A Message From Art Sobczak
About This Program

I've listened to thousands of sales and prospecting calls by phone, as a trainer, manager, and coach, AND as a potential prospect of the calling sales rep. And I can tell you without a doubt that most call openings stink.

They create resistance, not interest.

They put the listener in a frame of mind where they cinch up, put up the defenses, and begin thinking of ways to get rid of the caller. The call has an adversarial tone. Maybe you know the feeling.

It's no wonder so many sales reps are reluctant to pick up the phone--they get shot down in the first couple of seconds.

AND THEY'RE CREATING THE PROBLEM WITH WHAT THEY'RE SAYING!

It's quite simple, fellow sales pro: if your opening doesn't create interest, you don't have a chance with the rest of the call--if you even get that far.

It doesn't have to be that way. Because it's not that difficult to do and say the right things to grab the attention of your prospect or customer, and get them involved in a productive conversation.

I'll show you these "secrets" in this 55-minute telephone training session on cd, and you'll actually develop and/or refine your interest-creating opening.

Topics Covered
Here are just some of what is covered in this learning session:

• What to do before calls so you don't have to place generic "cold calls"
• How to ensure you're never "rejected" on calls
• 13 actions and word-for-word mistakes sales reps make every day that guarantee failure and resistance, and what to say instead
• Why to avoid talking about your product/service in the opening
• A no-brainer, fill-in-the blanks opening statement template for prospecting calls that gets them interested
  what to say in the first 20 seconds of your call so you generate interest, not resistance.
• "How are you today." Say it or not?
• Should you script or not?
• Case study examples of horrible openings, and great alternatives you can use and/or adapt
• If you’re not getting people to eagerly say, "Sure I’ll listen to you, what do you have?" after your opening, how can you afford to not invest this in yourself?

As a result of this session you'll be able to,

• Put listeners in a positive frame of mind, instead of causing them to begin thinking of ways to get rid of you
• Get them participating, willingly, in the call
• Avoid getting shot down in the first few seconds