How To Sell More andCold Call Without

Rejection By Phone

What is the Telesales College?The Telesales College is a com-

plete step-by-step training workshopfor professional business-to-businesssales representatives who use thephone as an integral or primarymethod of communication for theirprospecting and/or sales calls.

Participants are led through thelogical sequence of the sales call, usinga consultative (question-based) salesapproach, learning step-by-step, what-to-say and how-to-say it ideas, strate-gies, and techniques which help thembecome more confident, effective, andproductive on their very next call.

Customers tell us, and graduatesaffirm, that in no other seminar willsales pros find such an abundance ofreal-world, proven, no-baloney tele-sales ideas and methods that work.And learning is made fun and motivat-ing, presented by telesales expert ArtSobczak

As a result of this two-day learningand self-discovery process, partici-pants hit the ground running uponarriving back at the office. Attendeestell us they have a new sense of confi-dence as they prospect for new busi-ness, follow-up with existing contactsand customers delivering real value,and handle inquiries and turn theminto sales.

Bottom line, this is the programthat demystifies professional salesand prospecting using the phone, andprovides real how-to information--notblue sky theory or goofy, salesygarbage–that participants use andshow results from right away!

Who Attends the College?The Telesales Rep College is

designed for professional business-to-

business salespeople who use thephone as their primary method of com-munication with prospects and cus-tomers. Titles for this function includeInside Sales, Telesales, AccountManagement, Customer Service (ifthey’re proactive) and Telemarketing(if they use a consultative, needs-based approach). Outside sales repswho want to be more effective and usetheir time more efficiently also showgreat results from the College.

The instruction is at the hands-onlevel, for the person who is on thephone. However, we find about 30% ofattendees are managers, supervisors,and trainers who are able to take thehundreds of how-to ideas, word-for-word tips and strategies and use themin their own in-house training.

For Both New and ExperiencedSales Professionals

Sales reps who have never hadsales training walk away with amethodical system and process forplacing successful calls, and are confi-dent in doing so. (Our experienceshows it pays to correctly train newreps before bad habits areentrenched.) And experienced salespros leave energized, armed with newideas, old bad habits corrected, andbeing reminded of the tried and true(yet sometimes neglected) fundamen-tals which were rescued from therecesses of their memory. We’ve evenhad individuals attend the College asecond time a year or so after theirfirst experience, and get as much ormore from it. Ultimately, the resultsshown from the College aren’t a func-tion of an attendee’s years of salesexperience, but rather his or her atti-tude toward self-improvement.

By Art Sobczak

Chicago, ILNovember 9-10

Rosemont Doubletree

Scottsdale, AZDecember 7-8

Hyatt Summerfield Suites

“I have become one of Dell’s topacquisition reps and, using yourtechniques, have had tremendoussuccess selling into non-Dell accounts.The people here at Dell are truly amazedat my cold calling skills. Your salestechniques really do work, and I ammost appreciative to have taken yourclass.” –Ryan Quarles, Dell, Inc.

“Before your course my sales here andthere averaged $1500-$3000, whileworking very hard. When I got back fromyour class I brought in two big deals for$11,440 and $13,800 almostimmediately! Now I’m working verysmart, no longer hard.”

–Dara Bills, Thompson, NETg

To Enroll, Call800-326-7721

Only 30Students Accepted

Per Session

To Enroll, Call800-326-7721

Only 30Students Accepted

Per Session

The Telesales College Two-DayTraining Seminar

How To Sell More andCold Call Without

Rejection By PhoneThe Telesales College

Two-Day Training Seminar

By Art Sobczak

Why You Should Attend•You’ll learn proven ideas and

methods that really work, whichmight otherwise take years andhundreds of lost sales to acquire

•If you’re doing anything wrong,you’ll likely realize it and correct itquickly during the College. Otherattendees tell us how refreshing it isto have the old myths of salesdebunked, and realize that salesneed not and should not beadversarial or uncomfortable forthe sales rep or customer

•Because of the small groupformat, the instruction ispersonalized and flexible. Art isavailable to answer your individualquestions and review your callcomponents. Outside of theCollege, this consulting alonewould cost thousands of dollars

•You’ll interact and learn fromother sales professionals who sharesimilar challenges, questions,problems . . . and successes!

•You’ll return to the phonesrefreshed, energized, and eager toapply the new ideas. And you’llimmediately show results

•Graduates have told us theyhave closed sales using the newtechniques and strategies withintheir very first calls after attendingthe College!

This Seminar Gives Proven Systems and Techniques for Usingthe Phone In All Aspects of the Professional Sales ProcessSales professionals perform some, or all, of these functions in theirjobs. Here is how you’l show results from the College in each:

Inside Account Management• How to build value on every contact so you’re welcomed on

every call, as opposed to being viewed as a typical salesperson orvendor they price-haggle with.

• What to say to avoid opening calls with, “Just checking in withyou to see if everything’s OK.”

Prospecting and Cold Calling• How to get further on these calls than 95% of all other cold-

callers.• Determining who is worth pursuing, and who is stringing you

along.Outside Selling• How to use the phone to ensure that you spend your valuable

face-to-face time with interested, qualified, buyers, instead ofpeople who say, “You have five minutes, make it quick,” out in thelobby.

• How to follow-up by phone after a visit, proposal, or prospectingcall,to move the sales process forward by phone, moreeffectively, more quickly. And how to avoid the insidious, “Justtouching base with you.”

13254 Stevens St.Omaha, NE 68137

Attention Mailroom:If not deliverable to addressee,please route to person responsible for sales.

An Attendee at the Dallas Program said...“The money spent on the telesales college hasturned a profit within a day of attending! Iwas inspired to go after a former largeclient that had quit buying. I flatly askedfor the business that had been lost and gotit. All said, it’s a near 5-digit projectedprofit for the company, and a nice 4-digit bitof commission for me!”

–Scott Caufield, AllMedia Inc.

Telesales-Bro- 1-printspreads 11:01 AM Page 1

Chicago, ILember 9-10

Rosemont Doubletree

Scottsdale, AZDecember 7-8

Hyatt Summerfield Suites

To Enroll, Call800-326-7721

Only 30Students Accepted

Per Session

To Enroll, Call800-326-7721

Only 30Students Accepted

Per Session

Fall SessionChicago, IL

November 9-10Rosemont Doubletree

Scottsdale, AZDecember 7-8

Hyatt Summerfield Suites

To Enroll, Call800-326-7721

To Enroll, Call800-326-7721

To Enroll, Call800-326-7721

To Enroll, Call800-326-7721

Only 30 Spots Available

Only 30 Spots Available

14005 East Cholla Drive, Scottsdale, AZ 85259

Los AngelesSeptember 25-26

Hyatt Place-El Segundo

ChicagoNovember 13-14

Aloft- Chicago O’Hare

2013 Fall Sessions

From a Sales Trainer...“I thoroughly enjoyed your salescollege this week in Scottsdale andam looking forward to incorporatingthe ideas/activities into my salestraining. I have told everyone whowill listen how fantastic it was andhow much I got out of it. Thank you.And I truly think that you shouldadvertise your seminars more tosales trainers as well. Budgets maynot allow companies to send multiplereps, however sending one or twotrainers is feasible (and they canturn around andincorporate/implement the materialscovered with all reps). I’m excited toget started.”

– Tonja SnellingSales TrainerDirect Alliance Corp

The Investment. Tuition for the program—including refreshmentbreaks, all course materials, and the FREE bonuses—is only $795. Additionalattendees from the same company at the same program, only $695. Space isconfirmed only upon receipt of payment. To ensure a spot, please phone orfax your reservation along with a credit card number. Don’t get shut out!

Registration Confirmation and Other Information. Uponpayment, you’ll receive your confirmation, course details, and CollegeQuestionnaire.

Cancellation. Substitute attendees allowed at any time. Cancel fourweeks before the program, and a credit is given for a future program. Cancelwithin four weeks, and a $200 credit is given for a future program. (We havethis policy because we only accept 30 attendees and typically sell out.)

