The Best Time

from Art Sobczak's email newsletter:

Here's The Best Time to Call Prospects

Greetings!

I always laugh when I see the the "studies"
or suggestions on "Best times to call"
prospects.

In fact, I devote a page to it in my new
book, "Smart Calling." (Have you reserved
your copy yet? Amazon.com is selling it
at a pre-release discount of just $14.93)

To summarize, my feeling is that if you are
NOT calling, you have NO chance of success.

Many sales reps use these goofy "Best times
to call" pieces of nonsense as an excuse to
avoid calling.

Here is a simply awesome piece on this
subject by sales trainer and author, Paul
Castain. I've reprinted it here, and you can
also download it at no cost at
http://yoursalesplaybook.com/wp-content/uploads/2009/05/Everyday1.pdf

Everyday . . .
A new business is born that requires your
product or service

A business wants to grow and they need
your help

A sales rep goes M.I.A. leaving an orphaned
account for the taking

A business moves into your area finding it
easier to deal with a local company

A new buyer joins the company looking to
make a name for them self

That old buyer who used to tell you NO
may have left

A vendor drops the ball creating an
opening for you

A vendor gets complacent creating an
opportunity for you to amaze

A buyer doesn't like their rep

A buyer feels like they have to continually
"babysit" their vendor

A buyer is managing too many vendor
relationships and needs a one source solution

A buyer hates the buying process with
their vendor

A buyer wants to deal with someone who
isn't just about their commission check

A buyer feels like they are over paying for
what they are getting

A rep misses a deadline

A rep fails to communicate properly giving
you an opening

A company needs the benefits of your
offering to help them streamline their process

A company needs to get better market share . . .
your idea can help

A company needs happier customers,
shareholders and employees . . . you've got
the cure!

A buyer wishes they could find a vendor who
"gets it right the first time"

A referral from an existing account is there
for the taking . . . you need only to ask for it

A "low ball" company can’t sustain quality

A sales rep gets caught in a lie to a customer
losing credibility

A vendor implements some stupid, non
customer friendly policy

A vendor raises their price making the buyer
reevaluate their situation

A Buyer needs your awesome idea to make
them look like a rock star!

A Buyer gets FED UP!!!

Our job is to find these people!

When we do . . . I believe THAT is in fact
the best day to call!

I would make this your pep talk before hitting
the phones from now on!

One last "Everyday" for you to consider.

Everyday, someone moves from knowing how
to do something, to actually doing it!

That’s where you and I need to be!

Seize the day folks!

Today, you are cordially invited to kick ass!
____

Thanks again to Paul Castain. Download this at
no charge here.

Contact: Art Sobczak, President, Business By Phone Inc. 13254 Stevens St.,
Omaha, NE 68137, (402) 895-9399. Or, email:arts@businessbyphone.com

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