (509) 665-6479
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TABLE OF CONTENTS
Page 4 TIP 1: DUMB GUY APPROACH Page 6 TIP 2: ILL BE AT YOUR OFFICE AT Page 7 TIP 3: FOR THOSE WITH UNIQUE TALENTS Page 8 TIP 4: ILL KEEP TRYING Page 9 TIP 5: LOOK FOR RESERVED PARKING Page 10 TIP 6: CALL AT ODD HOURS Page 11 TIP 7: SEND A SURVEY CARD Page 12 TIP 8: IM NOT INTERESTED REBUTAL Page 13 TIP 9: NEED 3 OR 4 MINUTES Page 14 TIP 10: ASK FOR ACCOUNTS RECEIVEABLE Page 15 TIP 11: EMAIL YOUR CONTACT Page 16 TIP 12: THEYRE EXPECTING MY CALL Page 17 TIP 13: BEFRIEND THE GATEKEEPER Page 18 TIP 14: CONTACT TWO LEVELS HIGHER Page 19 TIP 15: INVITE TO A SPECIAL EVENT Page 20 TIP 16: BE PERSISTENT Page 21 TIP 17: SEND HALF OF A PAIR Page 22 TIP 18: DIAL THE EXTENSION BEFORE OR AFTER Page 23 TIP 19: YOUR OLD CONTACT HAS LEFT Page 24 TIP 20: ASK FOR THE EXTENSION Page 25 TIP 21: SEND THREE LETTERS Page 26 TIP 22: I NEED TO SEND SOME INFORMATION Page 27 TIP 23: INTERNALLY TRANSFERRED CALL Page 28 TIP 24: ACE OF SPADES Page 29 TIP 25: ASK FOR SALES Page 30 TIP 26: EARLY MORNING VISIT Page 31 TIP 27: THE LOTTERY TICKET Page 32 TIP 28: LEAVE CLEAR VOICE MAIL MESSAGES Page 33 TIP 29: INTRODUCE YOURSELF FIRST Page 34 TIP 30: REGARDING YOUR COMPETITION Page 35 TIP 31: TURN YOUR PHONE INTO A MICROPHONE Page 36 TIP 32: SEND A FORK Page 37 TIP 33: LEAVE ONE TICKET Page 38 TIP 34: WHILE YOU WERE OUT Page 39 TIP 35: THE CHECKLIST Page 40 TIP 36: TECHNICAL QUESTION APPROACH Page 41 TIP 37: DO YOUR HOMEWORK Page 42 TIP 38: THE BARBIE DOLL Page 43 TIP 39: FIRST NAME ONLY Page 44 TIP 40: HEY, WHAT HAPPENED? Page 45 TIP 41: CORRECTLY PRONOUNCE NAMES Page 46 TIP 42: ABSURD HONESTY Page 47 TIP 43: IM DISCARDING ALL OLD FILES Page 48 TIP 44: SORRY, I MISSED YOU Page 49 TIP 45: GET THE SECRETARYS NAME Page 50 TIP 46: HELP, OR ILL JUMP Page 51 TIP 47: TWO BAGS OF COOKIES Page 52 TIP 48: ARE YOU THE EXPERT Page 53 TIP 49: THE DROP ROUTINE Page 54 TIP 50: GET THE GATEKEEPERS ADVICE Page 55 TIP 51: CATCH BEFORE THE MEETING Page 56 TIP 52: PIZZA DELIVERY Page 57 TIP 53: OVERNIGHT YOUR INFORMATION ADDITIONAL SALES TRAINING PRODUCTS
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TIP 1: DUMB GUY APPROACH If you call and tell the gatekeeper, Im Joe from ABC Company, and I need to speak with the decision maker about my product or service. Immediately, a gatekeeper can become very short, and you get nowhere because they (like most people) dont like to be told what to do. However, if you ask a gatekeeper for their help, they instinctively want to help you because: You have made them feel important. You have made them feel smart. People naturally want to assist someone who asks for help.
Submitted By: Aaron Dotson RBI Bearing, Inc. 1055 Stevenson Ct., Ste. 102W Roselle, IL 60172 (630) 629-9916 aarond@rbibearing.com
By assuming the dumb guy role a gatekeeper is much more likely to be open to you and grant your request. For example: Good morning, Im Aaron Dotson with RBI Bearing, Inc. Can you help me? I am looking into your industry as being a possible potential for our product, but Im unsure as to some of your specific applications. Wait to let the gatekeeper talk. Ask them some appropriate questions, genuinely compliment them, and express your appreciation. Gatekeepers name, I really appreciate you taking the time to educate me on your company. Often, I contact a company, and the individual who answers the phone either cant answer many of my questions or is short with me. However, you have been a great help. Just out of curiosity, would you know what current product or service your company currently utilizes? If you dont know off the top of your head, I can send you an email for you to respond back to me with the information. By following the above example, you have accomplished the following: You have obtained a better understanding of the company and their current product or service. You have started to create an ally in the company who can provide you with answers to questions, provide you with critical company insight, and hopefully positively influence the decision maker(s) when they are ready to buy. You have acquired more knowledge on an entire industry than before you called.
