Art Sobczak
Free
Telephone Sales Training Expert
Art Sobczak Quick Facts
Art Sobczak helps sales pros use the phone to prospect, service and sell more effectively, while eliminating morale-killing "rejection." He presents public seminars and customizes programs for companies. Art has a number of books, CD's and other learning resources to help sales reps. See free articles and back issues of his weekly emailed sales tips at www.BusinessByPhone.com. Email him at ArtS@BusinessByPhone.com, or call (402)895-9399) Also go to Art's Telesales Blog http://www.TelesalesBlog.com where you can hear actual recordings of good and failed sales calls.
Articles by this expert
SelfGrowth articles and saved writing connected to this expert.
Article
How to Warm Up Prospecting Calls by Using “Social Engineering”
One reason that most “cold” calls fail and result in rejection is that sales reps start their pitch the same way to everyone they speaking with, sounding like a talking junk mail piece. A much better approach, one that stimulates interest, attention, and engagement, is to use personalized, customized information in your openings and voice mail, coupled with an on-target value statement.
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Why You Hate Cold Calling But Shouldn’t: The Common Myths Exposed and Truths Uncovered
Most sales reps hate prospecting by phone. Part of the reason is that they believe some of the many myths that have been perpetuated over the years about “cold” calling. Most of these are nonsense, and just plain wrong. Perhaps you’ve heard them: Cold Call Myth: “It’s just a numbers game.” Truth: It’s a quality game. It does not matter how many calls you place; what’s important is the amount with which you have success. A baseball player could swing at every pitch, but only the quality attempts have a chance of hitting the ball.
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Don't Give In to Simple Price Statements
While waiting out a four-hour flight delay, I nestled into one of the few empty seats available at an airport snack bar, which happened to be right by the cash register, within earshot of most of the transactions. I couldn’t help but take notice of one. A customer plopped a large bottle of water on the counter. “That will be $4.89, The clerk said. “Four eighty-nine!! Holy-moly, that’s more than liquor! That’s crazy.” The clerk empathized, “Yeah it is pretty outrageous. You can get a smaller one for $2.50.”
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Similarities Between Getting Sold-Out Sporting Event Tickets, and Making Sales
I’m a sports nut. Whenever I travel to a city I typically check the schedules of whatever pro or college team of any sport to see what I might be able to attend. Also, my friends and family are well aware that I’m pretty good at getting great tickets to games by paying less than face value--even at sold-out events. It’s kind of a game and a challenge, one I usually succeed at. And it’s pretty much sales, just like many human interactions are. Let’s look at some of the sales points we can learn from acquiring tickets to sporting events.
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Become Proficient at Reading Moods By Phone
When we look at someone who is in an obviously foul mood, is stressed out, or otherwise is totally preoccupied, that usually shows in their appearance. And often we react appropriately with our interaction with them. In some cases, we avoid them totally. So, are you a good “mood reader” over the phone? “What is it?”, you might ask.
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Beware Decisions that Can Kill Sales
Sometimes it's just amazing to see the stupid decisions some companies make. Especially when these decisions kill sales and hurt thier very own business. I called a national hotels' group reservation number to inquire about my Mastermind group meeting we are planning on holding at one of their properties next year. After giving the rep the details, he told me his system was down, and asked me to hold.
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