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By Art Sobczak on Mar 30, 2011 in Closing | 3 Comments
An article that originally appeared in the New York Times on October 15, 1997, titled "In War Against No-Shows, Restaurants Get Tougher," by William Grimes is especially relevant for us as salespeople. Here is an excerpt:
Gordon Sinclair, the owner of Gordon restaurant in Chicago, had an epiphany about 10 years ago when he began adding [...]
By Art Sobczak on Mar 16, 2011 in Prospecting | 2 Comments
One reason that most "cold" calls fail and result in rejection is that sales reps start their pitch the same way to everyone they speaking with, sounding like a talking junk mail piece.
A much better approach, one that stimulates interest, attention, and engagement, and the basis for the Smart Calling system, is to use personalized, [...]
By Art Sobczak on Mar 2, 2011 in Questioning | 1 Comment
If you handle incoming telephone inquiries or follow-up on mail-in or web business leads by phone, keep one thing in mind about these people: Even though they took the initiative to contact you, they might not know what they want, or even which questions to ask you.
It’s frustrating when an inquirer tells me, "Uhh, we’re [...]
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