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I've Grown Accustomed To Her Face

Words and Music by Alan Jay Lerner and Frederick Loewe from the Broadway musical "My Fair Lady"

# 70 hit for Rosemary Clooney (as ".YOUR Face") in 1956

I've grown accustomed to your face
It almost makes the day begin
I've grown accustomed to the tune you whistle night and noon
Your smiles, your frowns, the ups, the downs
Are second nature to me now
Like breathing out and breathing in
I was serenely independent and content before we met
Surely I could always be that way again and yet
I've grown accustomed to your looks, accustomed to your voice
Accustomed to your face

I'm very grateful >>>>> and so easy to forget
Rather like a habit one can always break and yet
I've grown accustomed to the trace of something in the air
Accustomed to your face

If you are already using the telephone in your sales process, these articles will help you improve your results.

If you are looking for a company to get you in front of the people that you want to sell to, then call Sales Pros 4 Hire. We will provide you with better prospects and help you close more sales more quickly.

Call Mike Hilbert at (215)860-6340 or send your request to:  MHilbert@SalesPros4Hire.com

Issue 315            July 27, 2004

This Week's Tip:  Are You Stupid?

  Greetings!

Are you stupid, or what?

That question probably offended or insulted you, made
you feel defensive or talked down to, or somehow
otherwise caused a negative reaction.

And just think about the emotions spiked when that
is said, or insinuated in person or over the phone by
salespeople.

Yet it is pretty much said, or implied by salespeople all
of the time. Maybe not by you, of course, but I hear it from
salespeople. I even see it taught--ridiculously enough--
in books and seminars.

I call them the "Are you stupid?" sales questions and
statements. There are many variations. And they all
should be avoided.

For example,

Implication: "Of course you don't want to be stupid, do you?"

Stupid Question: "Of course you want to save money, don't you?"


Implication: "If I could show you a way to avoid being stupid,
of course you'd want that, wouldn't you?"

Stupid Question: "If I could show you a way to save money,
of course you'd want that, wouldn't you?"


Implication:  "Are you stupid?"

Stupid Question: "What, don't you want to save money?"
 

Implication:  "You like not being stupid, right?"

Stupid Question: "You like to save money, right?"


Implication: "How important is it to you to not be stupid?"

Stupid Question: "How important is money to you?"


Implication:  "What's it gonna take for you to not be
stupid today?"

Stupid Question: "What's it gonna take for you to start
making money today?"
 

Implication:  "Now I know you're a person who's not
stupid, right?"

Stupid Question: "Now I know you're a person who
wants to save money, right?"


I could go on and on. You've probably heard them all
before. I heard one while picking up some Christmas
gifts at Barnes & Noble. After asking me if I wanted to get
the get their discount frequent buyer card, and I declined,
the clerk said,
"What, don't you like to save money?"

What I really heard in my mind:

"What, don't you like not being stupid?"

Now THAT is a great sales technique, right?

Obviously I like saving money, but there are lots of other
issues and reasons going on that caused me not to want
the discount card. That question didn't help to uncover them.

The main point here is that using stupid questions is,
well, stupid.

What to do instead? Go back and look at how these stupid
questions are used. Come up with alternatives to accomplish
your goal. For example, if we're trying to point out someone
will save money, we need a series of questions to help us, and
them, see the problem, the costs of the problem, and the result
of the solution. (For an entire issue of these Tips where I give
you lots of examples of questions, see it at
http://www.businessbyphone.com/TelE-Sales6-9-04.htm )

Because, of course you don't want to use stupid questions, do you?



QUOTE OF THE WEEK
"While one person hesitates because he feels inferior,
the other is busy making mistakes and becoming superior."

Henry C. Link

Go and have your best week ever!

Art

Great Prospects
We gather the leads about business leaders who have made news through receiving a promotion, moving to a new company, or receiving an award. This is information you can use NOW to tell these leaders how you can solve their problems. And we provide all of the intelligence you need to learn about their business and how to contact them - business type, SIC Code, $ Revenue, Employee Size, Web Site, and why they are in the news. A simple letter of congratulations for their accomplishment will be warmly received and your call for an appointment will more likely be answered.

Below is an example of a prospect opening a new bank. Click on the link above for complete information on this Great Prospect.

How many new customers can you gain with 50 to 75 of these Great Prospects every week?


New Bucks County Bank
Bucks County Bank, Doylestown, PA opened for business last week. John Harding is the Founder, Chairman and Chief Executive Officer. You can reach Mr. Harding at (215) 230-7533. The bank address is 350 S. Main Street, Suite 213, Doylestown, PA 18901

For More Business News You Can Use
Contact Mike Hilbert at (215) 860-6340

"We frequently recommend Sales Pros 4 Hire to our clients to increase their sales. Small business owners just don't have the time to be focused on their sales, nor do they have the money to hire a sales force. Sales Pros 4 Hire is so focused on getting immediate results that our clients are always very pleased."

Doug Sce
Business Consultant

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