Do 'Smart Calling' With Sales Expert, Author, Trainer Art Sobczak

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By Wes Schaeffer. Discovered by Player FM and our community — copyright is owned by the publisher, not Player FM, and audio is streamed directly from their servers. Hit the Subscribe button to track updates in Player FM, or paste the feed URL into other podcast apps.

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Join The Five to make every sale.

  • Likes and shares happen when you say "cold calling is dead" but it's far from dead
  • Cold is dead but calling is not
  • COVID-19 is forcing people to get on the phone
  • Today is the age of the "pitch slap"
  • The power of social engineering
We've become professional ignorers."
  • Create interest with your research
  • "Who gave me that information? Look, I just wanted to do some research ahead of time to make sure I had something valuable to bring to you.
  • Call into the help desk...they're there to help
  • Who's buying it? How do they use it? Why do they want it?
  • You're selling results, not products or services.
  • Be yourself, be humorous, but don't tell a joke. Don't be stupid.
  • Be confident, positive, sound like you believe in what you're selling, but don't be phony
  • Be conversational
  • Talk like you're talking to a friend
  • Oren Klaff discusses status alignment
  • Who owns the problem?
  • Who owns the result?
  • Should you ask "Are you the decision maker?"
  • Ask about the process and the precedent?
  • We get experience in two ways...
  • Great salespeople are made, not born
    • Desire
    • Effort
  • Publishers don't want authors, they want sales

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