Meals. Lunch is on your own the first day. Most of the program venueshave restaurants on site, or close by. We work straight through until 1:00 onDay Two.

Times. We begin promptly at 8:00 a.m. both days, ending at 4:00 the firstday, and 1:00 on the second.

Registration Information

1. Name_ ____________________________E-mail___________________

2. Name_ ____________________________E-mail___________________

3. Name_ ____________________________E-mail___________________

Company_____________________________________________________

Address______________________________________________________

City _________________________________________________________

State ________________________Zip _____________________________

Phone __________________________Fax__________________________

Yes! I want to attend the seminar.

Los Angeles, September 25-26Chicago, November 13-14

College on audio CD ($795) _____ additional workbooks @ $50 each

Check Enclosed ($795 for first student, $695 each thereafter, payable to Art Sobczak’s Business By Phone).

VISA MC AMEX Discover Card#_________________________Exp. Date ___________

Bill Company (reservation not guaranteed until payment is received)

Registration Reservation Form

Complete and Return to: Business By Phone Inc.,14005 East Cholla Drive, Scottsdale, AZ 85259

5 Easy Ways To EnrollPhone: Call 800-326-7721.Fax: Fax this registration form to 402-895-9399.Mail: This completed registration form to:

Business By Phone Inc., 14005 East Cholla Drive, Scottsdale, AZ, 85259.E-mail: SmartCalling@Gmail.comOnline: www.BusinessByPhone.com/telesales-college

“You will not only learnto sell more productsand services, but youwill make moremoney. We have beenusing the techniquesand ideas throughoutour Sales departmentand have seen oursales increase by25%.”–Rick Totten, Vending Solutions

“Wow! I am lucky tohave had theopportunity to attendyour seminar. In lessthan a month my saleshave already increasedby over 5%.”–Sarah Faverman, Save More Resources, Inc.

“I loved your class andI learned alot. Youwere FANTASTIC! Ilearned that I usedmany wrongtechniques. Yourtraining made a lot ofsense and I have beenusing the ideas andgetting better results.THANKS FOR YOURHELP!”–Silvia Burdi, (OEM Sales) Advance Transformer

Dear Fellow Sales Pro,

If you use the phone as part of your sales process, I can help

you minimize resistance, get more “Yes” answers, and make more

money (if you’re paid on production or bonus). Guaranteed.

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Real-World, No BS Sales Processes and Techniques That Work

There’s lots of stuff available telling you how to sell and prospect by phone. Much is

pure crap. Stuff you look at or hear, squirm, and say, “Uh, I couldn’t imagine saying

that.” Neither could I. That’s why, long, long ago, I made it my life’s work to study,taht sdrow ehT .skrow yllautca taht lairetam eht nwod liob dna ,ecitcarp ,esu ,ezylana

ordinary people like you and I could use, feel comfortable with, and get RESULTS from.

Things that are conversational, and don’t cause the listener to feel like they’re talking to

a cheesy telemarketer.

In this program you get the exact same processes, strategies, and techniques I use,

and have shown results from over the past 30 years. I’ve made all the mistakes, so you

don’t have to (but you're probably making some right now. We’ll discuss those at the

program).

Many training companies hire professional speakers to memorize and present their

material. You get me

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with over 1,500 presentations under my belt. But most importantly, I’m an ordinaryereht neeb gnivah no desab si rewsna ym ,noitseuq a em ksa uoy nehW .NOSREPSELAS

srallod fo snoillim dlos ev’I taht si trapa em stes taht tcaf rehtonA .taht enod dna

worth

of my own products and services. By phone. (And of course, I’ve gotten my share of no’s

too. Probably more than you. But those haven’t hurt me, and I’ll show you how they

shouldn’t harm you.) Sign up right now. Looking forward to seeing you at the program.

Art Sobczak

President, Business By Phone Inc.

P.S. Not in a position to attend this time? Get the CDs. See them on the ordering page.

Can’t do that either? Go to my website at www.BusinessByPhone.com and at least

get my free weekly emailed sales tips and check out the free articles and back

issues. I want you to succeed.

Business By Phone Inc. • ArtS@BusinessByPhone.com • 480-699-0958

“I Will Help You Get More Yes Responses,

and Fewer No’s On The Phone.

What Would That Be Worth to You?”

Money BackGuarantee

If for any reason youfind the College isn’tworth more than the investment, yourtuition will be refund-ed. Find anotherCollege to make such a guarantee! (We’venever been asked for arefund in over 20 yearsof the College, withover 3300 peopleattending.)

How To Sell More and Cold CallWithout Rejection By PhoneThe Telesales College

Two-Day Training Seminar

By Art Sobczak

How can I say that?

30 years of doing it, that’s how. Thousands of sales reps have gotten, and are still

getting those results. Some are very, very wealthy. Maybe some of your competitors.

Are you (or your employees) serious about going to the next level as a salesperson

using the phone? I think so. I invite you to one of my next Telesales Colleges.

In this brochure you'll see the results you can expect, and what others have enjoyed.

Then, REGISTER today. That's right, today. Because of a busy schedule doing in-house

customized programs for clients, many based on my new book, "Smart Calling- (get itylno era ew dnA Fall.siht msargorp cilbupTWO tsuj gniod ma I )moc.nozama no

accepting 30 attendees at each. Be one of them.

If you want to check out my credentials, just turn the page. For outside opinion,.sweiver eht fo emos daeR .stluser 000,54 revo ee

Your Pre-Call Planning•Three questions to ask yourselfwhich define why people really buyfrom you

•What to do before your calls toensure you’re never rejected again

•The ACTION Sales Model: using it tohelp you move prospects/customerscloser to the sale on every contact

•How to set specific objectives thatguide you on the successful call(along with examples)

“Sounding” for Success•How to sound the way you want to“look” over the phone

•What to do to avoid annoying “uhh”habits

•Using the right words and phrasesthat put them in a buying frame ofmind—and what to avoid thatimmediately turns them off

Pre-Buyer Conversations•How to identify not just the buyer,but all the key people involved ininfluencing what you sell

•Secrets of collecting valuableinformation before you reach yourdecision maker

•How to get screeners on your side inhelping you sell to the boss (thiscontradicts what many “experts” say,but it works)

•Don’t be annoyed by voice mailagain; use it to pave the way for yournext call

•What NOT to say to screeners (andon voice mail) which is sure tocategorize you as a “typical time-wasting salesperson”

•Word-for-word examples of interest-creating messages

Opening Statements ThatCreate Interest—Not Resistance•What to never say during the first30 seconds of the call

•Proven formulas, templates, andword-for-word examples ofprospecting, account management,follow-up, and inactive accountopening statements to use as-is ormodify

•Specific commitment questions youcan use and modify

•When asking for commitment ispushy, and when it’s not

•How to ask for larger sales, moreoften, successfully, with moreconfidence!

Answering Problems andQuestions (Objections)•Why objections are feared by mostpeople—except by you after thismodule

•How to do the “Objection Autopsy”so you can comfortably andconfidently address every objectionyou hear

•Why people will never change theirmind with typical salesy scriptedobjection rebuttals, and how youcan get them to first doubt theirbeliefs behind their objections

•How to deal with objections in aconversational, non-adversarial way

What Do You Say on the Next Call?•How to set up your next contact soyou have something more intelligentto say than, “Well, didja get thematerial I sent?” and, “Anyquestions?”

