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  • How to Easily Create THow to Easily Create THow to Easily Create THow to Easily Create THow to Easily Create Telephone Callelephone Callelephone Callelephone Callelephone CallOpenings that Stimulate Interest,Openings that Stimulate Interest,Openings that Stimulate Interest,Openings that Stimulate Interest,Openings that Stimulate Interest,

    and Avoid Rand Avoid Rand Avoid Rand Avoid Rand Avoid Resistanceesistanceesistanceesistanceesistance(AND How Get T(AND How Get T(AND How Get T(AND How Get T(AND How Get To More Decisiono More Decisiono More Decisiono More Decisiono More Decision

    MakMakMakMakMakers, AND Have Success With Vers, AND Have Success With Vers, AND Have Success With Vers, AND Have Success With Vers, AND Have Success With Voice Mail)oice Mail)oice Mail)oice Mail)oice Mail)

    By Art SobczakBy Art SobczakBy Art SobczakBy Art SobczakBy Art Sobczak

    13254 Stevens St.Omaha, NE 68137

    (402)895-9399www.BusinessByPhone.com

    www.TelesalesBlog.comwww.TelesalesSuccess.com

  • 1

    _____________________________________________________________________________ Art Sobczak Business By Phone Inc. www.BusinessByPhone.com (402)895-9399

    The Fundamentals of The Fundamentals of The Fundamentals of The Fundamentals of ProspectingProspectingProspectingProspecting and Telesales and Telesales and Telesales and Telesales

    The Truths and Myths The Truths and Myths The Truths and Myths The Truths and Myths

    Its not just a numbers game

    Youre not any closer to a yes on the next call than you were on the previous no you heard

    You dont need to love rejection

    Prospecting, like sales, is a process

    Prospects must first hear a good reason to speak with you, and then more, in order to want to meet with you.

    Exercise Listen to the statements made by Art. Write out the emotions you feel after hearing each one:

    Statement 1:

    Statement 2:

    Examples of Failed Examples of Failed Examples of Failed Examples of Failed ProspectingProspectingProspectingProspecting Calls Calls Calls Calls I sent you a letter. Didja get it?

    just wanted to introduce myself to you and send out some information. Would that be OK?

    want to talk with you our/products/services

    will be out in your area and would like to set up an appointment

    If I could show you a way to ____, youd want that, wouldnt you?

    . . . would like to stop by and show you. . .

  • 2

    _____________________________________________________________________________ Art Sobczak Business By Phone Inc. www.BusinessByPhone.com (402)895-9399

    The Consultative Telephone Strategy and Process

    Pre-Call Planning

    Pre-Conversations

    Opening Statement

    Questioning

    Recommendation

    Commitment For Action

    Wrap and Set up next action (For more how-to information on each step of the call process, get the ebook, "How to Place the Successful Sales and Prospecting Call"How to Place the Successful Sales and Prospecting Call"How to Place the Successful Sales and Prospecting Call"How to Place the Successful Sales and Prospecting Call---- Exactly What to Say and AVOID to Get Agreement and Eliminate Exactly What to Say and AVOID to Get Agreement and Eliminate Exactly What to Say and AVOID to Get Agreement and Eliminate Exactly What to Say and AVOID to Get Agreement and Eliminate Resistance."Resistance."Resistance."Resistance."

    Building Your Call Opening Your Selected Prospect:

    http://www.businessbyphone.com/HowToPlace.htm

  • 3

    _____________________________________________________________________________ Art Sobczak Business By Phone Inc. www.BusinessByPhone.com (402)895-9399

    The First Steps To Creating Great Openings

    1. As it relates to the RESULTS of doing business with you, what would they potentially gain?

    2. What do you help them avoid?

    3. What other possible results might they receive, especially personally?

    Success Tips for Your Answers Success Tips for Your Answers Success Tips for Your Answers Success Tips for Your Answers

    Get as sensory and descriptive as possible. Not, We have good service. Describe what that looks like, such as Provide next-delivery on orders after everyone else has closed their order desk for the day.

    Answer with specific results other customers have received. For example, Have helped our users reduce their materials waste by a minimum of 22%, and in some cases, as much as 43%, resulting in thousands of dollars of savings.

