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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

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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This newsletter is helpful for me in outside sales, and our inside sales people benefit from it as well. I use a lot of the tips that Dave gives in everyday sales calls, and they have helped me out immensely. This is a great training tool for the price."
Travis Dhein, Waytek Inc.


Listen Like a Homicide Detective

by Art Sobczak

While listening to a talk show on the car radio while negotiating rush hour traffic from an airport to a hotel, I heard a police officer being interviewed. He is the head of the Homicide Unit in his city and was talking about techniques used to question suspects.

One line was so profound and applicable to sales that I kept repeating it so I wouldn't forget it:

"When a suspect is talking, don't do or say anything to cause him to stop."

Wow! So true. And go beyond the surface level to realize the actual danger and potential damage here. It's not just that they stop talking, but what else happens when you've interrupted someone?

That's right; you've psychologically inhibited them from wanting to continue speaking. Do you know someone who dominates a conversation and jumps in with their thoughts before you've finished yours? When they do it enough times, you probably feel, "Oh, why bother? I'll just keep my thoughts to myself."

Just think of all the ways a salesperson causes a prospect/customer to stop talking once they've started on a line of thought, and what we can do instead.

- not responding to an answer with encouragement to continue.

Instead: listen reflectively.

"Go on." "Tell me more." "Expand on that."

following up their statement or answer with an unrelated question or train of thought that gets them off the subject.

Instead: Focus on every statement or answer like it's the tip of the iceberg, and your goal is to travel deeper. Listen with the rapt attention of a kid entranced by a campfire story. Direct your next question to get to the next layer.

-responding to their statement or answer with too much of our own experiences. Empathy is good, but one-upsmanship is bad ("Well let me tell you how big of a fish I caught!").

Instead: Again, the key is in prompting them to continue. Resist the tendency to share your experienceses you already know those. Think about what you want to learn.

Learn how to take your 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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