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

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

Update: 2020-07-11
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Get all of the episodes and notes here.

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

Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

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

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

Wes Schaeffer, The Sales Whisperer®