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This approach can also be used with voice mail. Hello, I am Aaron Dotson with RBI Bearing, Inc. in Addison, IL. Im looking for help on some of your specific products. Im doing some research on (whatever they do), and I would appreciate a minute of your time. Please call me at About the author or company: RBI Bearing, Inc. is the leader in quality bearings and assemblies from China. RBI owns and operates two factories in China. Our North American operation includes offices/warehouses in Los Angeles, Chicago, and Toronto. You now have a source for bearings, as well as other products, in China. Click Here to Return to The Table of Contents
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TIP 2: ILL BE AT YOUR OFFICE AT If after several attempts, you are unable to get your prospect to return your calls, leave the following voice mail message. Dear Mr. or Miss Prospect, I will be in your area on at time. If I do not hear from you, you can depend on me to be at your location at the following designated time... If you are unable to meet at this time, please call me at the following number... If they do not call you back, show up at their office at the time you specified with a packet of information. Explain to the gatekeeper that your prospect is expecting you. Sometimes your contact will come and visit with you, or they may ask you to leave the information at the front desk. The next time you call them, you are much more likely to speak with your prospect or get your voice mail message returned. Even if you arent able to reach the decision maker, gatekeepers are usually more receptive to sharing important information with you because they can place a name with a face. About the author or company: Barbara Marchael For 55 years Western Uniform has worked hard to become the largest regional independent industrial provider of uniforms and ancillary items in the Midwest. We are committed to providing our customers with consistently clean, well-maintained garments. We implement the latest technology to offer you the most efficient and responsive service. Carol Coram Newport Promotional Companys many years of experience enable us to recommend and source the appropriate items for your needs. We constantly endeavor to provide awards, business gifts, and promotional products that both favorably reflect your company name and logo, as well as, to assist in achieving your corporate goals. Powerful Promotions. Effective Results. Its more than our slogan its our goal! Click Here to Return to The Table of Contents
Submitted By: Barbara Marchael Regional Sales Manager Western Uniform & Towel Service 1701 N. Mosley Wichita, KS 67214 (816) 350-7084 bmarchael@westernuniform.com Carol Coram Newport Promotional Services, Inc. 1440 Hicks Rd., Ste. A Rolling Meadows, IL 60008 (847) 398-5500 ext. 102 carolc@newportpros.com
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TIP 3: FOR THOSE WITH UNIQUE TALENTS As an incentive to get prospects to return my calls, I leave a voice mail explaining that I keep my tap dancing shoes in the back of my car. I tell them that if they will get back to me, I will be happy to bring my shoes and tap dance before the appointment. Although Ive never actually had to tap dance for a prospect, I have found that this approach results in numerous returned calls. You want to make sure you know whom you are dealing with and that it is appropriate. Typically, I use this tactic as a last resort, so I figure I have nothing to lose. Also you dont have to tap dance, just a unique talent or skill. About the author or company: Barbara Moss is a Sales & Design Consultant for Rentokil Tropical Plants. Her passion for tropical plants sends her throughout the Boston area selling and designing plants for lobbies, hotels, hospitals, and corporations. Click Here to Return to The Table of Contents
Barbara Moss Rentokil Tropical Plant Services 281 Newtonville Ave. Newton, MA 02460 (617) 965-8130 Ext. 239 bmoss@rentokil-tps.com
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TIP 4: ILL KEEP TRYING If you need to leave a voice mail message, state your name, your company name, and a brief description about what you do. Give the recipient specific details on how to reach you. In addition, tell he or she that if you dont hear back from them after an elapsed time, you will call them at a specific time. Assuming they dont call you back, leave the following second voice mail message. This is (your name) with (your company). I realize by talking to your voice mail that you are extremely busy. I also realize that as a top-level decision maker, you have the power to say not interested in about ten seconds. You havent told me no, so I can only assume that you have some interest. I just need to keep trying until I catch you with enough time, so you can consider what I have to offer. Ill give you a call about every other day, and Ill try to reach your secretary as well. If you would rather not wait for me to call you, I can be reached at Thanks and have a great day. The following tip is a slight variation from the previous tip. On your prospects voice mail state, I know how busy you are, and I dont want to waste either of our time. If you would like to be taken off my follow up list, please call me at (xxx) xxx-xxxx. If I dont hear from you, I will assume you want to remain in my contact file, and I will call you next month. Make sure you leave your cell phone number or have your office phone forward to your cell phone, so you make sure you receive the call. About the author or company: Tribe Pictures Films of Persuasion is the leading creator of commercial quality film and video designed to launch a product, service, campaign, or brand. In addition, our company can be used to celebrate, renew, and inspire an audience to feel, think, understand, and act. Click Here to Return to The Table of Contents
John DeWees Director of Marketing Tribe Pictures 244 Main St. Chatham, NJ 07928 (973) 635-2660 john@tribepictures.com
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TIP 5: LOOK FOR RESERVED PARKING If you are experiencing a difficult time contacting top-level decision makers (President, CEO, CFO, etc.), pay a visit to their companys parking lot. Once you are there, place your business card, a brochure, or some literature on the cars that are parked in the spaces marked Reserved. By doing this, you can pretty much guarantee that you will get your name in front of at least one decision maker or strong influencer . Click Here to Return to The Table of Contents
Bobby Bens
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TIP 6: CALL AT ODD HOURS If you are trying to avoid being screened by the gatekeeper, try calling after hours either in the early morning or evening after the gatekeeper has gone for the day. Many times managers or owners work late and will answer the phone directly. You can also try call during lunch hours because a less experienced gatekeeper will usually be answering the phones. As a result, you stand a better chance of being put through to your contact. Click Here to Return to The Table of Contents
Judi Cline-Kadetz V.P. of Client Services A.M. Kinney, Inc. 150 E. 4th Street, 6th Floor Cincinnati, OH 45202 (513) 421-2265 cline-kadetzj@amkinney.com
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TIP 7: SEND A SURVEY CARD Invite new prospects to learn more about your company by offering a free sample to anyone who returns your survey card. Make it easy for your prospects to return your survey card by supplying a self-addressed stamped envelope. Once you receive the returned calls, contact your prospects and schedule a time when you can hand-deliver the free sample. For best results, send your offer to your top prospects, people who call requesting information, directors of trade or professional associations in related industries, etc. Click Here to Return to The Table of Contents
Carey Giudici Root Communications betterwords@email.com
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TIP 8: IM NOT INTERESTED REBUTAL One phrase that works good if your client states, Im not interested. respond with the following, I understand. Could you please tell me Mr. Smith, is that no for now, or no forever? Almost always, your prospect will ask you to call back in a couple of weeks. When you call back, let the gatekeeper know your prospect is expecting your call. Once you have your contact on the phone, remind he or she that they requested you to call them back in a couple of weeks to discuss your product or service. About the author or company: Global Computer helps businesses grow by providing technology solutions for todays complex business world. As a marketer of the most comprehensive selection of computer systems, peripherals, networking equipment, software, and consumables; Global Computer is your single source IT solutions provider. Click Here to Return to The Table of Contents