  • 4

    _____________________________________________________________________________ Art Sobczak Business By Phone Inc. www.BusinessByPhone.com (402)895-9399

    PrePrePrePre----Call PlanningCall PlanningCall PlanningCall Planning---- Turning Cold Calls into Turning Cold Calls into Turning Cold Calls into Turning Cold Calls into Smart CallsSmart CallsSmart CallsSmart Calls

    Information Gathering Your notes, database

    Their website

    The About Us section; press releases; any news about them; Letter from the CEO (if available); look for specific language in their Mission Statement or otherwise that you can use

    Search engines

    Required reading: Take the Cold Out of Cold Calling-Web Search Secrets, Know More than You Ever Thought You Could or Should About Your Prospects, Clients, and Competition. By Sam Richter http://www.TakeTheCold.com

    Other industry-specific info services

    http://www.TakeTheCold.com

  • 5

    _____________________________________________________________________________ Art Sobczak Business By Phone Inc. www.BusinessByPhone.com (402)895-9399

    Set Your Call Objectives

    Primary Objective Defined as, What specifically do I want this person to DO as a result of this call, and what do I want to DO as a result of this call?

    THINK BIG!

    How to Never Be Rejected Again: Your Secondary Objective At minimum, what do you desire to accomplish on this call? (You can and should always accomplish something on each call. This ensures you are never rejected.)

    Pre-Conversations Identify Yourself and Organization

    Hi, I'm Pat Seller with ____ Ask for HELP I'm hoping that you can help me Get names if you don't have them I'm looking for the name of the person there who

    Fill in your decision-making org chart

  • 6

    _____________________________________________________________________________ Art Sobczak Business By Phone Inc. www.BusinessByPhone.com (402)895-9399

    Be a Detective--With a Justification So Im better prepared when I speak with him, theres some information you probably could help with . . .

    I want to make sure that what I have is of interest to him . . . I want to be sure that I'm in the right spot there . . .

    Ask Questions Here! Go Beyond the Basics! Whatever you assume that you cant get, you will always be correct about. In some cases, you might have an influencer, user, or decision maker on the line. What questions would you ask if you knew you could get the answers to them? __________________________________________________________________

    Tips With Screeners and Gatekeepers

    Treat them like you would the decision maker. They just might be.Treat them like you would the decision maker. They just might be.Treat them like you would the decision maker. They just might be.Treat them like you would the decision maker. They just might be. I imagine you get quite a few calls there in the office from people who want to speak with I imagine you get quite a few calls there in the office from people who want to speak with I imagine you get quite a few calls there in the office from people who want to speak with I imagine you get quite a few calls there in the office from people who want to speak with

    Mr. Bigg. This is a bit different and heres whyMr. Bigg. This is a bit different and heres whyMr. Bigg. This is a bit different and heres whyMr. Bigg. This is a bit different and heres why

    Ask, When will I have the best chancAsk, When will I have the best chancAsk, When will I have the best chancAsk, When will I have the best chance of reaching him?e of reaching him?e of reaching him?e of reaching him?

    Send information to the gatekeeperSend information to the gatekeeperSend information to the gatekeeperSend information to the gatekeeper if you need to if you need to if you need to if you need to

    Try weekend callsTry weekend callsTry weekend callsTry weekend calls

    Hit random extension numbersHit random extension numbersHit random extension numbersHit random extension numbers

    Put their name in your notesPut their name in your notesPut their name in your notesPut their name in your notes

    Put navigation instructions in your notesPut navigation instructions in your notesPut navigation instructions in your notesPut navigation instructions in your notes

    Browse their phone directoryBrowse their phone directoryBrowse their phone directoryBrowse their phone directory

  • 7

    _____________________________________________________________________________ Art Sobczak Business By Phone Inc. www.BusinessByPhone.com (402)895-9399

    Why Voice Mails Are Ignored Why Voice Mails Are Ignored Why Voice Mails Are Ignored Why Voice Mails Are Ignored

    The message is too longThe message is too longThe message is too longThe message is too long

    Its not about themIts not about themIts not about themIts not about them

    Poor deliveryPoor deliveryPoor deliveryPoor delivery

    You sound salesyYou sound salesyYou sound salesyYou sound salesy

    Most people do not return voice mail messagesMost people do not return voice mail messagesMost people do not return voice mail messagesMost people do not return voice mail messages