•Getting prospects and customers todo homework to ensure they’recommitted

•How to ensure they actually readthe information and evaluate thesamples you send

•Setting real phone appointmentsthat they are serious about

Beating Call Reluctance andBuilding Self-Motivation•How to remove self-imposedlimitations, set and stay committedto your goals, keys to minimizingfeelings of rejection, and ideas forbuilding self-confidence

The Two-Day Seminar Agenda

800-326-7721

“Art presents his techniques in acasual setting that allowscreativity and dialogue, withoutputting you on the spot. Histechniques for the all importantopening are terrific! They gave methe ability to get to decisionmakers and close the sale. Take thisclass if you want to have your bestyear yet!”–Barry Renstrom, MeadWestVaco

Helping People Buy ThroughQuestioning•How to plan the questioningstrategy that will help them want tohear what you have

•Why many of your “benefits” mightbe liabilities, and how to use the“Question Generator” to createquestions, which will help youpresent only the benefits they’reinterested in

•There are such things as dumbquestions in sales; what they are,and how to avoid them

Listening: Much MoreImportant Than Talking•The one word that can help youbecome an exceptional listener

•The two points where you shouldpause in the communicationsprocess, and the five benefits to youof doing so

Sales Messages •How to talk less during apresentation—and sell more

•How to ensure you’re only talkingabout what they’re interested in

•The four-step process for presentingexactly what they want to hear inorder to buy

•How to minimize price andmaximize value

Asking For, and GettingCommitment (Closing)•How to move every call forwardwith commitments

Expert Telesales Instruction from ArtSobczak, Someone Who Has Done Telesales,

and Still Does ItArt Sobczak, President of Business ByPhone Inc., has over 30 years of professionalhands-on telesales experience in the areas ofmanagement, training, consulting, speaking,authoring, publishing, and most important ofall, selling on the phone. He focuses on onearea only: helping sales professionals usehow-to ideas to get more business. He is thedeveloper of the College, and the personwho will deliver the College you attend.

For over 10 years he wrote one of the most popular columns inTELEPROFESSIONAL Magazine, is the Editor and Publisherof the TELEPHONE SELLING REPORT training tipsnewsletter, the TelE-Sales Hot Tips weekly ezine, wrote andnarrated the RINGING UP SALES audio tape programpublished by Dartnell, wrote the “Selling Skills” chapter forPrentice-Hall’s ENCYCLOPEDIA OF TELEMARKETING, andauthored the two books HOW TO SELL MORE IN LESS TIMEWITH NO REJECTION USING COMMON SENSETELEPHONE TECHNIQUES Volumes 1 and 2, and,TELEPHONE TIPS THAT SELL! His newest book, 'SmartCalling' won Top Sales Book of 2010, and hit #1 on its first dayof release on amazon.com

He’s in demand as a speaker and trainer by companies andassociations on telephone selling skills for one main reason:his material works. He has “been there and done that” as itrelates to telephone selling, and continues to sell his ownservices using the phone.

Only $795 for the first attendee!($100 discount for each additional from your company

at the same program.)

5 Easy Ways to Enroll 1. By Phone: Call 800-326-7721. .

2. By Fax: Fax your registration form to 402-895-9399.

3. By Mail: Send your completed registration form to: Business ByPhone Inc., 14005 East Cholla Drive, Scottsdale, AZ, 85259.

4. E-mail to: SmartCalling@Gmail.com

5. Register online: www.BusinessByPhone.com/telesales-college

For Samples of Great Sales Tips Visit Us Atwww.BusinessByPhone.com

Over 35% of Attending Companies are Repeat Customers!

We Learn About YouTo ensure he understands the calls you place and problems you

face, Art mails you a questionnaire to learn about you and yourcalls. Plus, Art welcomes phone calls and emails prior to theprogram to learn more about your expectations. Find anotherseminar leader who does that!

Look at the Hundreds of Dollars Worth ofFREE Bonuses You'll Get!

To continue reinforcing the material you learn atthe College, you’ll also get:• A copy of Art Sobczak’s book

“How to Place the “Successful Sales and Prospecting Call”, a $29 value.

• A one-year membership in Art's Smart Calling Online(Premium Level), so you can reinforce the skills youlearn at the program. Members pay $99 yearly formembership, but you get access to hundreds ofdollars worth of archived materials instantly. Checkit out at wwww.SmartCallingOnline.com

• A review of your opening statement by Art AFTERyou attend the program

• Another surprise gift on the second day of the program

What You’ll Take HomeEach attendee receives a comprehensive Telesales

Rep College Coursebook used during the program,and designed to be referred back to on an on-goingbasis for continuing reinforcement and learning. It’s achapter-by-chapter manual packed with summaries ofmaterial covered during the program, as well as otherword-for-word tips reps can use right away. It containsthe many individual exercises reps work on during theprogram, and can be used for sales meetings andtraining sessions back at the office. Graduates tell usthey refer back to their Coursebook over and over,even years after attending.

Consider These Additional AdvantagesPersonalized, Small Group Instruction

This isn’t a seminar where hundreds of peopleare cattle-herded into an auditorium to listen tosomeone (who might not have ever sold anythingby phone) present a memorized speech provided bya company that gives quickie seminars on hundredsof different topics. This is a program where only 30people are accepted. There is plenty of interaction.This ensures you receive individualized attention,and get answers to your specific questions andchallenges. You’ll also learn plenty from the otherswho do the same thing you do in telesales.

“I wanted to thank you for the training this pastweek. I have been through many telesalestraining programs in the past and I have tohonestly say that yours was the best. The wayyou related everything to normal everyday lifereally helped in letting the tools sink in.”

–Joe Gallo, Inside Sales, Symbol Technologies, Inc.

You Build Your Own CallIn this program we work together to “build”

your call, moving methodically through each stepof the professional sales process. You receiveproven, how-to, word-for-word ideas in eachsection you will use on your calls. Reps areinstructed to bring information on their ownaccounts and prospects to use with the variousactivities and exercises.

©A rt Sobcza k • B usi ness B y P hone, I nc. • www. B u si ness B yP hone.co m

ByA rt Sobczak

Telesales RepCollege

2Disc Track 1

Section 2: Your Pre-CallPlanning (pages 7-15)

Track 2 Section 2

(page 16-end of section)

Abbott LaboratoriesAdobe SystemsADPAGFAAIGAT&TAutoTrader.comBank OneBose CorporationBaxter Health CareCARFAXDialogic Corp.DigitalDow Chemical CompanyDuPontEquifax4 ImprintGE CapitalGreen Mountain CoffeeHoechst CelaneseIBMJ.D. Edwards & Co.Levolor Corp.

NCR CorporationNextel CommunicationsNorfolk SouthernOffice DepotOracle Corp.PanasonicPillsburyPolaroidRed Hat SoftwareRUST-OLEUMRoadway ExpressSouthwestern BellTandem ComputersToyota3MU.S. Postal Service

Plus many, many smallercompanies and evenindividual entrepreneursand sales reps.Over 35%of Attending Companiesare Repeat Customers!

Super-Charge Your In-House TrainingEven if you have a regular training program for

your staff, consider sending reps to the College tomaximize their productivity. Some companies sendreps as a reward for productivity or winning a salescontest. While that’s a good idea, don’t neglect thepeople who also probably need the training andreinforcement the most. No one can get too muchtraining, and most people don’t get enough. A well-trained sales rep on the phone is confident, has agreat attitude, sells more, and causes less person-nel hassles. It’s a small investment in future suc-cess. Sign up for the College today!

Attention Sales Managers and Association LeadersTake Your Sales to the LIMIT with a Telesalesor Teleprospecting Program Custom Tailored toYour Specific Needs and Delivered at YourLocation

If you would like to have a program designed especially foryour group or association, customized for your type of calls, let’stalk. Art will do extensive research on your business and salesprocess, including listening to tapes of your calls and interview-ing your sales reps to build the program that delivers the resultsyou want. You could choose to have the entire two-day program,or Art can build a workshop ranging anywhere from one-hour toseveral days. If you have an interest, call Art directly at 1-800-326-7721.