Greg Bowen Corporate Account Executive Global Computer Solutions 1440 Grayland Creek Place Lawrenceville, GA 30045 (678) 969-6415 gbowen@globalcomputer.com
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TIP 9: NEED 3 OR 4 MINUTES When you leave a voice mail message, ask your prospect for only 3 or 4 minutes of their time. State that during that time, you would like to discuss if a common denominator exists for us to do business together. By specifying a timeframe, you assure the prospect this will not be a longwinded sales call. In addition, the latter part is very non-threatening because you are simply asking if it makes sense to move forward in a business relationship. About 60% to 65% of my calls are returned within 2 days. By the way, you can also use this tactic if your prospect actually answers the phone. Ask them, May I have 3 to 4 minutes of your time? This allows them to let their guard down because they dont have to worry about being on the phone for 30 minutes. If they say, Now is not a good time, ask them What time would be better? About the author or company: Daren has ten years experience selling I.T. staffing and project-based services. Currently the Regional V.P. for IntePros, he is an accomplished salesperson, sales manager, and sales trainer. Click Here to Return to The Table of Contents
Daren Bitter IntesPros Consulting 13777 Ballantyne Corporate Place Charlotte, NC 28277 (704) 752-1000 dbitter@intepros.com
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TIP 10: ASK FOR ACCOUNTS RECEIVABLE When you call on a company, ask for Accounts Receivable. You are almost always put through. Once you are transferred to Accounts Receivable, ask for the name of the individual or department you were trying to reach. The assistant will usually tell you what the decision makers name is if you need that, and they will transfer you to their direct line. About the author or company: The Portables is Canadas larges source for portable marketing solutions. As a full-service 100% Canadian company, we are able to provide you with everything from branding, creative design, pre-show planning, training, exhibit rental, custom exhibits, logistics, and much more. Click Here to Return to The Table of Contents
David Woods The Portables Exhibits & Displays 284 Consumers Rd. Toronto, Ontario M2J 1P8 (416) 494-9553 dwoods@theportables.com
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TIP 11: EMAIL YOUR CONTACT If you are unable to get someone to return your calls or the gatekeeper is being difficult, go to the companys website. Usually there is a contact us button or an email address that you can email the company. Inform them you are trying to send your contact some information, and you would like their email address. When you email your contact, always put your name and company in the subject line. In addition, make sure your email contains a signature line containing your name, company name, address, and phone number. Finally, dont ever include an attachment if the recipient is not expecting your email. Particularly with email, you dont want to appear evasive or untrustworthy because people will be leery that you are spamming them or sending them a virus. As a result, your email will be deleted before it is ever read. The content of the email cant be canned, so dont send out one email to numerous recipients (spamming). Simply write, you just want x minutes of their time to determine if your companies might be able to mutually benefit by working together. In addition, let your prospect know you will continue to send them an email unless you hear otherwise. By emailing your contact directly, you eliminate the gatekeeper from screening your message, your contact has less chance of losing your contact information, and your contact will pay more attention to your message. About the author or company: Dennis Tyler is a Certified Tactical Master Instructor in the non-deadly force system of CDT (Compliance, Direction, and Takedown). I conduct seminars in personal safety and family protection. CDT is comprised of the most time proven, non-deadly diffusion techniques. Sub-courses range from 4 to 6 hours, full certification courses from 12 to 20 hours. Click Here to Return to The Table of Contents
Dennis Tyler 12937 SE Kent Kangley Rd PMB 460 Kent, WA 98031 Red911@attbi.com
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TIP 12: THEYRE EXPECTING MY CALL Mail your client a promotional product with a personal letter outlining the benefits or your product or service. At the end of the letter, inform them you will be calling on (specific date) at (specific time). When you call them at the date and time you specified, tell the gatekeeper that your contact is expecting your call. As a result, you have turned a cold call into a warm call. About the author or company: Award winning promotional marketing company utilizing imprinted promotional products telling your message, to keep your name remembered. From simple tattoos or balloons to more elaborate custom designed marketing programs. We begin with learning your objective, theme, and target audience. Then we will design a program uniquely for you. Click Here to Return to The Table of Contents
Doug Kaltenberg MarComm Promotions, Inc. 6767 Southwest 167th Place Beaverton, OR 97007 (503) 356-8713 doug@marcommpromos.com
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TIP 13: BEFRIEND THE GATEKEEPER Never overlook the power of the gatekeeper. It is critical to gain the gatekeepers trust by: Introducing yourself and identifying your company. Asking them for their help concerning whom you should contact. Telling them how much you appreciate their help, and complimenting them on the job they do. If you take the time to befriend the gatekeeper and earn their trust, you will receive the following unexpected results: The name of the actual decision maker, and access to them. Insight into company politics. Key information about the company status - are they growing, down sizing, shifting focus, being bought out, etc. Important information about the decision maker - their likes and dislikes, their priorities, how best to approach and sell them. Someone who can provide positive feedback about you when your contact has to choose between several different vendors and asks for their opinion. About the author or company: Eileen Olson has more than six years of sales successes for Access International. Access is a visionary solutions provider focused on remote order entry information technology for the field sales force. Click Here to Return to The Table of Contents
Eileen Olson Regional Sales Manager Access International 1865 Bernice Rd. Lansing, IL 60438 (708) 895-3495 emolson@ai2.com
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TIP 14: CONTACT TWO LEVELS HIGHER Always try to contact at least two levels ahead of the decision maker for your product when you call for the first time. Once you are put through to the boss of the decision maker, ask for the person you are trying to contact. Although the gatekeeper is probably already aware which office transferred you, you still want to mention it to them. Often your call will be put through, because you were sent to them by their boss. You should also contact the individual at least two levels higher than your contact, because decisions are often determined by someone higher up than you originally thought or were told. As a result, by calling several levels higher, you will often discover they are actually the decision-maker. About the authors or their company: Alan Meyer We offer over-the-phone interpretation services in over 150 languages. We bridge the language barrier between company and their customers or employees. Carina Fetterman Paradigm has your marketing solution. Click Here to Return to The Table of Contents
Alan Meyer Tele Interpreters 500 North Brand Blvd., #1850 Glendale, CA 91203 (818) 627-3708 alan@jemsaw.com Carina Fetterman Paradigm International, Inc. 604 East 20th Street Houston, TX 77008 (713) 426-4141 info@paradigm-international.com
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TIP 15: INVITE TO A SPECIAL EVENT For those companies that you consider your top prospects, contact the decision makers assistant (be very polite), and find out their bosss favorite activities or interests. When you call the decision maker again, explain to his or her assistant that you are calling to invite them to a special event (sporting event, golf outing, musical, etc.) or to give them a gift (magazine subscription, gift certificate, etc.). If you opt for the gift, make sure they understand you will hand deliver it over a meeting. A special event is preferred, because of the time you spend with them. If the boss is not there, get a specific time and date when you should call back to speak with them. You may even consider sending them a letter or an email, but dont be deceptive. Make it very clear you are interested in doing business with their company, and you value the opportunity to get to know them and their company better. About the author or company: Shield is a full service engineering & environmental consulting firm. Shield is listed by ENR as one of the top 200 environmental firms (July 2000 and 2001), and Zweig White & Associates recently named Shield as one of the fastest growing environmental consulting firms in the U.S. Click Here to Return to The Table of Contents
