There are two major benefits to listening — really listening — to your prospective customers and clients. We’ll look at that in our Thought of the Day. And in our interview segment, Meridith Elliott Powell shares an amazing story regarding how being laser-focused on the customer and truly empathetic created a sale for one sales person, while a lack of such had the exact opposite effect for his competitor.
When it comes to obtaining referrals, there’s often something very important missing. We’ll look at that in our Thought of the Day. And in our interview segment, referral icon Bill Cates joins us with a powerful look into dramatically increasing the amount of high-quality referrals and introductions that you receive.
Selling is cool … if you look at it correctly. We’ll briefly explore that in our Thought of the Day. And in our interview segment, Kendrick Shope, a master of selling online, is going to share some immense wisdom on that very topic.
Bob’s special guest is a world-renown expert on a topic many people think no longer exists…but it does!Art Sobczak (pronounced Subcheck), the president of Business by Phone, is Bob’s go-to person in terms of everything having to do with selling via the telephone. “But” one might ask, “Isn’t selling by phone something from years gone by and no more relevant today than the rotary dial that used to come with it?”Absolutely not! Now, please understand, there’s a huge difference between “cold-calling” and what Art refers to as “Smart Calling.”In fact, that’s the title of this episode…“Influential Smart Calling.”
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