051 The Prospecting Objective is Not to JUST Set the Appointment

One myth that has been around for a long time, is that the first prospecting call should be to just set the appointment. Nothing more.   And, that causes salespeople to miss opportunities, and waste time.   You'll hear how and why, and a case study makeover of one rep's former approach, and the modified, more effective strategy and tactics, which you can model too.

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Everyone sells, regardless of what your job title is, and this is your place for authentic, conversational sales and prospecting tips without the sleaze factor. Art Sobczak shares proven sales and cold calling (without the cold) tips that you’ll feel comfortable using, and that get the results you want. You’ll help people buy, instead of pushing them into being sold. Over the past 30 years Art has helped hundreds of thousands through his books, newsletters, audios, videos, online courses, public seminars, customized company training and keynotes, and now, this podcast.