Elizabeth N. Matherne Business Development Coordinator Shield Engineering, Inc. 4301 Taggart Creek Rd. Charlotte, NC 28208 (704) 394-6913) ematherne@shieldengineering.com
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TIP 16: BE PERSISTENT This is a simple but effective tip to get your prospect to return your call. There are many books on how to sell to various personality types. They suggest the majority of people dont feel comfortable making a decision until at least 4 to 5 contacts. By being persistent, you can eliminate most of your competition because most salespeople quit calling after 1 to 2 attempts. When you call but dont actually talk with the decision maker, leave a voice mail message. Always tell your prospect who you are, your company, and that you will call them back. Dont let them know the exact time because they will screen your call. Continue to call back, and leave voice mail messages. By doing this you will continue to get your name in front of your prospect, which increases the chances of your prospect either taking or returning your call. By keeping your name in front of them you increase your chances because: 1. You build more trust than the person who only calls once. 2. Your prospect will be more likely to remember you because they repeatedly hear your name. 3. They may have lost your information, but received it on one of your follow up calls. 4. You may have originally called them at a bad time, but on your follow up calls they paid more attention to your message. 5. Finally, they may just call you back because they feel you will never stop call if they dont call you back. Just make sure you have your list of contacts ready, so when they do call back you are prepared. About the author or company: Datalink is an information storage architect. We work with our customers to plan and implement customized storage solutions that store, protect, and provide continuous access to their information. We give our customers storage infrastructure that meets their business needs and maximizes the value of their information. Click Here to Return to The Table of Contents
Diana Hall Account Associate Datalink Corporation 8170 Upland Circle Chanhassen, MN 55317 (800) 448-6314 dhall@datalink.com
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TIP 17: SEND HALF OF A PAIR Think of an item you can mail that comes in pairs: mittens, socks, sunglasses/case, shoes, something that relates to what your company does or the idea that you are trying to convey to the recipient. Develop a brief but creative letter that you can mail with on of the pairs of the items (one mitten, one shoe, etc.) To get the second part of the pair, the recipient must call, email, fax, visit website, etc. (You could even send a part of a team like item a straw could be sent, and the remaining piece could be a tumbler mug that is picked up at your booth at such and such tradeshow.) People are more likely to respond when they can receive something free. Another amazing piece is a non-activated calling card that is super-sealed into a postcard and mailed to your target audience. To activate the calling card the recipient must follow your instructions visit website, enter information, etc. Because most everyone can use this card when traveling, for a college student, etc. it often elicits the response you want to occur. You just need to make sure you provide enough minutes on the card to make it worthwhile for the person to respond. About the author or company: Kurios & Schmidt Promotions, Inc. is a promotional products/advertising specialty company. Because of the arena that I am in, I like to utilize the tools I have access to. In an age of limited time and extreme busyness, people need incentives to act in a way that you desire. Click Here to Return to The Table of Contents
Suzanne Schmidt Kurios & Schmidt Promotions, Inc. 2875 Jordan Ave., Ste. 110 Minnetonka, MN 55305 952-545-0100 kurios-schmidt@mn.rr.com
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TIP 18: DIAL THE EXTENSION BEFORE OR AFTER If you know the prospects extension, for example ext. 200, dial the extension just before or after your contacts extension. In this example, you would dial ext. 199 or ext. 201. By doing this, you will usually reach the person who is right next to your contact. Once you tell the person at the extension whom you are trying to reach, many times they will walk over and get the person on the phone. Click Here to Return to The Table of Contents
Tony Antonini Account Executive Sir Speedy Printing 3818 Far West Blvd., Ste. 105 Austin, TX 78731 (512) 338-9818 sales@sirspeedy4092.com
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TIP 19: YOUR OLD CONTACT HAS LEFT If you are calling on an account and your contact no longer works for the company, use the following technique. Start telling everyone in the company that you and your previous contact were discussing the possibility of working together. Once you reach your new contact, give them a detailed review of everything you and their predecessor had discussed, and what interested the previous contact. The new contact usually does not want to drop the ball, and will start asking questions about your services/products. Make sure you emphasize the kudos they will receive for having completed this project. By focusing all of your efforts on your new contact, you will many times develop a stronger relationship than you had with the previous contact, and you wont be starting over. About the author or company: TMA provides high-level telecom consulting services to medium and large size organizations located in Pennsylvania, Delaware, and New Jersey. Click Here to Return to The Table of Contents
Thomas Graham TMA, Inc. P.O. Box 1030 Mullica Hill, NJ 08062 (856) 423-6883 Thomas@tmanow.com
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Eric Slife Slife Sales Training, Inc. 4320 West Eaglerock Place Wenatchee, WA 98801 eric@salestrainingcamp.com
TIP 20: ASK FOR THE EXTENSION Call into a company after hours, so that you receive their voice mail system. Often the system will prompt you to input your contacts name, and it will provide you with their extension. When you call back the next day, ask to be connected directly to that extension. If the gatekeeper is still being difficult, try to call your contact directly by using their extension. For example, many times a main phone number may look something like 678-1000. If your contacts extension is 236, call 678-1236. Many times this will be your contacts direct line, and with a little persistence, you will be speaking with your contact. Click Here to Return to The Table of Contents
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TIP 21: SEND THREE LETTERS Send out a series of three initial letters two days apart. Attach either a report or a piece of important information pertaining to your prospects industry. The actual body of the letter is very short, but do ask your prospect if their current supplier has provided them with this information, and if not, why? By sending three letters you create intrigue. Even though you havent met with the person face to face, you have gotten in front of them three times, and provided them with information they didnt previously have. After the third letter, call your prospect. You will almost always get through to your contact even when someone is screening their calls. When you do speak with the decision maker, let them know you separate yourself from your competition by being a resource for your clients, and not just another vendor. Ask your prospect if they would like you to continue sending information. If they say yes, ask them how they prefer to have it sent: mailed, faxed, or emailed. In addition, keep you eyes open for other information that your prospects or clients might find beneficial. Click Here to Return to The Table of Contents
Stephen C. Gilbert Pacific Real Estate Partners, Inc. 225 108th Ave. NE Bellevue, WA 98004 (425) 974-4000 gilbertsc@worldnet.att.net
