eBook Specials

If you are serious about Telesales and your success...then you have come to the right place. All the thinking has been done for you. We now offer you four of the best eBooks ever written on Telesales. There are hundreds of tips by top authors that you will use over and over again. And there are proven step by step approaches to making Telesales calls that will win you business time & time again.                          

All four eBooks will give you the clear edge you need in Telesales. Buy them today and we will email delivered to you today. They are library essentials for the Telesales professional. Affordable and jam packed with all the backup you will ever need.  

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Telesales Tips from the Trenches

Secrets of a Street-Smart Salesman

This 217-page book is for anyone who ever has to call a total stranger who has never heard of you or your company, and you're trying to ask him for money, an appointment, or get an information package in his hands on the initial call.

It’s for the person whose paycheck is dependent upon producing sales. It gives hundreds of ideas and concepts showing you how to sell in a systematic and intelligent manner, learned from years of selling in the trenches. What you read today, you use today. No filler, just time-tested technique after technique.

If your competition reads this book and you don’t, you or your sales force won’t stand a chance. This is a must read for anyone who wants to know what the top sales reps are doing by phone.

The Author is a Street-Smart Salesman, Just Like You Joe Catal is a salesperson just like you. He has averaged 100+ calls per day since 1985. He has heard over 350,000 "no’s" by phone—while consistently being among the top salespeople everywhere he’s worked. He has sold insurance, computer-software, websites, furniture, warranties, pet insurance, long distance services, radio advertising, and financial services. He has tested these tips "in the trenches" and they’ll help you dramatically increase your own sales and appointment.   "I really enjoyed your book. I studied it last weekend and took 17 pages of notes! Tons of usable, actionable tips that any sales person — from rookie to seasoned pro — can put to good use immediately to start closing moresales and earning more money."  Nick Nichols, GetSalesNow.com   "...one of the finest sales books around. It is packed cover-to-cover with excellent tips and advice on selling both on and off the phone. I would recommend it to anyone who is looking to earn thousands of dollars by reading a single book! We have obtained several multimillion dollar accounts as a consequence of the customer service strategies contained in this book." Mark Yoffe, Director, Commercial Lending Division, Morgan Funding Corporation Here Are Just a Few of the Hundreds of Tips • How to write an effective opening • Answers for any type of objection • Callback scripts that close the sale • Leaving voice mails that get results • How to find hot leads • Selling on the inbound call • How to get quality referrals • Sure-fire closing techniques • How to steal accounts • How to get past screeners • Great questions to ask • How to prospect painlessly • Selling large accounts • Why you should raise your prices 25% And much more! "Within four months of incorporating Joe's concepts, we showed a 40% increase in sales, and we are expanding the company for the first time in four years."Michael Dominic, American On-Hold Marketing   "The book is the best that I have ever read. Concise, punchy and results orientated. Top stuff Joe. "Reading just 3 pages made me an extra $51,425 in sales the following week." Casey Gollan, Business Coach,CaseyGollan.com

Telephone Tips That SELL!

In"Telephone Tips That SELL!— 501 How-to Ideas Tips and Affirmations to Help You Get More Business By Phone"by Art Sobczak, you get 501 brief, meaty, how-to, no-nonsense ideas you can use right now to generate interest, ask the right questions, present irresistible presentations, get unwavering commitment, evaporate resistance, and be more motivated than you have ever been.

You get brief, instantly-usable ideas on telesales . . . no bull, time-tested proven ideas that really work for professionals like you. You will get tips and quotes on all parts of the call: Pre-Call Planning, Screeners and Voice Mail, Interest-Creating Openings, Effective Questioning, Persuasive Presentations, Closing, Handling Objections, Self Motivation, and more!