Comments From Customized Training Clients“Art, the sales team at Global Knowledge thanks you for thewonderful course you conducted for us. The trainingwonderfully supported the objectives we outlined in ourpreparation and was in perfect support of our own sales andtraining philosophy. We were also very impressed with yourresponsiveness, flexibility and reliability during the entireprocess. We were especially impressed with how detailed yourresearch into our methods, culture, and personality was. Youtook the time to listen to over four hours worth of our calls,interview the management team, and conduct numerousinterviews of our representatives so that you were confidentthat you had a good understanding of our situation You wereable to take that, marry it to our objectives and design anddeliver a very customized and high-quality class for us thatexceeded our expectations. The impact that your trainingrendered was marked. We have had very strong months whencompared year-over-year with the past two years and haveseen a morale and skill improvement across the board.”

–JB Smith, Sales Manager, Global Knowledge

“Art, thank you for your spectacular presentations, The TopTen Mistakes Made By Sales Reps When Using the Phoneand What You Can Do to Avoid These Errors and 30Telephone Sales Tips You Can Use Right Now, at ourrecent Summer Sales Camp in Chicago! Our attendees wereinspired, educated, and entertained. Thank you again foryour time and effort that you spent preparing for our event.”

–Tina Brown, Director of Education & MeetingsWholesale Florists & Florist Suppliers Association

“Art, here we are nearly 6 months after your initial trainingsession with my team. I wanted you to know how pleased weare with the progress. Currently we are on track to have thebiggest sales year in our company’s history. In addition, mytop performers are using your CD series and have reported anew outlook on their approach. What’s worth mentioning isthe fact that these are individuals that have been in thebusiness for over 15 years and have been the hardest tomotivate and even more so re-train with new ideas. In our 19years of business, we have done it all from motivationalseminars to guest speakers to other sales training classes.Unquestionably, your programs are the most well-received bymy staff and have had the greatest impact to our sales. I givemy highest recommendation to any company that uses thephone as part of their business.”

–Kit Jeerapaet, President, duPont Registry

Just a Few Of the Companies That HaveBenefited from Attending the College

You can experience a Collegethat was recorded live, on compactdisc. In addition to receiving all ofthe ideas and techniques, you’llhave the benefit of hearing the questionsand answers and interaction from the session. It’salmost like being there! You’ll get eight compactdiscs and the accompanying Course Book so youcan work on your own presentation just like theseminar participants. And your investment for theentire program (including one Course Book) is only$795. (Additional workbooks are $50 each.) Orderyour set today! Call 800-326-7721

From a Sales Manager After Usingthe CD’s...

“The first class session with CD’s went extremelywell and was well received by all in attendance. Inall my eight years doing this type of work, this isthe first training program that has actuallyprovided specifically what I needed to do my job.I’m going to extend the course to our CSR group, aswell, so please immediately ship and bill sixadditional workbooks.”–Cappy Frederick, Sales Manager, Data Distributing

“I’ve actually doubled my salesproduction since taking your course!Thanks again.”

–Gary Baptiste, E-Z Data Inc.

“I’ve taken three AMA salestraining courses and KarrassNegotiating, and I got more outof the College than the otherfour combined! I liked yourfocus on the quality of callsrather than the quantity.”

–Susan Yearsley, ICI Americas

“I wish it could be longer! Never have Ibeen to a seminar where I felt I couldgo another entire week to learn even

moreinformation.”–Ingrid Gurzynski, Thomas Register Publishing

“I appreciatedthe down-to-

earth, non-salesey approach. Wedidn’t spend time on theory and howthings should be, we spent time onhow they are.”

–Brooke Sanders, Hewlett-Packard

“Art is an uplifting and inspirationalmotivator. By using his material I feelmore confident in asking for the salerather than just tip-toeing around theinevitable questionthree or four calls downthe road.”

–Megan Williams, PR Newswire

“I liked how applicablethe College was. I’mgoing to use the tipsright away. They weren’t ‘way outthere.’ They’re common sense, easyto use.”

–Kelly Wright, Underwriters Lab

“I liked that the College deals with theexact kind of calls I make.”

–Lynette Burnham, Intralox

“If you are a Telesales Manager and/ora professional telesales person, Ihighly recommend you attend thisprogram. The training and the ideasprovided by Art have helped my

telesales force of 12 growtheir sales, improve theirproductivity, and impresscustomers with theirselling skills. We haveupgraded our OpeningStatement, improved thequestions we ask ourcustomers, and sold morefood as a result of thistraining.”

–Randy StockerRegional Sales Manager-Telesales DivisionDot Foods, Inc.

“Your class changed my outlook andjob performance. My confidence is somuch higher and I look forward tothe calls that I have to make becauseI am able to express what I need to ina more concise way. I recommendthis class to those that have years ofexperience as well asthose that are ready tostart learning how tomake it easier.”–Melissa E. BarczakWhitsons Food Service, Inc.

“I would recommendthis class to anyperson new or old tosales. It has truly changed my world.My phone calls are much smoother

and I am gettingpeople to talk. I amnever at a loss forwords. I am no longerscared to pick up thephone. Thanks toyour course I wasable to have a strongend of the year andmake my bonus. I

thank you.”–Noelle Fassnacht, Woodstream Corportation

“Great information! As a new person insales, this gave me the direction Ineed to form a plan on how tosucceed in this career!”

–Andrea Wedge, Blue Cross/Blue Shield

“The small group was what I liked, andArt is an incredibly motivatingspeaker who uses creativestorytelling to keep the topics alive.”

–Janice Ensminger, Ad Exchange

“I’ve attended many sales seminarsand yours was the best.”

–Keith Kappell, Chieftan Wild Rice

“Within one hour on the first day Inoticed I was doing things wrong! Ihave been corrected and will never goback to the old ways. This programbuilt my confidence!”

–Margie Falvey,DSN Express Inc.

“Art’s content, energy, and enthusiasmfired me up to go back and motivatemy staff.”

–Angie Vasquez-Anderson,Amerus Bank

“The book is easy to follow, and Iliked the Action Steps at the endof every chapter.”

–Michael Jacobson, Agco

“I’ve attended many salesseminars before; thanks fordispelling all of those rigid salesmethods.”

–Sandy Alford,General Mills

“I have what I need to go and beat mycompetitors. Can’t wait for my firstcall tomorrow!”

–Debbie DeFosse, Miller Beauty Supply

Attendance is Strictly Limited to the First 30

Registrants. Don’t Get Shut Out.

Enroll Today!

800-326-7721

“

“

Look at What Telesales Rep College Graduates Have to Say

© Ar t Sobczak • B usi ne ss B y Pho ne, I nc . • www.B us i ness B yPhone.co

m

ByArt Sobczak

Telesales RepCollege

1Disc Track 1

Section 1: Introduction

Track 2 Section 2:

Your Pre-Call Planning(pages 5-6)

Can’t Attend? Get the Next Best Thing:Audio CD’s of a Live Program

©A rt Sobcza k • B usi ness B y P hone, I nc. • www. B u si ness B yP hone.co m

ByArt Sobczak

Telesales RepCollege

6Disc Track 1

Section 6: Helping CustomersBuy Through E�ectiveQuestioning (pages 38-41)

Track 2 Section 6:

The QuestionGenerator (page 42)

Track 3 Section 6:

(page 42-end ofsection)

©A rt Sobcza k • B usi ness B y P hone, I nc. • www. B u si ness B yP hone.co m

ByA rt Sobczak

Telesales RepCollege

6Disc Track 1

Section 6: Helping CustomersBuy Through E�ectiveQuestioning (pages 38-41)

Track 2 Section 6:

The QuestionGenerator (page 42)

Track 3 Section 6:

(page 42-end ofsection)

©A rt Sobcza k • B usi ness B y P hone, I nc. • www. B u si ness B yP hone.co m

ByA rt Sobczak

Telesales RepCollege

2Disc Track 1

Section 2: Your Pre-CallPlanning (pages 7-15)

Track 2 Section 2

(page 16-end of section)

©A rt Sobcza k • B usi ness B y P hone, I nc. • www. B u si ness B yP hone.co m

ByA rt Sobczak

Telesales RepCollege

4Disc Section 4:

Pre-BuyerConversations

©A rt Sobcza k • B usi ness B y P hone, I nc. • www. B u si ness B yP hone.co m

ByA rt Sobczak

Telesales RepCollege

2Disc Track 1

Section 2: Your Pre-CallPlanning (pages 7-15)

Track 2 Section 2

(page 16-end of section)

Abbott LaboratoriesAdobe SystemsADPAGFAAIGAT&TAutoTrader.comBank OneBose CorporationBaxter Health CareCARFAXDialogic Corp.DigitalDow Chemical CompanyDuPontEquifax4 ImprintGE CapitalGreen Mountain CoffeeHoechst CelaneseIBMJ.D. Edwards & Co.Levolor Corp.