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TIP 22: I NEED TO SEND SOME INFORMATION In order to find out the name of the person you need to contact, tell the gatekeeper who you are and that you would like to send some information about your product or services. Next find out who you should address the package to and their title. Once the gatekeeper gives you the name, ask them if they are available. Typically the gatekeeper will put you through without hesitation. Even if they arent available, you now have a contact name. At a later date, you can call back and directly ask for your contact. Click Here to Return to The Table of Contents
Kayla ONeal Sales & Marketing Director Invision Computer Support for Smart Business 7739 Quivira Lenexa, KS 66216 koneal@invisionkc.com
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TIP 23: INTERNALLY TRANSFERRED CALL In order to use this simple technique to avoid the gatekeeper, you need to first get the internal extension of your contact. You also need to call early in the morning before the receptionist arrives, so you will automatically go into their voicemail system. First, dial another employees extension at the company. Once the other employees phone picks up, press the # key. Most voicemail systems are setup, so that if you press the # key you will be able to transfer to another extension. Once prompted, type in your contacts extension. As a result, it looks like an internally transferred call, rather than someone calling from an outside line. Because you call early in the morning, most executives will pick up the phone since they are in their office before everyone else. About the author or company: Exodus is the premier provider of complex managed hosting solutions, and the creator of the Internet Data Center concept. Click Here to Return to The Table of Contents
Keith McInish Atlanta Site Director Exodus, A Cable and Wireless Service 101 Aquila Way Austell, GA 30168 (770) 372-5786 Keith.mcinish@exodus.net
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TIP 24: ACE OF SPADES The following tip has been a sure winner for me to capture the attention of an elusive Vice-President or President of a company. Place a queen of spades (playing card) in an envelope, and mail it to your prospect. Three days later mail your prospect the king of spades. Wait one day and send your prospect via courier the ace of spades. Call the receptionist to confirm your contact is in the office. Then visit your prospects office, and tell the secretary to let your prospect know the ace of spades is here to see him/her. More often than not, they will come out and meet you. About the author or company: Our services match your database files electronically against the most comprehensive data sources for phone number updates/appends and consumer/business address corrections. We ensure that your telemarketing or mail campaigns reach your intended market. Click Here to Return to The Table of Contents
Martin Sachade National Account Manager Pacific East Corp. P.O. Box 439 Sumas, WA 98295 (800) 665-8400 martin@pacificcorp.com
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TIP 25: ASK FOR SALES One of the best ways to get the correct decision-makers name (in whatever department) is to call and ask for sales. Typically, gatekeepers dont screen people asking to speak with the sales department. In addition, because salespeople are usually empathetic towards each other, they are usually very happy to help you. Many times they will provide you with a brief overview and answer some of your questions about the company and the decision-maker. After the salesperson has shared their information with you, make sure you thank them. Also, ask them if you can provide them a lead to help them get their foot in the door with your company. About the author or company: Smile and Dial is a partner who helps sales professionals achieve quota goals, business goals, and personal goals. Visit us at www.smileanddial.com. Click Here to Return to The Table of Contents
Lori Richardson Smile and Dial Sales Coaching www.smileanddial.com (206) 972-0265 lori@smileanddial.com
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TIP 26: EARLY MORNING VISIT Similar to the previous tip, personally visit a company, about 20 minutes before their actual business hours start. Particularly if it is a smaller company, you stand a good chance to actually have the owner greet you. Inform them that you are on your way to work, and you have really wanted to do business with their company. Provide them some information with a business card, and ask them if you could schedule an appointment to meet with them or the individual responsible for your product or service. Make sure your calendar is with you, so you can schedule the appointment before you leave. Click Here to Return to The Table of Contents
Eric Slife President Slife Sales Training, Inc. 4320 West Eaglerock Place Wenatchee, WA 98801 eric@salestrainingcamp.com
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TIP 27: THE LOTTERY TICKET Fax a copy of a lottery ticket for the upcoming weeks drawing. On the fax place a personal note containing your contact information. Many times the person will call you back just to thank you for the chance to win a big jackpot. If they do call back, tell them you would like five minutes to personally deliver the ticket and introduce yourself. About the author or company: Providing Computer Services to help companies reduce their costs by utilizing remote monitoring and system administration; thereby reducing costly onsite service charges. We provide custom programming, network design, security application, security virus remediation, and disaster recovery planning. Click Here to Return to The Table of Contents
Walt Ely System Care Inc. 26202 Detroit Rd., Ste. 100C Westlake, OH 44145 (440) 925-4005 wely@systemcareinc.com
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TIP 28: LEAVE CLEAR VOICE MAIL MESSAGES Too many times people cant understand their voice mail messages, so they have to replay the message over and over just to get all the information. Many times if a busy decision maker cant understand your message, they will simply delete it. As a result, when you leave a voice mail message state your name and phone number at the beginning and at the end of your message. Speak slowly as if you were writing it down, because your contact is writing it down. For example: Hello ,
Morgan Todd International Vacation Homes 9800 Sepulveda Blvd., 4th Floor Los Angeles, CA 90045 (818) 763-8820 Mtodd_ivacation@juno.com
this is Morgan Todd with International Vacation Homes. I can be reached at 800-931-8820. We specialize in helping vacation homeowners maximize their visibility, thus increasing occupancy rates. Currently, we are offering free additional listings in our new travel mall. To learn more about our program, please call Morgan Todd at 800-931-8820. I look forward to your call. About the author or company: Generate an income off your timeshare. Call me to learn how. Morgan Todd (800) 931-8820, www.ivacation.com. Click Here to Return to The Table of Contents
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TIP 29: INTRODUCE YOURSELF FIRST Leave a message such as: Good morning, its Fred Bloggs from Widgets Data, I need to speak with By introducing yourself and your company immediately, the gatekeeper will often forget your name. Rather than ask for it again, they will simply put you through to your contact. In addition, instead of asking, Are they available? or Can I speak with? say, I need to speak with By not asking a question, you dont give the impression that you are a salesperson. About the author or company: Test & Measurement Australia Pty Limited, is a small import and distribution firm based in the picturesque Blue Mountains located just West of Sydney, Australia. We specialize in supplying RF components and systems to the TV/Radio Broadcast and Defense Markets. We offer unique and quality products from specialist suppliers. Click Here to Return to The Table of Contents
Stephen Brine Director of Sales & Marketing Test & Measurement Australia P.O. Box 197 Blaxland, NSW 2774 Australia +61-2-47399523 steve@tandm.com.au
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TIP 30: REGARDING YOUR COMPETITION Leave your prospect a message telling him or her that its in regards to one of their competitors (who happens to be one of your clients). For example: Mr. or Ms. Smith, this is John Carnemolla from Muzak. Im calling in regards to your competitor. Please call me at Make sure you clearly mention your company. You dont want to sound like you are the competitor or that you are trying to be deceptive. When the prospect returns your call, explain what you have done for their competitor, and find out if they are interested in exploring some options. Click Here to Return to The Table of Contents
John Carnemolla Muzak 201 Hughes Blvd. St. Charles, MO 63301 (636) 255-1010 johncarnemolla@hotmail.com
