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

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