Using "rejection psychology" to your advantage

Believe it or not, telemarketers are trained to "enjoy" the experience of being rejected by you. They are playing a numbers game. Here’s why: They know that on average, one out of 25 people will say "yes" to their offer. As a result, they actually count the "No" responses, with the understanding that for every 24 rejections they will get at least one sale.

However, this constant rejection by hundreds of people a day takes its toll. This is why most telemarketers only work four to six hour shifts. The strain of constant rejection is both emotionally and physically exhausting. As a result, when you actually seem glad to hear from them, they are inclined to spend more time with you, even if all you are doing is talking about the weather and gathering the information you need to sue their employers.

Kill them with kindness

We advise never being hostile to a telemarketer —they are trained to deal with hostility, but none of them know how to deal with cheerfulness and enthusiasm.

Telemarketers are trained to "take control" of the sales call. When they call you, they have only one intent: to make a sale. Your objective is to get enough information to use the law against them. This means that you have to turn the tables and take control of the conversation. The best way to take control is by being cheerful and asking frequent questions in a non-threatening manner.

On page 4 we showed you the information you need to gather in order to sue successfully. In telemarketing terms, this is called "qualifying the prospect." And the best way to control the call is to interrupt their script by using your script. Read on…

Putting the "Yes/No/Maybe" sales principle to work for you

Most telephone sales people are trained using a sales technique called "Yes/No/Maybe." The objective of "Yes/No/Maybe" is to get you to say "yes" or "no" as fast as possible. Once you say "Maybe" and start asking unusual questions you slow the marketer down.

Almost 99% of the time, the person calling you will be reading a script. The script is used because years of market research show that salespeople who read a script over the phone and stick to it with minimal deviation tend to make more money.

Phone scripts are especially designed to prevent you from asking questions that put you in the costly "maybe" category. All they want from you is a sale.

But what you want is the information required to optimize your chances of winning a lawsuit or getting an out-of-court settlement. Your job is to "reel them in."

Yes, it takes hard work and time, but remember, the cruelest thing that you can do to telemarketers is to keep them on the phone without buying anything. Every minute you spend, every question you ask, is costing them money. The kindest thing you can do is hang up the phone.

Some consumer advocates have claimed that if everyone in America kept a telemarketer on the phone for just one minute, instead of hanging up, the industry would be bankrupted in a matter of months.

After you have qualified a target company as an eligible lawbreaker (they are not a survey firm or a tax-deductible non-profit), you need to send them the following letter. This letter is especially designed to make the strongest possible legal case.

Send this letter five working days from the time of first contact.

Now you simply wait for the company to violate the law.

You sent your letter and now you wait. Enjoy the increased silence of your phone in the meantime. Inevitably, one of the companies will break the law in one of five ways:

1) They call you again in the next 12 months.

2) They neglect to put you on the "Do Not Call List"

3) They are not maintaining a "Do Not Call List."

4) They do not have a written "Do Not Call" policy.

5) They were unable to provide a copy of the "Do Not Call" policy on demand.

Once any of the above are violated, you are poised to exercise the full rights of the law. We call this the "F.I.S.T." legal strategy. "FIST" stands for "File, Inform, Settle, or Trial."