There surely can be secret ingredients, as when formulating a product, or there might even be patented processes in manufacturing an item. However, success is not that hard to figure out. It is not patentable and it is NOT a secret. In a free society, such as ours is, almost everyone has potential to realize their definition of success. Successful people, either copy a product/service/idea, that is already working or, create one of their own. That's it! No secret, we all know that by now.

As a society, we are too quick, in my opinion, to hand over our own intrinsic potential for greatness to others. We are too quick to tell ourselves that we cannot attain greatness we so admire in others, without acknowledging possibilty that if we applied ourselves and made sacrifices that they did,we ourselves could be just as celebrated, as an Oprah or a Bill Gates.

How much extra money could you make by closing just one or two additional sales a day? You can double, or even triple, effectiveness of your telephone selling by showing prospects why they should buy from you, instead of just telling them.

Clients and prospects are visually oriented. They process and retain 75% of information they see, compared to about 15% of information they hear. There are six steps involved in preparing online visuals you and your prospects can look at online during telephone conversations and teleconferences.

Step 1: Desired result

Start by identifying what you want to accomplish during each phone call. Ask yourself:

•What is primary message I want to communicate? •What action do I want my client or prospect to take? •What information can I provide to convince them to take desired action?

Your answers to these questions will provide framework you need to begin preparing for your upcoming calls.

Step 2: Benefits

Next, translate your product or service into benefits they will enjoy if they take action you want them to take. Identify as many different ways as possible your product or service can benefit your client. Be as specific as possible.

Step 3: Framework

Open your presentation program and create an “empty” set of visuals to support your upcoming calls. This will provide a framework for developing your telephone sales presentation.

Don’t be concerned contents of each visual. At this point, don’t stop to fill in details for each visual. Simply create an empty presentation visual and title for each of points you want to cover in your upcoming telephone calls.

Hint: You may want to create a template with placeholder visuals to help quickly prepare future presentations.

Step 4: Provide proof