A Sales Lesson From High Gas Prices

Opening Statements, Unique Value Proposition

So who isn’t moaning about the price of gas right now? Probably the heads of countries that sell us oil… that’s another story. I do have to give credit to Phillips 66 though. They ran an ad campaign a few years ago that STILL sticks in my mind. They...

What’s Missing in this Cold Call Opening Statement?

Opening Statements

Here’s a cold calling opening statement suggestion I read in an online article. It’s no wonder so many people get beat up on the phone when they try stuff like this on a cold call that they think is from a supposed expert. “Hello, this is Mark Peters...

This Voice Mail Would Always Get a Returned Call from Me

Opening Statements

In my inside sales and cold calling (Smart Calling) training programs often talk about the ultimate benefits or results you offer, and how those are the reasons why people are interested in speaking with you, and buying. This message was on my voice mail: “Art, we...

This Is Certain to Cause Early Resistance

Opening Statements, Prospecting

A stranger approaches you on the street and asks for some money. A person wielding a clipboard (or an IPad) jumps in front of you as you’re walking down the shopping mall and asks if you can take 10 minutes for a survey. A woman at a bar is approached by a man...

Avoid This Lie In Your Opening

Opening Statements

I received this note on my Facebook Fan Page http://www.facebook.com/ArtSobczak from Darrell Potie a while ago. "Hey Art, maybe you could blog a little on using the phrase, ‘this is not a sales call’ when trying to set appointments. As a salesperson I...

My Review of a Fellow Sales Rep’s Opening Statement

Opening Statements

I’ve reviewed quite a few opening statements over the years from attendees at my training workshops andwebinars. Let me share one with you as a case study. “This is _____with ________. The reason for my call today is we are a franchised stocking...