By Ron S. La Vine President of Accelerated Sales Results Telesales Training and Sales Training, Inc.
When calling 1-(Area Code)- 555-1212 for long distance or 411 for local information assistance, before you are transferred into the "here's your number" recording, ask the operator to stop and please help you. Since you are entitled to two phone numbers and at least one address, you can best maximize the value of this simple call by politely asking for as much free information as possible. You must be prepared to do this quickly. As soon as I hear a live voice, I say:
"Hold it please!, I need your help. First, I need the main number for the headquarters of ABC Company and I'll also need their address. How many listings, phone numbers or departments do you show listed? Do you show any other listings in the surrounding areas? Are they stores or factories?"
After getting the two (or more if you are nice and pleasant), area codes (remember they change a lot) and phone numbers, be sure to ask for the street address including the zip code. Getting a correct address and phone number will cut your company's communication costs and directly to profits by sending less mail or making less calls to the wrong location.
Remember to ask for as many numbers as possible, especially specific departments you have an interest in such as "Is their any listing for ABC Company's Data Processing or anything with computers in the department listings?" Not only will you save time; you may also uncover additional locations in nearby cities. This can create more sales opportunities or entry points into a suspect, lead, prospect, or customer's company to find the decision maker(s).
Try this and you will be amazed at the amount of information available free, from the information operator. Remember information operators are people not machines. Be different. Be extremely nice and polite when you make your request and the odds go up you will get even more information than you asked for in the first place.
REPRINT PERMISSION Ron La Vine, MBA is president and founder of Accelerated Sales Results, Inc., a sales training firm located in Oak Park, CA. You can get a special report “41 sales Tips You Can Use Right Now” AND the free bimonthly Sales Tips for Selling Success eZine all by signing up at www.Accelerated-sales-results.com. If you would like information on Live Cold Calling Sales Training please call Ron at 818-991-6487 PST. © 2005 by Accelerated Sales Results, Inc.
TURNING DATA TO DOLLARS FROM THE INFORMATION OPERATOR - To learn more about this author, visit Ron La Vine's Website.
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Ron La Vine
(Visit Ron's Website)
Ron holds Accelerated Sales Training,
Inc.’s Cold Calling System for Sales
Success - Live Cold Call Sales Training
Workshops worldwide.
Ron has trained thousands of sales reps
using live cold calling for clients such
as Agilent Asia Pacific, ASG, CA, EDS,
IBI, Informix, iWAY, LRS, MeadWestvaco,
Merant, Micro Focus, NCTI, Platinum,
Serena, Software AG, SAS, Sterling
Software's ADD, DID, OMD, SMD, VMD
Divisions, plus over 60 more technology &
non-technology related firms.
Ron has delivered live cold calling
hands-on workshops in Australia, Canada,
England, France, Hong Kong, Ireland and
the USA.
Cultures trained included sales reps from
Australia, Austria, Belgium, Canada,
China, Denmark, England, Finland, France,
Germany, India, Ireland, Italy, Korea,
Luxembourg, Malaysia, Mexico, Netherlands,
Norway, Philippines, Singapore, Sweden,
Switzerland, Thailand and all across the
USA.
For more details about LIVE Cold Calling
training contact Ron personally at www.ast-incorp.com/contact.htm.
Also sign up for the Free Sales Tips ezine
at www.ast-incorp.com/free_tips
_signup.htm.
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