Dear Archive Visitor, Quite a number of you expressed disappointment that you missed out on my recent teleconference, 10 Keys to Skyrocket Your Telephone Results. Here's what just a few have said about it: I just finished listening to your teleseminar "10 Keys to Skyrocket Your Telephone Results" and I am so motivated to get on the phone and practice what I learned! I now realize the importance of a script, the "attention getting words and the "Magic Word." You have a way of presenting that made me realize how easy it is if you follow these steps. Thank you!! -Carole S. (Freelife) I have attended so many conferences and trainings over the past 11 years, but what and how you said it, hit the cord for me. They always say you need to hear an idea at least 5 times before it will actually sink in. I've decided it is more about the person presenting the idea that creates influence than just the idea itself. Eileen D.F. (Weekenders) I really enjoyed your training seminar. I have zero sales training so I wasn't sure what to expect but I was more than satisfied with what I learned. I think for me the most important part was learning what I was doing wrong. You would mention mistakes that most new sales people make and I was making them. So I was really excited to learn that and to begin to make changes and use the scripts that you taught us to create for ourselves. Thanks so much. I look forward to taking more of your training classes in the near future. -Nadine E. (TriVita) I heard from a good many of you that you were out of town and want to know when I'm planning on giving this teleseminar again. THE GOOD NEWS! I am planning on offering this seminar again. How soon all depends on you. I plan on offering it again as soon as the number of subscribers to this ezine has doubled. If you look forward to receiving this ezine, why not let a few other people in the direct sales industry know about it. If you're a leader of a few people or of a whole sales unit, it simply makes sense to let your team know about this valuable resource. Look what just one person wrote recently about my ezine: When I read Tammy's ezine I get ideas and remember things about achieving results and even apply some thoughts to my everyday living. My attitude has changed and my approach is turning into a natural relaxed style. Tammy is straightforward and doesn't beat around the bush. When I use her suggestions I don't beg or stumble over my feet. I have increased my customer base and sales have improved in a short time at least 20% in my direct sales business. I look forward to the ezine and the "charge" to succeed. Eileen R. (Weekenders) Surely you know a few people in direct sales who also want to improve their business by 20%, get a weekly charge, and learn how not to beg or stumble in their sales business. Send those people to: www.tammystanley.com/ezine_offer_ds.htm

What if You Talked About Your Prospect's Needs By Tammy Stanley Last week I talked about receiving one of those calls that I hardly look forward to getting. I focused on only one flaw with the caller's script, namely that she never even acknowledged me by asking me questions. This week I'll focus on another flaw with her script, but before I do that, let me remind you of how her script sounded: Hello Mrs. Stanley, this is ABC carpet cleaning company, and weÕre currently in your area cleaning carpets for other homeowners, and weÕd like to offer you a free cleaning for any room in your house of a 10X10 area. We also clean couches, chairs and throw rugs. WeÕd like to come in and give you a free estimate for all the carpet areas in your home as well as any couches or chairs that youÕd also like to be cleaned. WeÕre going to be right in your neighborhood this Wednesday. Does two oÕclock work with your schedule? I cringed when I heard that last week, and I'm still cringing! Notice that besides never inquiring whether or not I had any carpeting, the caller's script is not focused on her prospect. It's focused on her company and what it does. I think we often fall into this trap on the phone and while networking because people usually ask, "What do you do?" as opposed to, "How can what you do help me or someone I know?" The key is to think in terms of the last question. The next time someone asks you, "What do you do?" resist telling them, "Uh, well, you see, I sell a line of blah, blah, blah." Now the reason I wrote "blah, blah, blah" is because that's what your prospect hears in her head. I assure you, she's seldom thinking, "OOh, this is EXCITING. I can't wait to hear what you're going to try to sell to me. Closely observe yourself when you are the prospect and then you'll be able to understand how to put yourself in your own prospect's shoes. Putting yourself in your prospect's shoes is the key to grabbing her attention. When you're calling for new business, make your script "you-focused," not "me-focused." Remember how the caller told me about her company. She said that, "they clean carpets, they give free estimates, they clean couches and chairs, they would be in my neighborhood on Wednesday, and they come come at 2:00PM." As a prospect, I'm thinking, "Well, good for you (as in NOT). What about ME?" Prospects don't care about your products or service. They don't want to hear about what YOU DO. They want to hear how you can solve THEIR PROBLEM. For example: Hello Mrs. Stanley, this is Sally with ABC carpet cleaning company, and I'm calling you today because we help home owners keep their carpets and upholstery looking new and lasting longer. Do you by chance have carpeting? Put yourself in the prospect's shoes. Ahhh! Didn't that sound much better. I know it did. For starters, the above script is only 36 words, which requires roughly 15 seconds. The example script from the caller the other day was over 96 words. No wonder I was so frustrated. She went on and on about her company, didn't interact with me at all, expected me to listen to her, AND urged me to commit to the appointment time SHE suggested! What nerve! Do you see how that phone script was focused on her and her company instead of on the all-important prospect? In the example I just gave above, the caller is focused on the prospect and what might be important to her prospect - namely keeping carpets looking new and lasting longer. By focusing attention on a targeted prospect's needs and desires, this caller also sets herself up to find out more about this prospect. Once discovering that the prospect has carpeting, the caller could inquire whether or not the prospect is a homeowner and whether or not she realizes how much dust and dirt a vacuum leaves behind. The caller could ask if the prospect is thinking about cleaning her home's carpets anytime soon, since they have a special going on that could make taking action now worth the prospect's while, etc. Become clear about your prospect's needs and possible problems before describing your company products and services. Prospects don't care about what you do or what you sell until they hear that you are tuned into their problems and desires. Spend at least five minutes today brainstorming about your ideal prospect and what she most needs when it comes to your product or service. If you've already done this, do it again, and try to conceptualize something you haven't before! WANT TO SEE MORE ARTICLES LIKE THIS ONE? WANT TO USE THIS ARTICLE IN YOUR NEWSLETTER OR ON YOUR WEB SITE? You can, as long as you include this complete blurb with it: Author, Sales Trainer, and Professional Speaker Tammy Stanley publishes the propelling 'Sales Refinery Insights' weekly ezine for direct sales professionals. If you're ready to jump-start your direct sales business, make more money, and create more value, get your FREE tips now at www.tammystanley.com/ezine/ezine_offer_ds.htm

Tammy Stanley, founded and directs The Sales Refinery, a sales training company that assists direct sales consultants to generate more business and build long-lasting sales teams through powerful marketing, selling and leadership strategies.

Tammy has been coaching and training since 1994 and has a deep understanding of the challenges and needs of the independent sales consultant. While raising four children, Tammy built a multi-million dollar direct sales organization, reaching her company's Circle of Excellence 7 consecutive years in a row. She earned numerous sales and leadership awards, world travel, and promoted 11 offspring managers.

The Tammy Stanley Sales Refinery
Tempe, AZ 85283
Call Today: 480-775-4866
tammy@TammyStanley.com