NCR CorporationNextel CommunicationsNorfolk SouthernOffice DepotOracle Corp.PanasonicPillsburyPolaroidRed Hat SoftwareRUST-OLEUMRoadway ExpressSouthwestern BellTandem ComputersToyota3MU.S. Postal Service

Plus many, many smallercompanies and evenindividual entrepreneursand sales reps.Over 35%of Attending Companiesare Repeat Customers!

Super-Charge Your In-House TrainingEven if you have a regular training program for

your staff, consider sending reps to the College tomaximize their productivity. Some companies sendreps as a reward for productivity or winning a salescontest. While that’s a good idea, don’t neglect thepeople who also probably need the training andreinforcement the most. No one can get too muchtraining, and most people don’t get enough. A well-trained sales rep on the phone is confident, has agreat attitude, sells more, and causes less person-nel hassles. It’s a small investment in future suc-cess. Sign up for the College today!

Attention Sales Managers and Association LeadersTake Your Sales to the LIMIT with a Telesalesor Teleprospecting Program Custom Tailored toYour Specific Needs and Delivered at YourLocation

If you would like to have a program designed especially foryour group or association, customized for your type of calls, let’stalk. Art will do extensive research on your business and salesprocess, including listening to tapes of your calls and interview-ing your sales reps to build the program that delivers the resultsyou want. You could choose to have the entire two-day program,or Art can build a workshop ranging anywhere from one-hour toseveral days. If you have an interest, call Art directly at 1-800-326-7721.

Comments From Customized Training Clients“Art, the sales team at Global Knowledge thanks you for thewonderful course you conducted for us. The trainingwonderfully supported the objectives we outlined in ourpreparation and was in perfect support of our own sales andtraining philosophy. We were also very impressed with yourresponsiveness, flexibility and reliability during the entireprocess. We were especially impressed with how detailed yourresearch into our methods, culture, and personality was. Youtook the time to listen to over four hours worth of our calls,interview the management team, and conduct numerousinterviews of our representatives so that you were confidentthat you had a good understanding of our situation You wereable to take that, marry it to our objectives and design anddeliver a very customized and high-quality class for us thatexceeded our expectations. The impact that your trainingrendered was marked. We have had very strong months whencompared year-over-year with the past two years and haveseen a morale and skill improvement across the board.”

–JB Smith, Sales Manager, Global Knowledge

“Art, thank you for your spectacular presentations, The TopTen Mistakes Made By Sales Reps When Using the Phoneand What You Can Do to Avoid These Errors and 30Telephone Sales Tips You Can Use Right Now, at ourrecent Summer Sales Camp in Chicago! Our attendees wereinspired, educated, and entertained. Thank you again foryour time and effort that you spent preparing for our event.”

–Tina Brown, Director of Education & MeetingsWholesale Florists & Florist Suppliers Association

“Art, here we are nearly 6 months after your initial trainingsession with my team. I wanted you to know how pleased weare with the progress. Currently we are on track to have thebiggest sales year in our company’s history. In addition, mytop performers are using your CD series and have reported anew outlook on their approach. What’s worth mentioning isthe fact that these are individuals that have been in thebusiness for over 15 years and have been the hardest tomotivate and even more so re-train with new ideas. In our 19years of business, we have done it all from motivationalseminars to guest speakers to other sales training classes.Unquestionably, your programs are the most well-received bymy staff and have had the greatest impact to our sales. I givemy highest recommendation to any company that uses thephone as part of their business.”

–Kit Jeerapaet, President, duPont Registry

Just a Few Of the Companies That HaveBenefited from Attending the College

You can experience a Collegethat was recorded live, on compactdisc. In addition to receiving all ofthe ideas and techniques, you’llhave the benefit of hearing the questionsand answers and interaction from the session. It’salmost like being there! You’ll get eight compactdiscs and the accompanying Course Book so youcan work on your own presentation just like theseminar participants. And your investment for theentire program (including one Course Book) is only$795. (Additional workbooks are $50 each.) Orderyour set today! Call 800-326-7721

From a Sales Manager After Usingthe CD’s...

“The first class session with CD’s went extremelywell and was well received by all in attendance. Inall my eight years doing this type of work, this isthe first training program that has actuallyprovided specifically what I needed to do my job.I’m going to extend the course to our CSR group, aswell, so please immediately ship and bill sixadditional workbooks.”–Cappy Frederick, Sales Manager, Data Distributing

“I’ve actually doubled my salesproduction since taking your course!Thanks again.”

–Gary Baptiste, E-Z Data Inc.

“I’ve taken three AMA salestraining courses and KarrassNegotiating, and I got more outof the College than the otherfour combined! I liked yourfocus on the quality of callsrather than the quantity.”

–Susan Yearsley, ICI Americas

“I wish it could be longer! Never have Ibeen to a seminar where I felt I couldgo another entire week to learn even

moreinformation.”–Ingrid Gurzynski, Thomas Register Publishing

“I appreciatedthe down-to-

earth, non-salesey approach. Wedidn’t spend time on theory and howthings should be, we spent time onhow they are.”

–Brooke Sanders, Hewlett-Packard

“Art is an uplifting and inspirationalmotivator. By using his material I feelmore confident in asking for the salerather than just tip-toeing around theinevitable questionthree or four calls downthe road.”

–Megan Williams, PR Newswire

“I liked how applicablethe College was. I’mgoing to use the tipsright away. They weren’t ‘way outthere.’ They’re common sense, easyto use.”

–Kelly Wright, Underwriters Lab

“I liked that the College deals with theexact kind of calls I make.”

–Lynette Burnham, Intralox

“If you are a Telesales Manager and/ora professional telesales person, Ihighly recommend you attend thisprogram. The training and the ideasprovided by Art have helped my

telesales force of 12 growtheir sales, improve theirproductivity, and impresscustomers with theirselling skills. We haveupgraded our OpeningStatement, improved thequestions we ask ourcustomers, and sold morefood as a result of thistraining.”

–Randy StockerRegional Sales Manager-Telesales DivisionDot Foods, Inc.

“Your class changed my outlook andjob performance. My confidence is somuch higher and I look forward tothe calls that I have to make becauseI am able to express what I need to ina more concise way. I recommendthis class to those that have years ofexperience as well asthose that are ready tostart learning how tomake it easier.”–Melissa E. BarczakWhitsons Food Service, Inc.

“I would recommendthis class to anyperson new or old tosales. It has truly changed my world.My phone calls are much smoother

and I am gettingpeople to talk. I amnever at a loss forwords. I am no longerscared to pick up thephone. Thanks toyour course I wasable to have a strongend of the year andmake my bonus. I

thank you.”–Noelle Fassnacht, Woodstream Corportation

“Great information! As a new person insales, this gave me the direction Ineed to form a plan on how tosucceed in this career!”

–Andrea Wedge, Blue Cross/Blue Shield

“The small group was what I liked, andArt is an incredibly motivatingspeaker who uses creativestorytelling to keep the topics alive.”

–Janice Ensminger, Ad Exchange

“I’ve attended many sales seminarsand yours was the best.”

–Keith Kappell, Chieftan Wild Rice

“Within one hour on the first day Inoticed I was doing things wrong! Ihave been corrected and will never goback to the old ways. This programbuilt my confidence!”

–Margie Falvey,DSN Express Inc.

“Art’s content, energy, and enthusiasmfired me up to go back and motivatemy staff.”

