Do ‘Smart Calling’ With Sales Expert, Author, Trainer Art Sobczak

Wes Schaeffer
July 11, 2020

You’re not selling products or services

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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