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Episode #184: Making a Great Sales Call with Art Sobczak

In This Episode of The Buyer’s Mind with Jeff Shore:

Art Sobczak, author of Smart Calling, joins Jeff to discuss the often maligned idea of actually calling people.  While the old ideas of cold calling are long dead, the phone is still a powerful way for sales professionals to connect with their customers.  While face to face is still best, the second most powerful tool is voice to voice.  Learn how to get over your telephobia and improve as a sales person.

Topics we’re going to cover on today’s podcast:

[1:26] To phone call or not to phone call

[5:38] The evolution of Smart Calling

[8:52] The fear of the cold call

[14:47] The ability to be “stand out” on a call, is easier than you think

[20:22] Maintaining the emotional energy in the phone call

[23:39] Sounding smart in the call


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More about our guest Art Sobczak:

Over the past 30 years Art Sobczak (Sub’-check) has helped salespeople say the right things to get through, get in, and sell, primarily using the phone. He’s a speaker, trainer, author, podcaster and lifelong salesperson.  Art received the Lifetime Achievement Award from the American Association of Inside Sales Professionals. He has written five books, and his flagship, “Smart Calling- How to Eliminate the Fear, Failure, and Rejection from Cold Calling” has just been released in its new Third Edition,  and is the standard for individuals and companies worldwide to prospect effectively without “cold” calling.

Links from today’s podcast:

Homebridge Financial 

Art Sobczak 

Smart Calling Book

Follow-Up and Close the Sale 


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About the Author: Jeff Shore

Jeff Shore is the Founder and President of Shore Consulting, Inc. a company specializing in field-tested and proven consumer psychology-based sales training programs.

Jeff is a top-selling author, host of the popular sales podcast, The Buyer’s Mind, and an award-winning keynote speaker. He holds the prestigious Certified Speaking Professional designation from the National Speakers Association and is a member of the NSA’s exclusive Million Dollar Speaker’s Group.

With over 30 years of real-world, frontline experience, Jeff’s advanced sales strategies spring from extensive research into the psychology of buying and selling. He teaches salespeople how to climb inside the mind of their customers to sell the way their buyers want to buy. Using these modern, game-changing techniques, Jeff Shore’s clients generated over $30 billion in sales last year.