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"The Crucial First 20 Seconds"
By:  Art Sobczak
"Too many salespeople in the first 15 or 20 seconds actually create resistance as opposed to interest. Therefore, they don't even have a chance to get to the body of their message. People on the other end of the line are already thinking of ways to try and get them off the phone. There are really two possible emotions that salespeople create at the beginning of a call: one is interest; the other is resistance. And there's really not a gray area."

RUNNING TIME: 12:58

(CLICK PLAY TO LISTEN)

ABOUT
Art Sobczak
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  Using the phone in sales is only difficult for people who use outdated, salesy, manipulative tactics, or for those who aren't quite sure what to do, or aren't confident in their abilities.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.

For over 20 years Art has written and published the how-to tips newsletter, TELEPHONE SELLING REPORT, subscribed to by over two thousand companies worldwide.

Art is a prolific producer of learning resources on selling by phone. He authored the audio-tape training program, “Ringing Up Sales,” published by Dartnell. His video program is “Getting Through to Buyers . . . While the Others are Screened Out.” He wrote the book, “How to Sell More, In Less Time, With No Rejection, Using Common Sense Telephone Techniques--Volumes 1&2,” and his most recent title, “Telephone Tips That SELL!--501 How-to Ideas and Affirmations to Help You Get More Business By Phone.”

Art's how-to ideas and tips appear regularly in the print and electronic media. His regular column appeared in "Teleprofessional" magazine for 10
years, wrote one for "Selling!" newsletter, and is frequently quoted in "Selling Power," "Bottom Line Business," "Sales and Marketing Management,"
and numerous trade publications.

His clients include some of the largest corporations in the world, including IBM, AT&T, and some of the smallest. He helps companies,
associations and individuals 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.

CONTACT
Art Sobczak
Business By Phone Inc.
13254 Stevens St.
Omaha, NE 68137

(402)895-9399
Fax: (402)896-3353