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TIP 31: TURN YOUR PHONE INTO A MICROPHONE While working at the same company, a number of the salespeople said they dreaded being put through to voicemail. I told them about having a script specifically for voicemail. They thought it was a good idea, so we developed one as a group. As we were putting it into practice the next day, I was amazed by the performance of another salesman. When he was put through to voicemail, he took the phone, turned it upside down, and started speaking into the phone like an old fashioned microphone. After having asked him why he used the phone like a microphone, he stated how it made him feel more confident. In addition, it kept him from faltering in his message. Although I never saw this technique before, I mentioned it at several courses and workshops, and I have had considerable feedback from delegates who tell me that they now do it all the time. Click Here to Return to The Table of Contents
John Pykett pykett@btconnect.com
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TIP 32: SEND A FORK I was struggling to get through to a VP level person for a long time. I was fairly confident he was just busy, and I was not his number one priority. I wanted to receive an answer, so I tried something new. I went and purchased a fork and wrapped it in a nice gift box. I included a letter stating the benefits of our products. However, I started the letter by saying, Dear Mr. X, Im sending you a fork. Dont make me come after you with a spoon. Please return my call, and give me an answer. I look forward to talking to you soon. Shortly thereafter, I called him, and as soon as I asked him if he received my gift he laughed for 30 seconds. He loved it! I was back in the door! I would only recommend this if the individual is a prior prospect, and you know them a little bit. About the author or company: 180 Commerce is a returns management software company that helps companies manage the cumbersome handling of returned products. Our product integrates with your ERP or legacy systems to bring better customer service internally, as well as externally. It is time to take control of your returns! Click Here to Return to The Table of Contents
Henrik Smedberg Director Business Development 180 Commerce, Inc. 400 Perimeter Center Terrace, Ste. 250 (678) 528-1010 henrik.smedberg@180commerce.com
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TIP 33: LEAVE ONE TICKET A great way to get your perspective contact person to call you back is to leave one ticket to a sporting event, trade show, or something of high interest. Write their name on it, with a note saying, Dear Bob, I would like to give you a quick glimpse of our company, as well as a second ticket to this event. I can be reached at Then sell them! About the author or company: Evergreen Food Services, founded in 1976 is a full-line vending and office coffee company, serving the greater Puget Sound area. We provide clean, filled, and working machines along with top quality products. Our mission is to uphold our high standards of excellence and continue our leadership in the industry. Click Here to Return to The Table of Contents
Brian York Vice President/Sales Manager Evergreen Food Services 13800 Tukwila International Blvd. Seattle, WA 98168 (206) 242-5700 byork@evergreenvending.com
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TIP 34: WHILE YOU WERE OUT The following is a foolproof method of getting your calls returned. 1. Take a pink phone message pad. 2. With a felt tip pen fill in the information, such as: from whom, time of call, call back number. 3. In the comments write a brief message: While you were out, Mr. (your name) called left message to call back. Or, a brief message with a strong benefits laden question. Your phone number and time to call back. 4. Insert the pink phone message into an envelope by itself, and mail it to your contact. *You can also fax this document to your contact, but you will need to enlarge the message pad sheet on your copier. Click Here to Return to The Table of Contents
Dennis R. Absher Financial Logics LLC 1 Lemon Grove Irvine, CA 92618 (949) 857-0079 dennisrabsher@earthlink.net
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TIP 35: THE CHECKLIST Many years ago I was trying to reach the program director of a large radio station in Kansas City. My calls and letters went unanswered. Finally, I wrote a letter stating that I understood what a busy person you are. Perhaps you would please just check off the appropriate box(es) on the enclosed, self-addressed postcard, and mail it back to me. I listed five or six options with boxes, and I provided a blank Comments line for him to sign. I received a response within three days, along with a note, Mark, very creative approach! Dear Mark: I dont know whether I received your stuff. I never got your stuff. I received your stuff, but I have not reviewed it. I got your stuff, have not reviewed it, and probably will not. I received your stuff, reviewed it, and Im considering it. I received your stuff, reviewed it, and decided against it. Call me on ______ around _______, and lets talk about it. Comments: Signed Busy Man/Woman About the author or company: Mark Johns is Senior Sales Director for Sir Speedy, Inc. - the worlds largest printing, copying, and digital network. To find the center nearest you, go to www.sirspeedy.com. Click Here to Return to The Table of Contents
Mark Johns Senior Sales Director Sir Speedy, Inc. 26722 Plaza Dr. Mission Viejo, CA 92691 (949) 348-5000 mjohns@sirspeedy.com
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TIP 36: TECHNICAL QUESTION APPROACH The following is a very effective technique to get the gatekeeper to put you through to the decision maker. Prepare a technical question, one that more than likely a gatekeeper cant answer. For example: if I need to speak with the tool room manager of an automotive supplier, I ask As a supplier to the automotive companies, I want to know if your current stress relief practices are in line with what General Motor uses? Because they dont have the answer to your question, they will often put you through to the decision-maker. Click Here to Return to The Table of Contents
Tom Hebel Bonal Technologies 21178 Bridge Southfield, MI 48034 tomhebel@bonal.com
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TIP 37: DO YOUR HOMEWORK Im an administrative assistant, so Ive been a gatekeeper of one kind or another all of my working life. If a salesperson calls and wants to talk to my boss, they have to have done some homework first. They need to find out what project my boss is currently working on. I wont let them through if they just have important information or critical information. They need to ask me some general questions. For example, several years ago when everyone was concerned about Y2K, a salesperson with a Y2K solution called my company to find out if we have started working on solutions to our expected problems. Have we talked to any experts yet? What do we anticipate our problems to be? Have we gathered information, set up any meetings, called anyone? Then the sales rep took the responses, and called on one of the workers at our MIS department to gather some additional information not the manager or VP. The salesperson then called and mentioned he understood we were concerned about and that we had started gathering information to assist our MIS department. The sales rep then requested to speak to my boss because his company might be able to help. Because I knew my boss was concerned with this problem, I knew my boss might be interested in speaking with him. As a result, I would put him right through if my boss was in, or I would make sure to take down his information. About the author or company: New Hermes, Inc. sells engraving machines, and materials to engrave upon. We work with companies who make the following products: indoor and outdoor signs, nameplates, door plates, building directories, trophies, jewelry stores, etc. Click Here to Return to The Table of Contents
Sherri Fransen Sales Support Administrator New Hermes, Inc. 2200 Northmont Parkway Duluth, GA 30096 (770) 623-0331 Ext. 1226 sherrifransen@newhermes.com
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TIP 38: THE BARBIE DOLL For prospects that you have met in person, but will not return your calls, send them a generic Barbie doll. Pull out half of the dolls hair, and make the rest of it really ratted and frizzy. Include a note reading, Ive been pulling my hair out trying to get a hold of you, and whatever else I need to say. This gets your message across, and usually results in a returned call. I would only recommend using this approach with a relationship that you have already developed, and with someone who has a good sense of humor. About the author or company: The Winchester Mystery House, a 160 room Victorian mansion, is San Joses #1 attraction. Directed by spirits, Sarah Winchester had carpenters building 24 hours a day, 7 days a week, for 38 years. Oddities in the house include a staircase to the ceiling and doors to nowhere. Discounted group and corporate rates available. Click Here to Return to The Table of Contents
