about 1 day ago - No comments
Selling Benefits – DVD Are your sales people concentrating on meeting the customers need to buy or their own desire to sell? In this DVD, John Alderton plays both a presenter and an inept salesman to show us how to establish what the customer really needs and then how to offer the most appropriate product More >
about 6 days ago - 1 comment
The answer is a resound, Not even close. Therefore, do not abandon cold calling! Its not that cold calling doesnt work. Its the way youre cold calling that doesnt work. In other words, consider that its more about your approach and cold calling strategy; what you say and how you say it that is ineffective More >
about 2 weeks ago - 2 comments
Writing or developing a cold call script can be challenging due to the fact that there is a lot of information that we would like to share and gather from a sales prospect, yet we only have a very brief amount of time to work with. One thing to help with this is to have More >
about 1 month ago - No comments
Get through to more decision makers and get past the gatekeepers with cold calling techniques from Tactical Sales Training. www.tacticalsalestraining.co.uk
about 1 month ago - No comments
Most telephone prospecting calls die in the first few seconds, as a DIRECT result of the dumb mistakes the caller makes. See some of what you must avoid in order to be successful in this interview with Art Sobczak, author of the best selling book, “Smart Calling” www.SmartCalling.com on Selling Power TV. (Video 3 of More >
about 1 month ago - No comments
Tom opens the door to a new selling method that created over $162 Million Dollars in Revenue!
about 2 months ago - 6 comments
Everybody gets rejected. The question is how do you accept rejection. The challenge is not to take rejection not as a personal affront. The challenge is to take it as a lesson. How can you get better as a result of being rejected and the key thing is to ask the customer once they’re done, More >
about 2 months ago - 1 comment
Learn about Renbor Sales Solutions Inc., their programs, how to sell better, prospect and propel your sales execution and success. A leading sales training and improvement organization; specializing in helping top companies in Canada and the USA improve client and business acquisition activities and result.
about 3 months ago - 1 comment
If on a sales or prospecting call, you have ever had a voice mail not returned, been screened out by an inquisitive gatekeeper, got shot down in the first 15 seconds, or did not stimulate rapt attention in your listener, you will learn how to avoid those problems in this NEW two-part webinar I did More >
about 3 months ago - No comments
If on a sales or prospecting call, you have ever had a voice mail not returned, been screened out by an inquisitive gatekeeper, got shot down in the first 15 seconds, or did not stimulate rapt attention in your listener, you will learn how to avoid those problems in this NEW two-part webinar I’m doing More >
about 2 years ago
I’ve just finished reading a review copy of Art’s book. I did it in one sitting.
As someone who is a consultant by trade, but who needs to sell; and who works with professionals who, like me, aren’t primarily salespeople – my thoughts before reading were that this might have some relevance and a few tips I could glean for myself and my clients.
it turns out there was a whole lot more.
The book is aimed at salespeople – but it’s highly relevant to consultants, lawyers and other professionals. The approach it teaches you is light years away from the painful, pushy calls you’ll have received from telesales people in the past. It’s client focused, and it’s about establishing a genuine consultative dialogue with potential clients right from the off.
It covers a number of areas which professionals typically struggle with:
* How to research a potential client in advance so that the call becomes a warm rather than cold one
* The right words to use in the critical first 20 seconds to grab a prospects attention
* Ho to come across as a peer-level professional rather than a cheesy salesperson
* How to structure an engaging dialogue that gets prospects to take action
* How to stay motivated and avoid morale-sapping rejection
Personally, over the years, I’ve improved my telephone prospecting skills significantly. The more you do it, the more comfortable you get, and you slowly build up your knowledge of what works and what doesn’t.
The trouble is, it’s very slow progress. You learn more about what doesn’t work than what does.
Art’s book really helps you shortcut this process and learn what works in a professional and ethcial way for telephone prospecting.
Ian
Rating: 5 / 5
about 2 years ago
I have read or perused all the “cold calling” books out there. This is one of the best. Not only is Art at the top of his game in the training “biz” this guy can flat out write. Smart Calling is a no nonsense guide that can take an amateur in one evening and give them the skills they need to be confident and knowledgeable the next day. You will not have to spend hours skimming for how to leave a voice mail. All that you need is easy to find and easy to understand. Smart Calling is a must have for any sales library.
Mark Blodgett
Phone Warrior
Rating: 5 / 5
about 2 years ago
I have just finished the book, as well as, Art’s 1.5 day seminar the book is based upon. All of these tips are helpful!! The hardest part is putting them into action.
I would recommend this book and seminar to anyone who is seeking to further their sales knowledge and sales success!
Don’t just cold call…..smart call.
Rating: 5 / 5
about 2 years ago
I could have written this book. That doesn’t mean I am boasting that I could have done it as well. I am referring to how much my smart call views agree with Al’s. I coach sales – it’s a biz I don’t look for, it comes to me from referrals as in my core biz, I make my sales numbers. When I read this book, I found myself saying over and over – I’ve said that, I’ve done that. Luckily the good things, though I’ve made more than my share of mistakes. I’ve already started referring this book and it should be on everyone’s shelf. My book is littered with post-its bookmarking other books Al refers to that I’m here shopping for right now. So he gives you a place to go if something piques your interest and it takes away from the subject. I don’t think I’ve ever read a book where I am in agreement over 99% of the time. In fact I found one and only one suggestion I didn’t agree with – calling twice in a row. Someone did that to me–and he dialed both my cell and land phone–same time every day, during my run. So I’d miss his calls every day and have 4 on my caller ID. But it’s a mute point compared to the abundance of good stuff in there. This is a book for newbies and refresher for pros. Even with 20 plus years of award winning sales experience–I learned something. I was reminded of things I used to do, quit, and this book made me realize what I should start doing again. Thanks! PS–Al, one that really hit home. Making fun of someone’s last name. It sounds so basic, and I can’t believe how some rude salespeople think it’s sophomorically funny.
Rating: 5 / 5
about 2 years ago
Never Cold Call again! Art’s proven techniques will change your selling style and ultimately, your results. I love this book!
Sam Jones
Sales Manager
American Cutting Edge, Inc.
Rating: 4 / 5