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. 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 one hour telephone training session, 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

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

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.”

Using the phone in sales is only difficult for people who use outdated, salesy, manipulative tactics, or for those who aren’t quite sure what to do, or aren’t confident in their abilities. Art’s audiences always comment how he simplifies the telesales process, making it easily adaptable for anyone with the right attitude.

Clients include IBM, AT&T, Ameritech, Hewlett Packard, Norfolk Southern, Baxter Healthcare, and other companies and associations in virtually all business-to-business industries.

His speaking and training reputation has been built as someone who knows what works and what doesn’t in telesales because he’s done it (corporate telesales positions with AT&T Long Lines and American Express), and still does it. He also conducts extensive research to customize his programs, listening to tapes of actual sales calls of client reps in order to learn the language of the industry, company, and strengths and weaknesses of sales reps and strategies.

“I’ve actually doubled my sales production since taking your course! Thanks again.”
Gary Baptiste, E-Z Data Inc.

“I’ve taken three AMA sales training courses and Karrass Negotiating, and I got more out of the College than the other four combined! I liked your focus on the quality of call rather than the quantity.”
Susan Yearsley, ICI Americas

“I wish it could be longer! Never have I been to a seminar where I felt I could go another entire week to learn even more information.”
Ingrid Gurzynski, Thomas Register Publishing

“I appreciated the down-to-earth, non-salesey approach. We didn’t spend time on theory and how things should be, we spent time on how they are.”
Brooke Sanders, Hewlett-Packard

"You will not only learn to sell more products and services, but you will make more money. We have been using the techniques and ideas throughout our Sales department and have seen our sales increase by 25%."
Rick Totten, Vending Solutions

"Wow! I am lucky to have had the opportunity to attend your seminar. In less than a month my sales have already increased by over 5%."
Sarah Faverman, Save More Resources, Inc.

• $65/cd
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How To Create Telephone Call Openings That Stimulate Interest And Avoid Resistance Audio CD
$65/cd