We can learn how to be better at sales by observing and studying other professions. Police detectives are very skilled questioners. A fictitious one from an old TV series, who used several great techniques was Columbo. Hear the techniques he used to get people to really open up, and how you can easily use them too.
One of the biggest fears of salespeople--or anyone--is hearing NO. Our guest today, Leo Quinn, is embracing the "Go for No" philosophy and is on a mission to hear 1000 NO's in the summer of 2019. You'll hear what is he doing, why, what he has experienced and learned, and how he has changed. And, you will be more motivated to put yourself out there more, laugh at no's, and get more success as a result.
Here's a question that is proven to unlock creativity and possibilities in the minds of people who hear it. And we should be asking it more of everyone, especially our prospects and customers.
Over the years Art has attended hundreds of sporting events while on the road doing training. Many of those events were popular and sold out. But he scored tickets at, or below face value. Hear his techniques, and the sales lessons learned, that you can use too.
Picking up on the theme from the previous episode, there are indeed dumb questions in sales. They give us useless answers. You'll hear examples of these dumb questions--many of which you have heard, and possibly use. And you'll get what to say instead to get valuable information to help you help the customer buy.
Perhaps you've heard the old saying, "There's no such thing as a dumb question." That's not true in sales. There are actually stupid questions that you should avoid. These are the ones that actually cause people to resent and resist the questioner. Hear what to avoid, and what to ask to get people to open up.
Art was at a concert where Billy Joel and Elton John performed together. They both did an amazing job with their music, but one was clearly the better salesperson regarding how he connected with the audience. Hear who that was, exactly what he did, and how you can model it in your own sales.
We plan the things that are important to us. Like what we'll do on the weekend. Do you put that much prep, or more into your sales and prospecting calls? Here are some specific tips for the parts of your calls that need to be planned to get optimal success.
An objection that is ALWAYS caused by a salesperson is "I don't need that." And it's actually pretty easy to avoid ever hearing it again. You'll hear exactly what to say, and what NOT to say, so that you don't get this objection in any of your sales or or prospecting situations.
Your opening is THE most important part of any sales or prospecting call. Yet most openings actually cause rejection by committing one of the many sales and prospecting mistakes. There is one question that falls into the mistake category that screams out, "I am trying to sell you something!" And that almost always causes resistance. Hear what it is so you can avoid it, and then exactly what you can say to create interest on your sales and prospecting calls.
Many salespeople think that they need to drop their price, or have the lowest prices to win business. And when they do drop prices, if they do get the deal, they are giving away profit, many time unnecessarily. To win deals at the prices you want, the needed strategy is differentiation. Lee Salz shows us how to create meaningful value and stand out from the competition so we can deliver value, and sell at full price.
Art shares a cold calling opening suggestion he found in a post online. As is, it would likely get a user rejected. Can you spot what is wrong? You'll hear what it is, AND what could have been added to make it effective. Plus, you can model it for your own successful prospecting openings and voice mail messages.
Here's a sales question, that according to people in the car business, causes accidents during test drives. Hear what it is, why it works, and how you can adapt it to your own sales situations.
There has been a lot of false and misleading advice spread about sales and prospecting, and what does and does not work. Mike Weinberg has stepped up and called BS on a lot of it, in a big way, in his new book, "Sales Truth." In this episode, he shares with Art some of the nonsense that is out there, and the Truth about what is working--still.
There are many similarities between poker and sales. Art had the opportunity to be at a dinner with world champion poker player (and author, and Celebrity Apprentice finalist) Annie Duke. Annie shared her thoughts on "tilt," "bad beats," and other ideas that are directly applicable to our sales success.
Warren Buffett is a big believer in turning setbacks into opportunities. Which is precisely what we need to do in sales to maximize our success. You'll hear what Warren did--and does--AND Art's simple process for never being rejected again in your prospecting and sales.
It's essential for us to have value statements for our prospects IF we want to have any chance at all of getting them interested. Art shares one of the best he ever heard, since it was timely and relevant. And he discusses exactly how you can do the same thing with yours to get more people responding to you, speaking with you, and ultimately buying from you.
Hard sell, "pitchy," pushy sales reps give us all a bad name. They are part of the reason many people resist salespeople. I encountered one of these. He was all of the above. But there was one thing about him that we call can learn from, and profit from. It's pretty simple, yet many sales reps don't do it, and it costs them money. Hear my experience, and what you can do to get more sales.
If you ever have prospects who say they are going to shop around with your competitors, how would you like those competitors to actually admit that your offer is better? You can, when you say the right things when speaking with your prospect. Hear exactly what to do so that you win more of those competitive situations....
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....
A fundamental mistake that many salespeople make is that they sell they way they want to sell. All that matters is how a customer wants to buy. In this episode, Art tells how a corporate buyer shared what turns him off as a buyer, and what it takes to get him interested.
Want to know the secret of those who get the biggest sales, and typically bring in the most overall revenue? It is so simple you can do it right now. It's simply thinking, and acting bigger. It takes as much energy and effort to go after something huge as it does something tiny. So why would you choose the latter. In this episode you'll hear some easy-to-implement ideas you can put into practice right now to get bigger results.
Every kid is a born salesperson. And, we can learn a lot by remembering how we reacted to no's when we were kids. Or by observing kids today. In this episode, you'll be reminded of, and motivated by kids' reactions to no's so that you are never deterred by them, and will then get more of what you want.
Today's guest is one of the most successful real estate professionals in the country, and he shares success principles that everyone can use. Van Deeb started DEEB Realty from the basement of his home, and grew it to over 350 agents, making it one of the largest independent firms in the U.S. Van sold his company, and today, inspires sales and service professionals, not only in the real estate business, but in all fields, on how to reach their potential and be more successful....
Many salespeople make the mistake of asking about a potential buyer's budget. Which typically gets a response similar to, "We've already spent it." Or, "There is no money available." And a sale is lost. It doesn't need to be that way. Hear what is most important, and how budget isn't an issue for most people, if you know how to approach the situation.
Unfortunately, many people still think they need to "Get past the screener" in order to speak with a decision maker. Worse, there are trainers who teach this nonsense. Assistants (we don't call them screeners) see through these tactics, and that pretty much ensures the salespeople never get through. You'll hear what to avoid, and what TO DO to get the assistant working with you in getting to the buyer.
Sales situations are around us every day, and we can learn lessons from them when we look for them. Here's Art's story of how he was on a jury, and helped one dissenting juror finally come to the conclusion that was very obvious to everyone else.
A go-nowhere approach that many salespeople use is when they are assigned names, is calling with the lame, "I just want to introduce myself." In this episode we discuss why that is ineffective and should be avoided, and exactly what should be said in a variety of situations to add value, and create interest and engagement.
Recruiting at a high level is the ultimate practice of sales. Prospecting, getting an engagement, contacting applicants and persuading them to look at positions, negotiating contracts…all require expertise in the art and science of selling. Scott Love is a highly successful recruiter in the legal field, and is on the phone every day. He also formerly ran a recruiting training company. In this episode he shares processes, methods, techniques and mindsets that he uses and teaches, and that all sal...
If your sales process involves sending out samples and demos--or even proposals-- you might be leaving a lot of money on the table. In this episode you will hear the mistakes that salespeople make that results in prospects not even paying attention to what is sent, or not caring if they do look at. And you'll get exactly what to say to learn how and why people will buy, and how to get them to do that after they receive what you send.