–Angie Vasquez-Anderson,Amerus Bank

“The book is easy to follow, and Iliked the Action Steps at the endof every chapter.”

–Michael Jacobson, Agco

“I’ve attended many salesseminars before; thanks fordispelling all of those rigid salesmethods.”

–Sandy Alford,General Mills

“I have what I need to go and beat mycompetitors. Can’t wait for my firstcall tomorrow!”

–Debbie DeFosse, Miller Beauty Supply

Attendance is Strictly Limited to the First 30

Registrants. Don’t Get Shut Out.

Enroll Today!

800-326-7721

“

“

Look at What Telesales Rep College Graduates Have to Say

© Ar t Sobczak • B usi ne ss B y Pho ne, I nc . • www.B us i ness B yPhone.co

m

ByArt Sobczak

Telesales RepCollege

1Disc Track 1

Section 1: Introduction

Track 2 Section 2:

Your Pre-Call Planning(pages 5-6)

Can’t Attend? Get the Next Best Thing:Audio CD’s of a Live Program

©A rt Sobcza k • B usi ness B y P hone, I nc. • www. B u si ness B yP hone.co m

ByArt Sobczak

Telesales RepCollege

6Disc Track 1

Section 6: Helping CustomersBuy Through E�ectiveQuestioning (pages 38-41)

Track 2 Section 6:

The QuestionGenerator (page 42)

Track 3 Section 6:

(page 42-end ofsection)

©A rt Sobcza k • B usi ness B y P hone, I nc. • www. B u si ness B yP hone.co m

ByA rt Sobczak

Telesales RepCollege

6Disc Track 1

Section 6: Helping CustomersBuy Through E�ectiveQuestioning (pages 38-41)

Track 2 Section 6:

The QuestionGenerator (page 42)

Track 3 Section 6:

(page 42-end ofsection)

©A rt Sobcza k • B usi ness B y P hone, I nc. • www. B u si ness B yP hone.co m

ByA rt Sobczak

Telesales RepCollege

2Disc Track 1

Section 2: Your Pre-CallPlanning (pages 7-15)

Track 2 Section 2

(page 16-end of section)

©A rt Sobcza k • B usi ness B y P hone, I nc. • www. B u si ness B yP hone.co m

ByA rt Sobczak

Telesales RepCollege

4Disc Section 4:

Pre-BuyerConversations

Your Pre-Call Planning•Three questions to ask yourselfwhich define why people really buyfrom you

•What to do before your calls toensure you’re never rejected again

•The ACTION Sales Model: using it tohelp you move prospects/customerscloser to the sale on every contact

•How to set specific objectives thatguide you on the successful call(along with examples)

“Sounding” for Success•How to sound the way you want to“look” over the phone

•What to do to avoid annoying “uhh”habits

•Using the right words and phrasesthat put them in a buying frame ofmind—and what to avoid thatimmediately turns them off

Pre-Buyer Conversations•How to identify not just the buyer,but all the key people involved ininfluencing what you sell

•Secrets of collecting valuableinformation before you reach yourdecision maker

•How to get screeners on your side inhelping you sell to the boss (thiscontradicts what many “experts” say,but it works)

•Don’t be annoyed by voice mailagain; use it to pave the way for yournext call

•What NOT to say to screeners (andon voice mail) which is sure tocategorize you as a “typical time-wasting salesperson”

•Word-for-word examples of interest-creating messages

Opening Statements ThatCreate Interest—Not Resistance•What to never say during the first30 seconds of the call

•Proven formulas, templates, andword-for-word examples ofprospecting, account management,follow-up, and inactive accountopening statements to use as-is ormodify

•Specific commitment questions youcan use and modify

•When asking for commitment ispushy, and when it’s not

•How to ask for larger sales, moreoften, successfully, with moreconfidence!

Answering Problems andQuestions (Objections)•Why objections are feared by mostpeople—except by you after thismodule

•How to do the “Objection Autopsy”so you can comfortably andconfidently address every objectionyou hear

•Why people will never change theirmind with typical salesy scriptedobjection rebuttals, and how youcan get them to first doubt theirbeliefs behind their objections

•How to deal with objections in aconversational, non-adversarial way

What Do You Say on the Next Call?•How to set up your next contact soyou have something more intelligentto say than, “Well, didja get thematerial I sent?” and, “Anyquestions?”

•Getting prospects and customers todo homework to ensure they’recommitted

•How to ensure they actually readthe information and evaluate thesamples you send

•Setting real phone appointmentsthat they are serious about

Beating Call Reluctance andBuilding Self-Motivation•How to remove self-imposedlimitations, set and stay committedto your goals, keys to minimizingfeelings of rejection, and ideas forbuilding self-confidence

The Two-Day Seminar Agenda

800-326-7721

“Art presents his techniques in acasual setting that allowscreativity and dialogue, withoutputting you on the spot. Histechniques for the all importantopening are terrific! They gave methe ability to get to decisionmakers and close the sale. Take thisclass if you want to have your bestyear yet!”–Barry Renstrom, MeadWestVaco

Helping People Buy ThroughQuestioning•How to plan the questioningstrategy that will help them want tohear what you have

•Why many of your “benefits” mightbe liabilities, and how to use the“Question Generator” to createquestions, which will help youpresent only the benefits they’reinterested in

•There are such things as dumbquestions in sales; what they are,and how to avoid them

Listening: Much MoreImportant Than Talking•The one word that can help youbecome an exceptional listener

•The two points where you shouldpause in the communicationsprocess, and the five benefits to youof doing so

Sales Messages •How to talk less during apresentation—and sell more

•How to ensure you’re only talkingabout what they’re interested in

•The four-step process for presentingexactly what they want to hear inorder to buy

•How to minimize price andmaximize value

Asking For, and GettingCommitment (Closing)•How to move every call forwardwith commitments

Expert Telesales Instruction from ArtSobczak, Someone Who Has Done Telesales,

and Still Does ItArt Sobczak, President of Business ByPhone Inc., has over 30 years of professionalhands-on telesales experience in the areas ofmanagement, training, consulting, speaking,authoring, publishing, and most important ofall, selling on the phone. He focuses on onearea only: helping sales professionals usehow-to ideas to get more business. He is thedeveloper of the College, and the personwho will deliver the College you attend.

For over 10 years he wrote one of the most popular columns inTELEPROFESSIONAL Magazine, is the Editor and Publisherof the TELEPHONE SELLING REPORT training tipsnewsletter, the TelE-Sales Hot Tips weekly ezine, wrote andnarrated the RINGING UP SALES audio tape programpublished by Dartnell, wrote the “Selling Skills” chapter forPrentice-Hall’s ENCYCLOPEDIA OF TELEMARKETING, andauthored the two books HOW TO SELL MORE IN LESS TIMEWITH NO REJECTION USING COMMON SENSETELEPHONE TECHNIQUES Volumes 1 and 2, and,TELEPHONE TIPS THAT SELL! His newest book, 'SmartCalling' won Top Sales Book of 2010, and hit #1 on its first dayof release on amazon.com

He’s in demand as a speaker and trainer by companies andassociations on telephone selling skills for one main reason:his material works. He has “been there and done that” as itrelates to telephone selling, and continues to sell his ownservices using the phone.

Only $795 for the first attendee!($100 discount for each additional from your company

at the same program.)

5 Easy Ways to Enroll 1. By Phone: Call 800-326-7721. .

2. By Fax: Fax your registration form to 402-895-9399.

3. By Mail: Send your completed registration form to: Business ByPhone Inc., 14005 East Cholla Drive, Scottsdale, AZ, 85259.

4. E-mail to: SmartCalling@Gmail.com

5. Register online: www.BusinessByPhone.com/telesales-college

For Samples of Great Sales Tips Visit Us Atwww.BusinessByPhone.com

Over 35% of Attending Companies are Repeat Customers!