    You only called onceYou only called onceYou only called onceYou only called once and What to Do Insteadand What to Do Insteadand What to Do Insteadand What to Do Instead 1. 1. 1. 1. Know about them firstKnow about them firstKnow about them firstKnow about them first 2. 2. 2. 2. Talk to othersTalk to othersTalk to othersTalk to others 3. 3. 3. 3. Listen to their entire messageListen to their entire messageListen to their entire messageListen to their entire message 4. 4. 4. 4. Be preparedBe preparedBe preparedBe prepared 5. 5. 5. 5. Use your possible results statementUse your possible results statementUse your possible results statementUse your possible results statement 6. 6. 6. 6. Give your results statement before saying Give your results statement before saying Give your results statement before saying Give your results statement before saying your company nameyour company nameyour company nameyour company name 7. 7. 7. 7. Refer to the screenerRefer to the screenerRefer to the screenerRefer to the screener or others or others or others or others 8. 8. 8. 8. Use a multiUse a multiUse a multiUse a multi----media approachmedia approachmedia approachmedia approach 9. 9. 9. 9. Back up your voice mail with a live messageBack up your voice mail with a live messageBack up your voice mail with a live messageBack up your voice mail with a live message 10. 10. 10. 10. Say YOU will cSay YOU will cSay YOU will cSay YOU will call backall backall backall back 11. 11. 11. 11. Use a Last ResortUse a Last ResortUse a Last ResortUse a Last Resort (Fellow sales trainer, Colleen Francis, did an Audio Seminar with us, http://businessbyphone.com/Francis.htm, where she shared her Three-Step Voice Mail Strategy. Get the CD or download of this program for more great voice mail ideas.)

    http://businessbyphone.com/Francis.htm

  • 8

    _____________________________________________________________________________ Art Sobczak Business By Phone Inc. www.BusinessByPhone.com (402)895-9399

    The Interest-Creating Opening

    The Purpose Put them in a positive, receptive frame of mind to participate Move them to the questioning

    Creating Your Opening

    1. Who are you? 2. Why are you calling? 3. What's in it for them?

  • 9

    _____________________________________________________________________________ Art Sobczak Business By Phone Inc. www.BusinessByPhone.com (402)895-9399

    The Initial Call Opening (Prospecting Call)The Initial Call Opening (Prospecting Call)The Initial Call Opening (Prospecting Call)The Initial Call Opening (Prospecting Call) A. Identify yourself and organization,

    Hi, I'm Pat Seller with _____

    Then mention a connection or reference.

    a mutual acquaintance, Bill Jones, suggested I contact you. He felt I might have something that could help you with _____

    I saw an article about your

    I noticed the recent news about your I had the opportunity to work with Dale Lewinsky in your Lincoln office In speaking with ____ in your office, I understand that you are now in the

    process of___ B. Give the reason for calling, hinting at the results you might be able to offer.

    Options: 1. I specialize in working with _______, in helping them to ______________.

    2. We have worked with a number of (title of person/type of company) and have

    helped them to ___________ 3. The reason I'm calling, is that depending on . . .

    ...how you're now handling . . . ...the method you use to what you now are doing for your

    I might have a few ways to help . . . we might have a few option that could help to

    (From Page 3, fill in with results you can deliver ) C. Get them involved

    If Ive caught you at a good time, Id like to ask a few questions about _____ to see if it would be worth our while to talk further . . .

    determine if what we have would be worth taking a look at ...

  • 10

    _____________________________________________________________________________ Art Sobczak Business By Phone Inc. www.BusinessByPhone.com (402)895-9399

    Modified Ending to Make it a Voice Mail Message

    Depending on how much of an issue this is at your company, it might be worth our while to talk. I'd like to ask you a few questions to see if you'd like more information...

    More Examples I was speaking with ____ and I understand that youre now experiencing ____. We might have a few ways to _____ and Id like to ask a few questions to see if wed have the basis for further discussions

    We specialize in working with (fill in with a type of company, or title of a decision maker) in helping them to (fill in with something they want to get or avoid) so that they can (fill in with another desired result). I'd like to ask a few questions to see if this might be of some value to you.

