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 Recent Articles
By Art Sobczak on Sep 6, 2012 in Self Motivation | 1 Comment
College football is now in full swing, and last year’s national champion, Alabama, again rose to the top position in the polls with their convincing win over Michigan last Saturday. (If I haven’t lost you non-football fans already, relax, this is not entirely a sports article.)
Alabama’s head coach, Nick Saban, has wonthree of the past seven national championships (one was with LSU), which is pretty remarkable. It’s hard enough to win ONE, or even have a chance to play for the title.
So what’s with Saban?
He is so respected, admired, and copied that these three national publications did feature stories on him just within the past month.
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By Art Sobczak on Jul 22, 2012 in Prospecting | 1 Comment
While waiting out a flight delay at an airport bar, I struck up a conversation with a fellow stranded road warrior. The topic shifted to our work, and he asked me what I do.
I answered by asking him,
“Do you ever get any sales calls at your office? (He’s a manager in the corporate accounting division at a large life insurance company.)
“Yeah, I got one today. I’m in charge of the printing of our company’s annual reports. Apparently I had received an email–which I never read– from a printing rep a couple of months ago who wanted to get me to change to his company. In the meantime he was let go, and replaced by a new person who called me.”
“Was the call any good?”.
“No. It really turned me off. She called and said, `I’m _____ ?with ___. I’ve taken over (the previous rep’s) accounts. So I was wondering if you’re going to use us?’ I told her no, and she ?was pretty antagonistic as she shot back with, `WHY?’ I told her I didn’t see any reason to change, She wasn’t too courteous when she hung up.”
I asked him, “What could she have said so that you would have listened to her?”
“Well, she could have said that her company specializes in printing annual reports, and that they might be able to provide equal or better quality than we’re getting now, at a lower or competitive price. If they had done anything else for insurance companies that would have been a plus.”
“Would that have sold you?”
“Of course not. It only would have gotten her to the point where she could ask questions to find out what I’m looking for and what I need. Then I’d want to find out how and if she could do that.”
I told him he just described exactly what I do. That is, give people a system and ideas to accomplish what he just described.
“Well, I don’t know anything about sales, but it seems some of these people would get the message.”
I told him he actually knows a lot about sales. He knows what it takes to sell him, which is essentially the same as most of your buyers, and my buyers. And as I spoke with him, I thought what a great idea that is:
Interview buyers and ask them how they like to be sold to.
Find people who you know are decision makers for different companies.
Locate buyers in your own company. Find out what they react favorably to. Even talk to customers you’ve built up a personal relationship with, and ask them what they’d listen to.
Don’t sell people the way you want to. Sell the way they want to buy.
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By Art Sobczak on May 30, 2012 in Self Motivation | 3 Comments
As I tell every group of sales reps I work with, most of what we accomplish in sales is attributable to our attitude. Sure, we need to be skilled in the mechanics–the what-to-say part–but that doesn’t matter if we feel like dirt.
Therefore, it’s especially important for us–much more so than any other job–to be proactive in keeping our attitude at a high level. Otherwise, it’s just human nature that the potentially damaging situations we place ourselves in every day will pull us down.
Since one of the hats I wear is that of professional speaker, I have had the opportunity to meet, and in many cases hang out with some of the top motivational speakers and trainers in the business. For my money there is no one better than my friend, Dr. Alan Zimmerman. When I need a kick in the butt to pull me up from a down time, I pull out his great book, “Pivot.”
I asked Alan to share with us his thoughts on how to deal with what many people in sales call “rejection,” and he provided the very helpful piece below. Read the rest
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By Art Sobczak on Apr 10, 2012 in Listening | 2 Comments
Last week I took a few days for personal self-development, which I do several times per year. Although I make it a point every day to set aside time for learning, I find it essential to physically attend events for the total immersion and networking experience. I attended the Infusionsoft user’s conference, Infusioncon 2012, a fine event with lots of great marketing ideas.
While there I bumped into a friend I’ve never met in person, Michael Angelo Caruso. I subscribe to lots of email publications and feeds…too many to read them all. One that I do read all of the time, because it is so quick, easy, and informative is his "Five Cool Ideas" and is just that, five cool ideas on a different topic each time.
Here’s a recent one that is especially relevant for those of us using the phone in prospecting and sales. Read the rest
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The post below is also one of my contributions to a great sales book, 