We Learn About YouTo ensure he understands the calls you place and problems you

face, Art mails you a questionnaire to learn about you and yourcalls. Plus, Art welcomes phone calls and emails prior to theprogram to learn more about your expectations. Find anotherseminar leader who does that!

Look at the Hundreds of Dollars Worth ofFREE Bonuses You'll Get!

To continue reinforcing the material you learn atthe College, you’ll also get:• A copy of Art Sobczak’s book

“How to Place the “Successful Sales and Prospecting Call”, a $29 value.

• A one-year membership in Art's Smart Calling Online(Premium Level), so you can reinforce the skills youlearn at the program. Members pay $99 yearly formembership, but you get access to hundreds ofdollars worth of archived materials instantly. Checkit out at wwww.SmartCallingOnline.com

• A review of your opening statement by Art AFTERyou attend the program

• Another surprise gift on the second day of the program

What You’ll Take HomeEach attendee receives a comprehensive Telesales

Rep College Coursebook used during the program,and designed to be referred back to on an on-goingbasis for continuing reinforcement and learning. It’s achapter-by-chapter manual packed with summaries ofmaterial covered during the program, as well as otherword-for-word tips reps can use right away. It containsthe many individual exercises reps work on during theprogram, and can be used for sales meetings andtraining sessions back at the office. Graduates tell usthey refer back to their Coursebook over and over,even years after attending.

Consider These Additional AdvantagesPersonalized, Small Group Instruction

This isn’t a seminar where hundreds of peopleare cattle-herded into an auditorium to listen tosomeone (who might not have ever sold anythingby phone) present a memorized speech provided bya company that gives quickie seminars on hundredsof different topics. This is a program where only 30people are accepted. There is plenty of interaction.This ensures you receive individualized attention,and get answers to your specific questions andchallenges. You’ll also learn plenty from the otherswho do the same thing you do in telesales.

“I wanted to thank you for the training this pastweek. I have been through many telesalestraining programs in the past and I have tohonestly say that yours was the best. The wayyou related everything to normal everyday lifereally helped in letting the tools sink in.”

–Joe Gallo, Inside Sales, Symbol Technologies, Inc.

You Build Your Own CallIn this program we work together to “build”

your call, moving methodically through each stepof the professional sales process. You receiveproven, how-to, word-for-word ideas in eachsection you will use on your calls. Reps areinstructed to bring information on their ownaccounts and prospects to use with the variousactivities and exercises.

From a Sales Trainer...“I thoroughly enjoyed your salescollege this week in Scottsdale andam looking forward to incorporatingthe ideas/activities into my salestraining. I have told everyone whowill listen how fantastic it was andhow much I got out of it. Thank you.And I truly think that you shouldadvertise your seminars more tosales trainers as well. Budgets maynot allow companies to send multiplereps, however sending one or twotrainers is feasible (and they canturn around andincorporate/implement the materialscovered with all reps). I’m excited toget started.”

– Tonja SnellingSales TrainerDirect Alliance Corp

The Investment. Tuition for the program—including refreshmentbreaks, all course materials, and the FREE bonuses—is only $795. Additionalattendees from the same company at the same program, only $695. Space isconfirmed only upon receipt of payment. To ensure a spot, please phone orfax your reservation along with a credit card number. Don’t get shut out!

Registration Confirmation and Other Information. Uponpayment, you’ll receive your confirmation, course details, and CollegeQuestionnaire.

Cancellation. Substitute attendees allowed at any time. Cancel fourweeks before the program, and a credit is given for a future program. Cancelwithin four weeks, and a $200 credit is given for a future program. (We havethis policy because we only accept 30 attendees and typically sell out.)

Meals. Lunch is on your own the first day. Most of the program venueshave restaurants on site, or close by. We work straight through until 1:00 onDay Two.

Times. We begin promptly at 8:00 a.m. both days, ending at 4:00 the firstday, and 1:00 on the second.

Registration Information

1. Name_ ____________________________E-mail___________________

2. Name_ ____________________________E-mail___________________

3. Name_ ____________________________E-mail___________________

Company_____________________________________________________

Address______________________________________________________

City _________________________________________________________

State ________________________Zip _____________________________

Phone __________________________Fax__________________________

Yes! I want to attend the seminar.

Los Angeles, September 25-26Chicago, November 13-14

College on audio CD ($795) _____ additional workbooks @ $50 each

Check Enclosed ($795 for first student, $695 each thereafter, payable to Art Sobczak’s Business By Phone).

VISA MC AMEX Discover Card#_________________________Exp. Date ___________

Bill Company (reservation not guaranteed until payment is received)

Registration Reservation Form

Complete and Return to: Business By Phone Inc.,14005 East Cholla Drive, Scottsdale, AZ 85259

5 Easy Ways To EnrollPhone: Call 800-326-7721.Fax: Fax this registration form to 402-895-9399.Mail: This completed registration form to:

Business By Phone Inc., 14005 East Cholla Drive, Scottsdale, AZ, 85259.E-mail: SmartCalling@Gmail.comOnline: www.BusinessByPhone.com/telesales-college

“You will not only learnto sell more productsand services, but youwill make moremoney. We have beenusing the techniquesand ideas throughoutour Sales departmentand have seen oursales increase by25%.”–Rick Totten, Vending Solutions

“Wow! I am lucky tohave had theopportunity to attendyour seminar. In lessthan a month my saleshave already increasedby over 5%.”–Sarah Faverman, Save More Resources, Inc.

“I loved your class andI learned alot. Youwere FANTASTIC! Ilearned that I usedmany wrongtechniques. Yourtraining made a lot ofsense and I have beenusing the ideas andgetting better results.THANKS FOR YOURHELP!”–Silvia Burdi, (OEM Sales) Advance Transformer

Dear Fellow Sales Pro,

If you use the phone as part of your sales process, I can help

you minimize resistance, get more “Yes” answers, and make more

money (if you’re paid on production or bonus). Guaranteed.

o

0 r s ll’uoy dna ”,kazcboS trA“ :em elgooG

Real-World, No BS Sales Processes and Techniques That Work

There’s lots of stuff available telling you how to sell and prospect by phone. Much is

pure crap. Stuff you look at or hear, squirm, and say, “Uh, I couldn’t imagine saying

that.” Neither could I. That’s why, long, long ago, I made it my life’s work to study,taht sdrow ehT .skrow yllautca taht lairetam eht nwod liob dna ,ecitcarp ,esu ,ezylana

ordinary people like you and I could use, feel comfortable with, and get RESULTS from.

Things that are conversational, and don’t cause the listener to feel like they’re talking to

a cheesy telemarketer.

In this program you get the exact same processes, strategies, and techniques I use,

and have shown results from over the past 30 years. I’ve made all the mistakes, so you

don’t have to (but you're probably making some right now. We’ll discuss those at the

program).

Many training companies hire professional speakers to memorize and present their

material. You get me

rekaeps lanoisseforp dehsilpmocca na ma I ,dnA .ffuts eht etorw I .

with over 1,500 presentations under my belt. But most importantly, I’m an ordinaryereht neeb gnivah no desab si rewsna ym ,noitseuq a em ksa uoy nehW .NOSREPSELAS

srallod fo snoillim dlos ev’I taht si trapa em stes taht tcaf rehtonA .taht enod dna

worth

of my own products and services. By phone. (And of course, I’ve gotten my share of no’s

too. Probably more than you. But those haven’t hurt me, and I’ll show you how they

shouldn’t harm you.) Sign up right now. Looking forward to seeing you at the program.

Art Sobczak

President, Business By Phone Inc.

P.S. Not in a position to attend this time? Get the CDs. See them on the ordering page.

Can’t do that either? Go to my website at www.BusinessByPhone.com and at least

get my free weekly emailed sales tips and check out the free articles and back

issues. I want you to succeed.

Business By Phone Inc. • ArtS@BusinessByPhone.com • 480-699-0958

“I Will Help You Get More Yes Responses,

and Fewer No’s On The Phone.

What Would That Be Worth to You?”