    I know that youre now in the process of ______, and I have a couple of other ideas that might be able to help you to _______ Hello, Mike, this is _____ with _____. (If referral, insert: John Doe suggested I call you.) We work with ___, helping them to____. This results in (fill in with the ultimate benefit or result to them). Im calling today to ask a few questions to see if this would have value for you and if we should speak further regarding ... Ms. Prospect, Im _____with _____. We specialize in working with ______ , to help them address the issue of ______. The purpose of my call is to find out how much of a concern this is to your company, and determine if it would be worth for you to take a look at some of our material.

  • 11

    _____________________________________________________________________________ Art Sobczak Business By Phone Inc. www.BusinessByPhone.com (402)895-9399

    Using Your Acquired Knowledge Using Your Acquired Knowledge Using Your Acquired Knowledge Using Your Acquired Knowledge OpeningOpeningOpeningOpening State what you know: State what you know: State what you know: State what you know:

    I understanI understanI understanI understand that your company now______________d that your company now______________d that your company now______________d that your company now______________ I see that you_________I see that you_________I see that you_________I see that you_________ In speaking with______, I heard that you________In speaking with______, I heard that you________In speaking with______, I heard that you________In speaking with______, I heard that you________

    Mention what you have done with others who are similar:Mention what you have done with others who are similar:Mention what you have done with others who are similar:Mention what you have done with others who are similar:

    With other (type of company/their title) we have been able to help them (describe rWith other (type of company/their title) we have been able to help them (describe rWith other (type of company/their title) we have been able to help them (describe rWith other (type of company/their title) we have been able to help them (describe results)esults)esults)esults) Move to questions:Move to questions:Move to questions:Move to questions: and Id like to ask a few questions to and Id like to ask a few questions to and Id like to ask a few questions to and Id like to ask a few questions to

    Ending PhrasesEnding PhrasesEnding PhrasesEnding Phrases see if we should talk further. see if we should talk further. see if we should talk further. see if we should talk further. determine if its something youd like to take a look at.determine if its something youd like to take a look at.determine if its something youd like to take a look at.determine if its something youd like to take a look at. find out if it might be of some value to you.find out if it might be of some value to you.find out if it might be of some value to you.find out if it might be of some value to you. see if it might bsee if it might bsee if it might bsee if it might be an option worth considering.e an option worth considering.e an option worth considering.e an option worth considering.

    Problem/Pain OpeningProblem/Pain OpeningProblem/Pain OpeningProblem/Pain Opening Something that Ive been hearing from other Something that Ive been hearing from other Something that Ive been hearing from other Something that Ive been hearing from other (type of company, or their title) is their is their is their is their frustration frustration frustration frustration with with with with (major problem/pain, and major problem/pain ). Weve been able to help others deal with this i. Weve been able to help others deal with this i. Weve been able to help others deal with this i. Weve been able to help others deal with this issue, ssue, ssue, ssue, and Id like to ask a few questions to and Id like to ask a few questions to and Id like to ask a few questions to and Id like to ask a few questions to

    Ending PhrasesEnding PhrasesEnding PhrasesEnding Phrases see if we should talk further.see if we should talk further.see if we should talk further.see if we should talk further. determine if its something youd like to take a look at.determine if its something youd like to take a look at.determine if its something youd like to take a look at.determine if its something youd like to take a look at. find out if it might be of some value to you.find out if it might be of some value to you.find out if it might be of some value to you.find out if it might be of some value to you. see if it might be an option worth consideringsee if it might be an option worth consideringsee if it might be an option worth consideringsee if it might be an option worth considering....

  • 12

    _____________________________________________________________________________ Art Sobczak Business By Phone Inc. www.BusinessByPhone.com (402)895-9399

    The Modified Value Forward Prospecting OpeningThe Modified Value Forward Prospecting OpeningThe Modified Value Forward Prospecting OpeningThe Modified Value Forward Prospecting Opening Paul DiModica wrote the book, Value Forward Selling, and specializes in providing training to sales reps targeting high levels. In his book, he shares his prospecting opening process. We have modified it here, but still wanted to give credit to Paul. He also did an Audio Seminar with us on how to sell at the top management level. See it here: http://businessbyphone.com/TopManagementProspecting.htm

    1.1.1.1. Intro: Intro: Intro: Intro: Hi, this is (your name). Hi, this is (your name). Hi, this is (your name). Hi, this is (your name).

    2.2.2.2. Professional Courtesy: Professional Courtesy: Professional Courtesy: Professional Courtesy: Thanks for taking my callThanks for taking my callThanks for taking my callThanks for taking my call Ill be brief if thats OK with you?Ill be brief if thats OK with you?Ill be brief if thats OK with you?Ill be brief if thats OK with you?

