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Forget About Benefits; Sell Results
That's right I suggest you don't even think about the word “benefits...
Author: Art Sobczak - Category: Business
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Get Personal To Build Relationships By Phone
I've yet to see a truly successful consultative telesales pro who wasn't a skilled people person People buy from each other, building relationships that build businesses...
Author: Art Sobczak - Category: Business Management
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How To Handle The "Price Is Too High" Objection
If you're the price “leader” in your industry, you've likely head the “price is too high” objection
I've written quite a bit over the years about handling this objection, and here's another strategy...
Author: Art Sobczak - Category: Business Management
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How To Get And Stay Motivated!
You've experienced it I have too...
Author: Art Sobczak - Category: Self Help
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What To Do When They Say They Haven't Read The Literature
Every day sales reps miss sales opportunities when they participate in this scenario at the beginning of a follow-up call:
Prospect: “I have your information right here but I haven't taken a look at it yet...
Author: Art Sobczak - Category: Business Management
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We Should Be More Like Kids
At this time of year we often hear “Christmas is for the kids” That's just one more reason I try to be more like a kid...
Author: Art Sobczak - Category: Self Help
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A Screener And Voice Mail Tactic To Avoid - Auto Recovery
Sometimes I see a sales guru in print suggesting a technique so unrealistic and outrageous I don't even bother to get upset...
Author: Art Sobczak - Category: Advice
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Screener And Voice Mail Tips To Help You Get To More Buyers
Here are some ideas to help with screeners and voice mail
Don't Get Lost in the Phone System Bermuda Triangle...
Author: Art Sobczak - Category: Business
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How To Prepare For Cold Calls When Resistance Is Likely
Many sales reps look at ads, direct mailing pieces, catalogs, the Internet, anywhere there's advertising as sources of prospects...
Author: Art Sobczak - Category: Marketing
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Tips For Successful Negotiating By Phone
Most of us negotiate something every day Whether it's getting our kids to willingly clean their rooms, or hammering out an elephant-sized contract with more details than a politician has “special-interest” donors, our ability to haggle effects our results...
Author: Art Sobczak - Category: Marketing
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Present Ideas With Conviction To Avoid Being Challenged
Unless you present your convictions and positions with authority, people will walk all over you
I heard a call where a rep had the sale in the bag...
Author: Art Sobczak - Category: Self Help
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Are You Believable? Most Salespeople Aren't
Ask just about anyone, and the “believability score” for salespeople as a group-unfortunately-would rank right down there with most types of advertising, the contractor who says he'll get back to you with a bid, and most politicians...
Author: Art Sobczak - Category: Marketing
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