Carlie Burtz Winchester Mystery House 525 South Winchester Blvd. San Jose, CA 95128 (408) 247-2000 carlie@winchestermysteryhouse.com
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TIP 39: FIRST NAME ONLY If you ask for the person by using only their first name, gatekeepers will often think you already have a relationship and put your call through. The key is to speak with confidence and a firm voice. About the author or company: Do you like to things on sale? Life insurance is a legitimate method to buy money on sale. Buy dollars for pennies. Why gamble on the stock market. The value of life insurance is guaranteed. Click Here to Return to The Table of Contents
Peter ORourke CG&B Financial Services 200-1270 Central Parkway Mississauga Ontario, Canada (905) 361-3853 petero@cgbgroup.com
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TIP 40: HEY, WHAT HAPPENED? If you cant get a decision maker with whom you have already met to call you back, leave the following message. Hey, (contacts name), what happened? Call me back. Its (your name) at (###) (###-####). They will wonder what you are talking about and curiosity will cause them to return your call. About the author or company: EDGE stands for Employers Deserve Great Employees! We bridge the gap from people to profit. We specialize in helping companies place the right people in the right position and to better manage, train, and motivate employees. Click Here to Return to The Table of Contents
Pamela Gort EDGE Consulting Group 255 Borrego Court Oceanside, CA 92057 (760) 754-5470 edgeassessments@aol.com
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TIP 41: CORRECTLY PRONOUNCE NAMES If you call a company and you cant pronounce the name correctly, you tip your hand that youre a salesperson. If you have a question about the pronunciation of your contacts name, call in and ask for their voicemail. Once you hear the correct pronunciation, call back the next day and ask to speak with the individual. About the author or company: New Clients Now!! Helps small and medium sized businesses find new customers quickly through a unique five-step process called Quick Hit. Call Richard Kennedy at (847) 8081748 to find out more about New Clients Now!! Click Here to Return to The Table of Contents
Richard Kennedy New Clients Now 294 Scott Street Wheeling, IL 60090 (847) 808-1748 newclientsnow@aol.com
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TIP 42: ABSURD HONESTY I use a technique I call Absurd Honesty to get through to the decision maker. If I am asked, Can I help you? or May I ask what this call is in reference to? the gatekeeper sounds polite, but in reality they are telling you to Take a hike! So in response, I often say, Im a salesman, and I want to pester your boss to death. Is he/she in? This absurd honesty approach cuts through the bull, and usually takes the gatekeeper off guard or creates a laugh. Either way, the gatekeeper usually lowers their guard, and will often put you through or provide you some valuable information. About the author or company: Digital Evolution helps businesses use the new, open standards of XML web services to integrate systems, operate information technology more cost effectively, and be vendor neutral. Click Here to Return to The Table of Contents
Hugh Taylor Managing Director Digital Evolution, Inc. 1452 2nd St. Santa Monica, CA 90401 (310) 570-4130 htaylor@digev.com
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TIP 43: IM DISCARDING ALL OLD FILES The following tip can be effective if you have presented a proposal to a prospect, and they have been sitting on it for some time and wont return your call. Call them, and leave a polite voice mail message stating that you are discarding all old files. Because they havent returned your calls, you are under the assumption that they are no longer interested in your product or service. However, you will hold their file for another 48 hours in case they are still interested. Click Here to Return to The Table of Contents
Eric Slife Slife Sales Training, Inc. 4320 West Eaglerock Place Wenatchee, WA 98801 eric@salestrainingcamp.com
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TIP 44: SORRY, I MISSED YOU If a prospect stands you up on an appointment, leave your business card with a penned note saying, Sorry I missed you. This makes it easier for you to schedule a returned appointment. In addition, it can increase your closing ratio. Why? Because your prospect feels guilty for standing you up after you responded nicely, they feel more obligated to purchase from you. Click Here to Return to The Table of Contents
Dave Bevan Sales Training Manager ADP 2850 South Decker Lake Dr. Salt Lake City, UT 84119 (801) 956-7805 david_bevan@adp.com
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TIP 45: GET THE SECRETARYS NAME When you call on a company, always make it a point to get the name of the secretary, receptionist, or gatekeeper. Whether or not this was shared at the beginning of the call, make it a point to ask them, What was your name (again), maam? Then end the call with, Thank you After the call, make sure you take note of his/her name in your contact management database. When you follow up a few days later, say Hello, this is (your name) with (company name). Is (your contacts name) available? Because you remembered the individuals name, you stand a much better chance to be put directly through to your contact. Thus, you avoid voice mail, and you are less likely to have your call screened. About the author or company: SmartDriver is a little black box that provides you with a complete picture of how your vehicles are driven. SmartDriver makes it possible to enforce safe, responsible driving habits and to prevent any on-the-clock activities not in your companys interest. Visit us at www.smart-driver.com. Click Here to Return to The Table of Contents
Wright Gore SmartDriver P.O. Box 27322 Houston, TX 77227 (713) 840-7678 wright@smart-driver.com
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TIP 46: HELP, OR ILL JUMP Make it a fun atmosphere for you and your prospects. For example, we had two prospects that we wanted to turn into customers. They just would not reply to our letters or calls. In one case, we had our president pose on the edge of a rooftop, and appear as if he was going to jump. We made this into a card with the following caption: We are desperate to hear from you. The prospect finally called us, laughing. In the second case, we printed a piece of paper with the words, We are puzzled as to why we have not heard from you. We cut the paper into puzzle pieces, and mailed it to our prospect. He told us he opened it on a plane, emptied out the contents on his tray, and was very amused when he pieced it together. Click Here to Return to The Table of Contents
Cindy Peterson McCaren Designs, Inc. (651) 646-4764 cindyp@mccaren.com
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TIP 47: TWO BAGS OF COOKIES I get more appointments with this simple approach than with any other technique I have tried. Take two bags of warm, homemade chocolate chip cookies, and staple a business card to each bag. On the back of each card, write I need two things in this world to survive: 1. Chocolate and 2. YOUR BUSINESS! Give one bag to the receptionist for giving you the contact name (this also insures your contact will get the other bag), and the other bag to your contact. When you call back for an appointment, your contact will take the call just to tell you how much they appreciated your cookies. In addition, they are more open with information, and they will remember who you are when they are ready to buy guaranteed. Click Here to Return to The Table of Contents
Hank Mondaca Formation Business Solutions (562) 926-2345 hank@foremation.com
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TIP 48: ARE YOU THE EXPERT? I heard this technique from a sales trainer. When the receptionist answers the phone, ask them for the expert in what you are selling. For example, I am trying to reach a person who is the expert in Is that you? By asking the simple question Is that you? you make them feel important, and they are more likely to give you the true contact for your product/service. Click Here to Return to The Table of Contents
Amy Jeppesen Account Executive KXRM Fox 21/ KXTU UPN 57 (719) 955-3052 ajeppesen@kxrm.com