Money BackGuarantee

If for any reason youfind the College isn’tworth more than the investment, yourtuition will be refund-ed. Find anotherCollege to make such a guarantee! (We’venever been asked for arefund in over 20 yearsof the College, withover 3300 peopleattending.)

How To Sell More and Cold CallWithout Rejection By PhoneThe Telesales College

Two-Day Training Seminar

By Art Sobczak

How can I say that?

30 years of doing it, that’s how. Thousands of sales reps have gotten, and are still

getting those results. Some are very, very wealthy. Maybe some of your competitors.

Are you (or your employees) serious about going to the next level as a salesperson

using the phone? I think so. I invite you to one of my next Telesales Colleges.

In this brochure you'll see the results you can expect, and what others have enjoyed.

Then, REGISTER today. That's right, today. Because of a busy schedule doing in-house

customized programs for clients, many based on my new book, "Smart Calling- (get itylno era ew dnA Fall.siht msargorp cilbupTWO tsuj gniod ma I )moc.nozama no

accepting 30 attendees at each. Be one of them.

If you want to check out my credentials, just turn the page. For outside opinion,.sweiver eht fo emos daeR .stluser 000,54 revo ee

How To Sell More andCold Call Without

Rejection By Phone

What is the Telesales College?The Telesales College is a com-

plete step-by-step training workshopfor professional business-to-businesssales representatives who use thephone as an integral or primarymethod of communication for theirprospecting and/or sales calls.

Participants are led through thelogical sequence of the sales call, usinga consultative (question-based) salesapproach, learning step-by-step, what-to-say and how-to-say it ideas, strate-gies, and techniques which help thembecome more confident, effective, andproductive on their very next call.

Customers tell us, and graduatesaffirm, that in no other seminar willsales pros find such an abundance ofreal-world, proven, no-baloney tele-sales ideas and methods that work.And learning is made fun and motivat-ing, presented by telesales expert ArtSobczak

As a result of this two-day learningand self-discovery process, partici-pants hit the ground running uponarriving back at the office. Attendeestell us they have a new sense of confi-dence as they prospect for new busi-ness, follow-up with existing contactsand customers delivering real value,and handle inquiries and turn theminto sales.

Bottom line, this is the programthat demystifies professional salesand prospecting using the phone, andprovides real how-to information--notblue sky theory or goofy, salesygarbage–that participants use andshow results from right away!

Who Attends the College?The Telesales Rep College is

designed for professional business-to-

business salespeople who use thephone as their primary method of com-munication with prospects and cus-tomers. Titles for this function includeInside Sales, Telesales, AccountManagement, Customer Service (ifthey’re proactive) and Telemarketing(if they use a consultative, needs-based approach). Outside sales repswho want to be more effective and usetheir time more efficiently also showgreat results from the College.

The instruction is at the hands-onlevel, for the person who is on thephone. However, we find about 30% ofattendees are managers, supervisors,and trainers who are able to take thehundreds of how-to ideas, word-for-word tips and strategies and use themin their own in-house training.

For Both New and ExperiencedSales Professionals

Sales reps who have never hadsales training walk away with amethodical system and process forplacing successful calls, and are confi-dent in doing so. (Our experienceshows it pays to correctly train newreps before bad habits areentrenched.) And experienced salespros leave energized, armed with newideas, old bad habits corrected, andbeing reminded of the tried and true(yet sometimes neglected) fundamen-tals which were rescued from therecesses of their memory. We’ve evenhad individuals attend the College asecond time a year or so after theirfirst experience, and get as much ormore from it. Ultimately, the resultsshown from the College aren’t a func-tion of an attendee’s years of salesexperience, but rather his or her atti-tude toward self-improvement.

By Art Sobczak

Chicago, ILNovember 9-10

Rosemont Doubletree

Scottsdale, AZDecember 7-8

Hyatt Summerfield Suites

“I have become one of Dell’s topacquisition reps and, using yourtechniques, have had tremendoussuccess selling into non-Dell accounts.The people here at Dell are truly amazedat my cold calling skills. Your salestechniques really do work, and I ammost appreciative to have taken yourclass.” –Ryan Quarles, Dell, Inc.

“Before your course my sales here andthere averaged $1500-$3000, whileworking very hard. When I got back fromyour class I brought in two big deals for$11,440 and $13,800 almostimmediately! Now I’m working verysmart, no longer hard.”

–Dara Bills, Thompson, NETg

To Enroll, Call800-326-7721

Only 30Students Accepted

Per Session

To Enroll, Call800-326-7721

Only 30Students Accepted

Per Session

The Telesales College Two-DayTraining Seminar

How To Sell More andCold Call Without

Rejection By PhoneThe Telesales College

Two-Day Training Seminar

By Art Sobczak

Why You Should Attend•You’ll learn proven ideas and

methods that really work, whichmight otherwise take years andhundreds of lost sales to acquire

•If you’re doing anything wrong,you’ll likely realize it and correct itquickly during the College. Otherattendees tell us how refreshing it isto have the old myths of salesdebunked, and realize that salesneed not and should not beadversarial or uncomfortable forthe sales rep or customer

•Because of the small groupformat, the instruction ispersonalized and flexible. Art isavailable to answer your individualquestions and review your callcomponents. Outside of theCollege, this consulting alonewould cost thousands of dollars

•You’ll interact and learn fromother sales professionals who sharesimilar challenges, questions,problems . . . and successes!

•You’ll return to the phonesrefreshed, energized, and eager toapply the new ideas. And you’llimmediately show results

•Graduates have told us theyhave closed sales using the newtechniques and strategies withintheir very first calls after attendingthe College!

This Seminar Gives Proven Systems and Techniques for Usingthe Phone In All Aspects of the Professional Sales ProcessSales professionals perform some, or all, of these functions in theirjobs. Here is how you’l show results from the College in each:

Inside Account Management• How to build value on every contact so you’re welcomed on

every call, as opposed to being viewed as a typical salesperson orvendor they price-haggle with.

• What to say to avoid opening calls with, “Just checking in withyou to see if everything’s OK.”

Prospecting and Cold Calling• How to get further on these calls than 95% of all other cold-

callers.• Determining who is worth pursuing, and who is stringing you

along.Outside Selling• How to use the phone to ensure that you spend your valuable

face-to-face time with interested, qualified, buyers, instead ofpeople who say, “You have five minutes, make it quick,” out in thelobby.

• How to follow-up by phone after a visit, proposal, or prospectingcall,to move the sales process forward by phone, moreeffectively, more quickly. And how to avoid the insidious, “Justtouching base with you.”

13254 Stevens St.Omaha, NE 68137

Attention Mailroom:If not deliverable to addressee,please route to person responsible for sales.

An Attendee at the Dallas Program said...“The money spent on the telesales college hasturned a profit within a day of attending! Iwas inspired to go after a former largeclient that had quit buying. I flatly askedfor the business that had been lost and gotit. All said, it’s a near 5-digit projectedprofit for the company, and a nice 4-digit bitof commission for me!”

–Scott Caufield, AllMedia Inc.

Telesales-Bro- 1-printspreads 11:01 AM Page 1

Chicago, ILember 9-10

Rosemont Doubletree

Scottsdale, AZDecember 7-8

Hyatt Summerfield Suites

To Enroll, Call800-326-7721

Only 30Students Accepted

Per Session

To Enroll, Call800-326-7721

Only 30Students Accepted

Per Session

Fall SessionChicago, IL

November 9-10Rosemont Doubletree

Scottsdale, AZDecember 7-8

Hyatt Summerfield Suites

To Enroll, Call800-326-7721

To Enroll, Call800-326-7721

To Enroll, Call800-326-7721

To Enroll, Call800-326-7721

Only 30 Spots Available

Only 30 Spots Available

14005 East Cholla Drive, Scottsdale, AZ 85259

Los AngelesSeptember 25-26

Hyatt Place-El Segundo

ChicagoNovember 13-14

Aloft- Chicago O’Hare

2013 Fall Sessions