    3.3.3.3. PeePeePeePeer Establishmentr Establishmentr Establishmentr Establishment

    We specialize in working with owners of _____ firmsWe specialize in working with owners of _____ firmsWe specialize in working with owners of _____ firmsWe specialize in working with owners of _____ firms

    4.4.4.4. Value PropValue PropValue PropValue Prop

    helping them to ______, and ________.helping them to ______, and ________.helping them to ______, and ________.helping them to ______, and ________.

    5.5.5.5. Name DropName DropName DropName Drop weve worked with companies such as ____ and ____.weve worked with companies such as ____ and ____.weve worked with companies such as ____ and ____.weve worked with companies such as ____ and ____.

    6.6.6.6. Mention Your CompanyMention Your CompanyMention Your CompanyMention Your Company

    Im with ______Im with ______Im with ______Im with ______

    7.7.7.7. Permission tPermission tPermission tPermission to Continue/Move to Questions o Continue/Move to Questions o Continue/Move to Questions o Continue/Move to Questions If this is an OK time, Id like to ask a few questions to see if If this is an OK time, Id like to ask a few questions to see if If this is an OK time, Id like to ask a few questions to see if If this is an OK time, Id like to ask a few questions to see if what we do might be a fit for you.what we do might be a fit for you.what we do might be a fit for you.what we do might be a fit for you.

    http://businessbyphone.com/TopManagementProspecting.htm

  • 13

    _____________________________________________________________________________ Art Sobczak Business By Phone Inc. www.BusinessByPhone.com (402)895-9399

    Follow-Up Call Opening Statement Formula 1. Identify Yourself and Company

    2. Remind Them You Spoke Before Whenever you place an outbound call, your customer is engaged in some other activity. Therefore you need to say something that will instantly remind them who you are, so that they can recall the last conversation. These statements do this.

    The reason for the call is to pick up on our last conversation....

    Im following up on the last time we spoke a couple of months ago....

    Im calling to continue our conversation of last week....

    3. Mention Their Need/Interest and or the ACTION They Were Taking As part of the previous point, you are rekindling their interest. Remember, they are not sitting there thinking about you, or their need/interest at that point in time. Therefore it is your job to help them revisit their interest,

    ...where we had discussed_____ and you were going to recommend to your director that he take a look at ______. . .

    4. Give the Purpose for this Call Id like to go through the information I sent you . . .

    If I caught you at a good time, Id like to go through some additional information with you I think youll find useful....

    Id like to go over the results of the discussions with your VP...

  • 14

    _____________________________________________________________________________ Art Sobczak Business By Phone Inc. www.BusinessByPhone.com (402)895-9399

    For Calls to Regular Customers and Account Management For Calls to Regular Customers and Account Management For Calls to Regular Customers and Account Management For Calls to Regular Customers and Account Management Calls, Use The Hallmark Cards Opening (Thinking of You)Calls, Use The Hallmark Cards Opening (Thinking of You)Calls, Use The Hallmark Cards Opening (Thinking of You)Calls, Use The Hallmark Cards Opening (Thinking of You) I just saw_______ In talking with another ______, I heard ____

    and I thought of you.

    Long Term FollowLong Term FollowLong Term FollowLong Term Follow----Up Call: Up Call: Up Call: Up Call: Continuation of Previous ContactContinuation of Previous ContactContinuation of Previous ContactContinuation of Previous Contact 1. The last time we spoke you mentioned that (problem/pain/something they want)1. The last time we spoke you mentioned that (problem/pain/something they want)1. The last time we spoke you mentioned that (problem/pain/something they want)1. The last time we spoke you mentioned that (problem/pain/something they want) 2. since then________________2. since then________________2. since then________________2. since then________________ (Fi(Fi(Fi(Fill in with any changes, new ll in with any changes, new ll in with any changes, new ll in with any changes, new productsproductsproductsproducts, or new information of value), or new information of value), or new information of value), or new information of value) 3. and Id like to ask a few questions to (fill in with Ending Phrase)3. and Id like to ask a few questions to (fill in with Ending Phrase)3. and Id like to ask a few questions to (fill in with Ending Phrase)3. and Id like to ask a few questions to (fill in with Ending Phrase)