Here is just a small sample of what you will get:

• What to say when an operator answers "Can you hold?" so that you are put through right away.
• How to ask questions to get prospects to tell you about your competitors' weaknesses.
• How to salvage something from every prospecting call.
• How to get screeners on your side, and giving you information instead of screening you out.
• The question to ask "fence-sitters" to get them moving today.
• What to say on follow-up calls instead of, "Did you have any questions?"
• How to open calls to inactive accounts.
• Should you ask if "now is a good time to talk?" Find out when and how.
• 25 Closing and Commitment Tips
• Dont ask IF they have problems. You will get the question to ask to get them to tell you about specific problems.
• How to defer an early question about your price.
• The one question to ask an inquirer that can give you everything you need to sell them.
• The question you MUST ask before sending out a sample or demo.
• Five ways to find out their budget.
• What to ask to be sure they are not just using you to get multiple bids.
• The key question you must ask any time they are going to "talk it over" with someone else.
• What to avoid saying in a presentation that can be easily challenged.
• How to get the silent prospect to open up.
• Annoying words to avoid.
• What to say when they say they can get it cheaper elsewhere.
• How to handle, "It is not in the budget."
• What to say to get them off the speakerphone.
• What to say when their interest has cooled from one call to the next.

… and much, much more.

Just think: Any one of these ideas might be the one that pays off big for you.

Look At What Others Said

"Just one idea on opening statements helped me double my number of new accounts."
Mark Chumbley, Redbud Supply

"Using your ideas we increased our sales by over 67%"
E. Richard Crebs, CPCU, Commercial Insurance Alternatives

"By far the best information written on telephone selling. In reading it, I often thought "I wish I would have said that!"
Lee Boyan, author of "Successful Cold Call Selling"

How to Place a Successful Sales & Prospecting Call

In this step-by-step guide, we cover ...

Planning For Your Call- Exactly what to do before picking up the phone to ensure success, and set your call apart from every other one they receive that day. Bonus: Also see how you can AVOID rejection and never experience it again.

What to Say Before Asking for the Buyer-Regardless of whether you’re prospecting or selling to existing customers, you can get valuable information before you ever get to the buyer. Learn how to ask, what to ask for, how to avoid being screened, and how to deal with voice mail.

How to Create Interest in the First 20 Seconds.Most people blow it right here. See what to avoid, and what to say in order to seize interest.

Questioning to Move Them Into a State of Mind Where They WANT What You Have. 

 Lousy salespeople don’t ask questions. Good salespeople ask the most basic questions. The BEST salespeople ask questions at the next level. Use the simple “Iceberg Theory of Questioning” and  you’ll get to that level.

Persuasive Recommendations.See what to say in order to get them to say YES!

Commitment for the Next Step.Follow all of the other parts of the process, and the close/commitment is easy. See word-for-word examples of commitment and closing questions you can use to get that YES.

Setting Up the Next Action.The secret to having a great follow-up call isn’t really that secret at all. You’ll see how to do it here.In addition to those steps in the Call Process, you’ll get,

The Professional and Successful Way to Deal With Objections.Forget about what I call “Goofy Objection Rebuttals.” That’s when you hear an objection, and are supposed to respond with some nonsense like, “I understand how you feel, many others have felt the same way, but after they found…” Stuff like that is laughable. I’ll show you how to deal with objections conversationally and professionally.

Dealing With Early Resistance.We’ve all heard “I’m happy with what I’m using,” and “I’m not interested.” Those are NOT objections. They are attempts to get you off the phone and they work. I’ll show you what to say to deal with them so you can call their bluff and have a shot of at least staying on the phone

An Actual Case Study of a Call.I’ll go through an actual Call Guide sent in by a sales rep, and point out what is good, and what should be changed. You will likely be able to use many of the same things on your call.

How to Get and Stay Motivated and Beat the Hell Out of Call Reluctance. Let’s face it, most people would rather have a colonoscopy than make cold calls. There are two reasons: 1. Most people are horrible at placing them, and, 2. They don’t do anything to keep their attitude up. The process in this book blows away the first reason, and this section gives you ideas to keep you performing at the highest level.

