Episode 89: Tactics for Effective Phone Sales - Art Sobczak

The telephone is a vital instrument for us to use when having sales conversations. Telephone sales expert Art Sobczak is here today to share some of his amazing telephone sales knowledge. I consider Art Sobczak a mentor. I have been following him since 1985. He is the president of Business by Phone and the author of books like Smart Calling, Sell More in Less Time, and Telephone Tips that Sell. He is an expert in utilizing the phone for sales conversations. Art shares how selling is the greatest profession in the world, and how he wakes up everyday knowing that there are people out there that he can serve in this profession. A lot has changed over the years, but people still buy from people, and aside from face-to-face, voice-to-voice is the best way to sell to those people. This is a great conversation, and Art shares tips and selling knowledge from his 35 years of selling experience. Episode Highlights: Art wakes up everyday knowing that there are people out there waiting to be served. Making a difference through the greatest profession in the world which is sales. How a lot has changed over the years, but people still buy from humans and the most effective way to sell is by speaking with people. Other than face to face, the best way to sell is voice to voice. How sales enablement tools can be distracting if not used correctly or effectively. The importance of examining what your sales process looks like and who you are selling to. How using the phone is a permission based tool that can cut through a lot of the clutter. How fear of the phone stems from a lack of knowledge. The importance of having relevant and targeted messaging. Different calls require varying degrees of preparation and research. The problems of disguising call avoidance as research. When you get voicemail, your purpose is to leave a question in that person's mind. The importance of call quality and investing in good equipment.    Resources: Business by Phone Smart Calling Books by Art Sobczak