    Opening Value Statement ChecklistOpening Value Statement ChecklistOpening Value Statement ChecklistOpening Value Statement Checklist They They They They do not do not do not do not feel like the call is about feel like the call is about feel like the call is about feel like the call is about youyouyouyou trying to sell them something trying to sell them something trying to sell them something trying to sell them something.... Nothing in the call could cause resistance Nothing in the call could cause resistance Nothing in the call could cause resistance Nothing in the call could cause resistance Every word adds to the interest of the opening and is not just taking up space Every word adds to the interest of the opening and is not just taking up space Every word adds to the interest of the opening and is not just taking up space Every word adds to the interest of the opening and is not just taking up space It leaves a question in their mind as to what it is, and they want the answer.It leaves a question in their mind as to what it is, and they want the answer.It leaves a question in their mind as to what it is, and they want the answer.It leaves a question in their mind as to what it is, and they want the answer. They believe that they are betterThey believe that they are betterThey believe that they are betterThey believe that they are better off after the call than before. off after the call than before. off after the call than before. off after the call than before.

  • 15

    _____________________________________________________________________________ Art Sobczak Business By Phone Inc. www.BusinessByPhone.com (402)895-9399

    Opening TeleTips Your opening statement is like the foundation of a building. If its weak, the

    remainder will crumble.

    Edit your opening statement by asking, Is there anything here someone could potentially object to?

    After writing out your opening statement, set it aside for a while. Then come back and be merciless in your editing. Repeat the process until you have one that sings.

    Dont ask for a decision in the opening statement. They arent ready yet. Open with a benefit, moving them into a receptive mindset.

    For every word and idea in your opening statement, ask yourself, Is this adding to what Im trying to accomplish? If its not, edit it out.

    If someone answers the phone and sounds rushed, dont let that scare you into rushing your opening or questioning. Some people naturally sound fast-paced . . . others do it with salespeople until the rep builds rapport.

    On a follow-up call, dont ask if they received your material-assume it. You dont want to make your literature the basis for this call.

    Be certain you deliver your opening in a calm, confident, crisp and articulate fashion. Rushing and mumbling creates an undesirable impression.

  • 16

    _____________________________________________________________________________ Art Sobczak Business By Phone Inc. www.BusinessByPhone.com (402)895-9399

    Write Out Your Own Opening

  • 17

    _____________________________________________________________________________ Art Sobczak Business By Phone Inc. www.BusinessByPhone.com (402)895-9399

    Questioning Start With the General, Move to the Specific

    Ask qualifying questions you didnt get answered earlier from others. Get More Specific

    Open Open Open Open----EndedEndedEndedEnded---- these get feelings, ideas, and emotionsnot one or two -word answers. Often begin with how, what, why.

    Closed Closed Closed Closed---- to get specific data. Not recommended for frequent use.

    Add Add Add Add----On/Layering QuestionsOn/Layering QuestionsOn/Layering QuestionsOn/Layering Questions---- responding to what they said with another questions designed to prompt them to continue speaking. For example, Oh?, Then what happened?

    Parrot Questions Parrot Questions Parrot Questions Parrot Questions---- repeating, as a question, what they just said: Youve had problems with the quality of the captioning?

    Instructional Statements Instructional Statements Instructional Statements Instructional Statements---- Tell me more, Give me some idea of . . . Please tell me . . . Please explain . . .

    Preface NeedPreface NeedPreface NeedPreface Need----Development Questions With,Development Questions With,Development Questions With,Development Questions With, How often have you noticed . . .How often have you noticed . . .How often have you noticed . . .How often have you noticed . . .

    What do you do when . . .?What do you do when . . .?What do you do when . . .?What do you do when . . .?

    What happens when . . .?What happens when . . .?What happens when . . .?What happens when . . .?

  • 18

    _____________________________________________________________________________ Art Sobczak Business By Phone Inc. www.BusinessByPhone.com (402)895-9399

    Recommendation

    Only now should you begin your presentation. Based upon what you told me, I have a way to help you ________. What I propose is ________

    Ask for Commitment ASK!ASK!ASK!ASK!

    Action Steps

    businessbyphone.comBusinessByPhone.Inc

    infusionsoft.comhttps://bbp.infusionsoft.com/cart/oneStepCheckout.jsp?