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Art Sobczak, President of Business By Phone Inc., specializes in one area only: working with business-to-business salespeople--both inside and outside--designing and delivering content-rich programs that participants begin showing results from the very next time they get on the phone. Audiences love his "down-to-earth," entertaining style, and low-pressure, easy-to-use, customer oriented ideas and techniques.

He works with thousands of sales reps each year helping them get more businesses by phone. Art provides real world, how-to ideas and techniques that help salespeople use the phone more effectively to prospect, sell, and service, without morale-killing "rejection."

For more information he can be reached at: Business By Phone Inc. 13254 Stevens Street Omaha, NE, 68137 Phone: 800-326-7721 Fax: 402-896-3353 Email: arts@businessbyphone.com Website: www.businessbyphone.com

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Travis Dhein, Waytek Inc.

Transforming Your Sales Force

Transforming Your Sales Force for the 21st Century
The book, written for sales managers and executives in the distribution industry, provides a blue print for executives to transform their sales forces into highly directable, effective, focused performers.
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Good Enough Doesn't Cut It

by Art Sobczak

While on the road I stopped in a pizza joint to grab a quick slice for lunch. In the all-you-can-eat-buffet line was a super-sized fellow, who appeared to be not just overweight, but grossly obese. The two overflowing plates looked as small as poker chips his massive bear-like palms.

His buddy in line behind him, about half the big guy's size, ribbed him: "Hey tiny. Take one more slice . That'll help you get in shape," he yucked.

"Whaddya mean? Round IS a shape!", he chortled. "Anyway, I'm in great condition. I own a treadmill and even used it once ."

That's a sad example of how lots of people view their health. And it's very similar to how many others view their SALES health.

I hear these statements way too often:

From Managers

    "Well, my salespeople are seasoned."

    "My sales reps are veterans."

    "The guys here are experienced."

From Sales Reps

    "I've been through training before."

    "I've seen that stuff before."

    "I've been in sales quite a while."

    "I do pretty good."

Let me put it in another light. What if you heard the following?

From a Cardiac Surgeon

"I had a class on heart surgery once back in medical school. That's good enough."

From a Professional Baseball Player

"I don't need to go to Spring Training, or take batting practice or infield before games. I've been playing for a number of years."

From an Olympic Figure Skater

"I practiced a routine once, a few years ago. I don't need to go through it again before competition."

Fat Guy at the Pizza Buffet

"I am in shape. I own a treadmill and even used it once ."

Of course, those are all absurd statements. As are the ones from sales reps and managers who think they, or their people are good enough.

The fact is, "good enough" does not win championships, or make people excellent or wealthy. (And by the way, sales managers who think that experience alone makes for a good salesperson, think again. Experience measures attendance. Accomplishment and results measures success, and continued learning ensures it)

So, what's my point this week?

You likely have not come close to reaching your potential as a sales professional. Few people have.

I know I haven't.

In order to accomplish more of what you're capable of, I challenge you to look at your own "good enough" barrier and break through it, regardless of how high that bar is for you.

This invisible obstacle is what holds many people back. Just when people begin approaching an opportunity to put in a little extra, to invest in themselves, to seize a potential new achievement, many hit this mental boundary and say to themselves, "That's good enough."

Good enough is when talented people don't fully develop their abilities.

Good enough is when service slips and customers complain.

Good enough is when sales professionals do what it takes to get by, but miss growth and income opportunities in the process.

People who are satisfied with Good Enough cheat themselves, their family, their company, and their customers.

Action Step:

If you're serious about sales as a career--not just something you do to pay the bills-- take a serious look at what you're doing to improve your "sales health."

Like I always say, sales is an art, a science, and a skill. It takes continual digestion and practice of new information, and practicing in order to reach new levels.

Just when you're about to say, "This is good enough," push that barrier away. Go that extra inch.

Health experts suggest exercising 20-30 minutes at a time, 3-5 times per week. If you invested an equal amount of time on your sales health ...reading, listening to tapes and CD's, and even writing, you can accomplish things other people--with low Good Enough barometers--will never come close to reaching.

Learn how to take yoiur sales to the next level with How to Easily Create Telephone Call Openings that Stimulate Interest, and Avoid Resistance by Art Sobczak.

Other Resources on this Topic Special Report: "How to Sell on the Follow-Up Call" You'll learn: specifically how to end a call to ensure that they'll actually look forward to your follow-up; how to set a specific time for the follow-up; how to open up the follow-up so you're sure to maintain interest - and what not to say, and much more. Six pages. Only $6.

"How to Sell More, In Less Time, With No Rejection, Using Common Sense Telephone Techniques, Volumes 1 & 2" You'll get great how-to info not only on the follow-up, but on all parts of the call. In these two books you'll get over 540 pages of rock-solid info, just like you read in my Telephone Selling Report sales tips newsletter ever other month, and in my e-mail newsletter each week. Click Here to see just a sampling of the sections in the book, and what you'll get:

Transforming Your Sales Force for the 21st Century
Transforming Your Sales Force for the 21st Century
Buy it now!
Only $69

Distribution companies, by their nature, should be sales-oriented companies. But, most distributors don't do sales very well. That's the premise behind this new book.

The book, written for sales managers and executives in the distribution industry, provides a blue print for executives to transform their sales forces into highly directable, effective, focused performers.

The book begins with an analysis of current conditions that pressure the distributor to revise the way he/she thinks about his sales force. Kahle then paints a picture of the distributor sales force of the future. The sales force will be:
  1. more specialized
  2. more directable
  3. more flexible
  4. more professional
  5. more productive.
His advice begins with "See it as a system," a concept that is based on one of the key principles for the book, "When you change the structure, you change the behavior of the people who work within that structure."
Copyright © 2007 Dave Kahle & The DaCo Corporation, All Rights Reserved
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