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TIP 49: THE DROP ROUTINE Always carry some flyers or brochures in your car, and then visit those companies that are your good prospects. Make sure you have done some research, so you have the name of the owner or CEO. I personally carry a chamber guide with me at all times, so I can look up key contacts names. Pull up to the company, walk in, and tell the receptionist you have some information for Ask the receptionist for an envelope, insert your information with an attached business card, and seal it. At this point, write your contacts name with the word personal on the corner of the envelope. Then ask the receptionist to please place the information on his or her desk. Ive seen my business increase 30% since I implemented the drop routine. Click Here to Return to The Table of Contents
Pamela Grooms pgrooms@castletongroup.com
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TIP 50: GET THE GATEKEEPERS ADVICE If you cant get your calls returned, go back to the gatekeeper and appeal to their soft side. Explain that you have been trying to reach so-in-so, but have been unsuccessful in getting them to return you call. Share how you hate to bog down their voicemail with messages. Ask if they recommend a better time to call, or maybe they can recommend an alternative way to reach your contact. By being polite and creating this telephone relationship, a gatekeeper will often put me directly through. Click Here to Return to The Table of Contents
Sarah Hestley Incentra (440) 349-1809 shestley@incentra1.com
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TIP 51: CATCH BEFORE THE MEETING Because most meetings are done in the morning, this tip works best if you call before 10:00 AM. Call your prospect 10 minutes before the hour, and tell the receptionist you are trying to catch (your prospects name) before his or her meeting. If they are having a meeting they will try to patch you on through. If they say your contact doesnt have a meeting say, Oh, are they in? Or, if they arent in say, Oh, when would be a good time to call back? About the author or company: Jerry Hocutt is a national sales speaker and trainer. He trains thousands of salespeople every year at his Cold Calling for Cowards seminar. Go to www.salestrainingcamp.com for more information. Click Here to Return to The Table of Contents
Jerry Hocutt Hocutt & Associates, Inc. 24933 132nd Place SE Kent, WA 98042 (253) 639-0744 jerry@footinthedoor.com
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TIP 52: PIZZA DELIVERY For your top prospects have a pizza delivered for them and their staff (or deliver it yourself) to your contact around lunchtime with a note on the top of the box. The note should let your contact know who you and your company are, your contact information, and that you would value an appointment with them. The next day follow up with a phone call. About the author or company: Jerry Hocutt is a national sales speaker and trainer. He trains thousands of salespeople every year at his Cold Calling for Cowards seminar. Go to www.salestrainingcamp.com for more information. Click Here to Return to The Table of Contents
Jerry Hocutt Hocutt & Associates, Inc. 24933 132nd Place SE Kent, WA 98042 (253) 639-0744 jerry@footinthedoor.com
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TIP 53: OVERNIGHT YOUR INFORMATION If a strong prospect requests you send information, put your best collateral together and send it via an overnight delivery company (FedEx, UPS, Airborne, etc.). Whether they are in another state or next door, if you use this approach, you will get their attention. The following day, call for the appointment. About the author or company: Alphagraphics of Downers Grove does design, copy, and print. Our goal is to deliver projects to you when promised, making you more of a success at your job. Click Here to Return to The Table of Contents
Antonio Schiappa Alphagraphics of Downers Grove 1640 West 75th St. Downers Grove, IL 60516 (630) 968-3800 aschiappa@alphagraphics.com
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ADDITIONAL SALES TRAINING PRODUCTS
Click Here to Return to The Table of Contents
POWER NEGOTIATING FOR SALESPEOPLE BY ROGER DAWSON: (7 Audio Tapes - $64.95) LEARN: Lucrative negotiating techniques that teach you how to close a sale even against lower-priced competition. How to get what you want - while leaving your customer feeling that he or she won, too. Five reasons for a salesperson to always ask for more than he or she expects. Four fatal sales-negotiation errors to avoid at all costs. How to use key negotiating gambits effectively - and to deflect them when they're used against you. Four negotiating drives and what they mean to your own sales career. How to triumph in the increasing common, but often complex arena of international sales negotiations. BEYOND GOALS BY ROGER DAWSON: (6 Audio Tapes - $64.95) LEARN: Some of Roger's techniques include: Using the 9-step method for unstoppable progress up the ladder of success, to break past artificial career plateaus Recognizing your driving life force - Acceptance, Control, Direction or Competence - as well as those of others Maintaining peak enthusiasm Enhancing your career and personal life by understanding your needs Overcoming fears blocking your path to achievement Using 8 sure-fire techniques to impact the behavior of others COLD CALLING ON THE TELEPHONE BY JERRY HOCUTT: (4 Audio Tapes - $59.95 or 2 CDs - $65.95) LEARN: Why sending a brochure before you call doesn't work, and what to do instead. Get the prospect to take your calls by using 2 voice mail techniques. Develop 7 questions that can lead to more appointments. When the prospect says "no", use 2 tactics to keep your foot-in-the-door. Send "Just the Fax" as your last resort to get your calls returned. FROM COLD CALL TO APPOINTMENT BY JERRY HOCUTT: (4 Audio Tapes - $59.95 or 2 CDs - $65.95) LEARN: Avoid asking "Did you receive the brochure I sent?" - and learn what to say instead. Discover the 4 things to leave on every voice mail message. Use the two most important telephone skills to avoid the prospect's #1 complaint. Learn to create calmness, courage, and composure by being a coward. How to Mind Map your scripts to know what to say, why you are saying it, and how to say it. Learn to deal with objections and close more sales. UNLIMITED REFERRALS BY BILL CATES: (6 Audio Tapes - $69.95) LEARN: Increase your confidence in asking for referrals Get referrals without even asking Break through the voice mail barrier and reach the unreachable Get prospects to return your calls Create an unlimited supply of quality prospects Create a reputation in a niche that opens closed doors Enhance client loyalty Increase sales and multiply profits Put more money in your pocket and enjoy selling even more REFERRAL EXPLOSION BY BILL CATES: (4 CDs - $59.95) LEARN: "Your Blueprint for Referral Success" gives you a condensed look at Bill's 10-Step system for prospecting for referrals. "Creating Unlimited Referrals" gives you great insight into forming effective relationships with Centers of Influence. "Secrets of Top Producers" reveals powerful referral strategies from million-dollar producers. And "Asking for Referrals with Confidence" shows you how to overcome any reluctance you have in asking for referrals. SMART SELLING BY DAVE KAHLE: *Includes free bonus book Handling Objections (Audio Tapes - $139.50) LEARN: Two criteria to use to identify those customers who hold the best longterm potential Three specific techniques to powerfully position yourself in the eyes of your customer Three strategies and one powerful tactic for knowing your customers better than your competitors Seven strategies for building powerful business relationships The single most powerful tactic for making people comfortable with you The science of skillful information management A system for organizing yourself for peak performance The four step process for effective time management Ten powerful rules for mastering your time Three learning habits of highly successful salespeople A system for continuous personal improvement 210 SALES TIPS BOOK COMPILED BY SLIFE SALES TRAINING, INC: ($39.95 Hardcopy or $19.95 e-book version) REFRESH YOUR SKILLS IN: Cold Calling Negotiating Referrals Closing Networking Presentations Probing Listening Skills Customer Service and much more!

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Tom Hebel Bonal Technologies 21178 Bridge Southfield, MI 48034 tomhebel@bonal.com

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Cindy Peterson McCaren Designs, Inc. (651) 646-4764 cindyp@mccaren.com

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Hank Mondaca Formation Business Solutions (562) 926-2345 hank@foremation.com

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Pamela Grooms pgrooms@castletongroup.com

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Sarah Hestley Incentra (440) 349-1809 shestley@incentra1.com

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