http://www.isnare.com/?s=author&a=Art+Sobczak Business Art Sobczak Thu, 14 Feb 2008 00:00:00 +0800 http://www.isnare.com/?aid=185335&ca=Business That's right. I suggest you don't even think about the word “benefits.” Remove it from your vocabulary. Wait. Before you wonder what I've been sipping, let me explain that I'm simply suggesting a word to replace benefits: “results.” My reasons are twofold: 1. “Benefits” is a tired, overworked old cl... Business Management Art Sobczak Wed, 12 Dec 2007 00:00:00 +0800 http://www.isnare.com/?aid=173208&ca=Business+Management 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. That means being truly interested in the people you call, both from a business and personal view. Business information naturally... Business Management Art Sobczak Wed, 12 Dec 2007 00:00:00 +0800 http://www.isnare.com/?aid=177892&ca=Business+Management 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. People choose a lower-priced offer when they feel it's the best value, they're willing to forgo the... Self Help Art Sobczak Sat, 08 Dec 2007 00:00:00 +0800 http://www.isnare.com/?aid=144265&ca=Self+Help You've experienced it. I have too. A slump, a rut . . . one of those “Everything/everyone is dumping on me,” attitudes. The key to success is how you deal with it. How you get and keep yourself motivated. That's right, I said how you motivate yourself. No one can motivate you. Just like no one can s... Business Management Art Sobczak Mon, 19 Nov 2007 00:00:00 +0800 http://www.isnare.com/?aid=148195&ca=Business+Management 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.” Caller: “Oh, OK, I'll give you a call back in a few days.” STOP! What's wrong here? Let's an... Self Help Art Sobczak Thu, 15 Nov 2007 00:00:00 +0800 http://www.isnare.com/?aid=135022&ca=Self+Help 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. You should too. We all should. We'd be happier, and would achieve more. Here's why. 1. No's don't bother them. My kids react to no's as if they were hearing-impaired, relentlessly... Advice Art Sobczak Fri, 17 Aug 2007 00:00:00 +0800 http://www.isnare.com/?aid=95128&ca=Advice Sometimes I see a sales guru in print suggesting a technique so unrealistic and outrageous I don't even bother to get upset. I know most sane people would dismiss it. However, here's one I've seen at least three times within the past month, each attributed to a different person, each time in a diffe... Business Art Sobczak Mon, 28 Aug 2006 00:00:00 +0800 http://www.isnare.com/?aid=69634&ca=Business Here are some ideas to help with screeners and voice mail. Don't Get Lost in the Phone System Bermuda Triangle. When initially trying to locate a decision maker you've never spoken with, if you detect even the slightest bit of hesitation in a screener's voice when they give you a name, continuing qu... Marketing Art Sobczak Mon, 07 Aug 2006 00:00:00 +0800 http://www.isnare.com/?aid=66917&ca=Marketing Many sales reps look at ads, direct mailing pieces, catalogs, the Internet, anywhere there's advertising as sources of prospects. This is wise. But I find so many of these people ill-prepared for what they inevitably hear on calls. Here's an example of what I received. Caller: “Hello, this is Bill J... Marketing Art Sobczak Mon, 31 Jul 2006 00:00:00 +0800 http://www.isnare.com/?aid=62695&ca=Marketing 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. Here are some useful negotiating tips. 1....