Any one idea in any one of these sections could make the difference in getting to and selling that tough decision maker. Or, helping you reverse a tough objection that in past blew you off the phone

“Art,  I have been in some kind of marketing, mostly sales, for just short of 50 years.  Your stuff is among the very best I have come across.”
 Peter Quinn, Sr

And by following the process, you’ll be more confident in EVERY call you place. And you’ll sound like a polished professional.

What would all of that be worth to you?

Many times more than the tiny ridiculously low investment

The Successful Manager Guide...

"By doing Proactive Customer Service, you will get more sales at a lesser cost, and keep your customers happy and buying from you longer."

I've been in telesales for over 24 years. And one constant is that the most successful companies always have separate telesales and customer service departments. No revelation there.

But, now there is something that the cutting edge companies are doing that is increasing sales at a LESSER cost of acquiring those sales.

It's a third method of using the phone for customer contact and sales: When Lee Van Vechten shared this concept with me a several years ago, I got so excited about it I told him I wanted to publish the management book he was writing on it. More about that in a minute.

What Is It, Exactly?

So, what IS Proactive Customer Service?

It is not purely customer service, nor is it hard core outbound selling.

It is NOT simply cross-selling or upselling on the inbound call.

It is not taking your reactive customer service reps and having them place calls in their spare time (which, we all know means they mysteriously have less and less spare time).

It is NOT having your highly compensated and skilled outbound sales reps follow up on inbound price requests or call customers and say,

"How's it going?"

"Do you need anything this week?"

"How are your supplies doing?"

"Wanted to make sure everything is OK."

"Can I quote on anything?"

"Any projects coming up?"

"Can I help you in any way?"

In a nutshell, the concept is quite simple: 

Calling your regular customers on a regular basis. 

That, in and of itself is not necessarily new. But doing it in a planned, organized way, with the right people, managed and compensated in the right way, within a properly-designed departmental infrastructure, is a new concept.

Proactive Customer Service is an entirely new position or department within the organizational chart. It is method of selling over the phone that lies between proactive outbound selling and reactive customer service. It generates more sales, from existing customers, but at a lesser cost to the organization than proactive outbound selling.

By using Proactive Customer Service you have regular contact with customers, which means you maintain, build, and grow better relationships with them, while protecting them from the competition.

And you can learn, step-by-step, how you can implement Proactive Customer Service, the right way, from telesales management expert Lee Van Vechten,  who has tested and refined the process. He shares all of the secrets with you in "The Successful Manger's Guide to Selling Through Proactive Customer Service--How to Reduce Inside Sales Costs and Keep Customers Buying Forever." 

MORE BENEFITS OF PROACTIVE CUSTOMER SERVICE

By using Proactive Customer Service you can, 

• Manage and grow accounts that previously received little or no contact.
• Take advantage of opportunities to cross sell and upsell so as to maximize revenue from accounts, while providing the ultimate in customer satisfaction
• Minimize customer attrition do to lack of attention. You build customer loyalty since they are being contacted more often by 'their' representative.
• Your customers have ONE point of regular contact, meaning greater satisfaction, and greater likelihood of buying from you regularly

Bottom line--this says it all--you can extend the lifetime value of your customers, while LOWERING overall sales costs. More sales for less money means more profits.

WHO CAN BENEFIT FROM PROACTIVE CUSTOMER SERVICE?
How do you know if doing Proactive Customer Service is for you? See if you can identify with any of the following:

• Companies that now pay too much in compensation for simple tasks such as following up on inquiries, taking orders from customers--orders that the customers would have placed anyway!
• Companies that each year increasingly lose customers and sales volume due to lack of customer contact (or worse: who don't KNOW why they're losing customers and sales)
• Companies that have tried proactive telesales, but didn't have or couldn't find the personnel necessary to handle that role, but yet still desire to proactively contact their customers
• Companies that generate sales through direct marketing (mail, catalog, internet) but do not contact the customers personally afterward in order to get repeat and referral business and build the accounts
• Companies that know they could sell more to existing customers, yet don't have an effective proactive mechanism in place to contact them. (Perhaps they tried and failed in having their Customer Service Reps place calls)