Most TV commercials are just plain dumb, and often annoying. However, one company understands sales and persuasive messaging, and gets it right. That's Fisher Investments. In this episode Art breaks down one of their commercials and points out the sales techniques at work, and how you can use them too.
The not so secret, "secret" of the top achievers in anything is that they THINK differently than those who do not come close to their levels of accomplishment. One of those important areas of thinking is having an abundance--not scarcity--mindset. In this episode you'll hear specific examples and actions you can take to model that thinking in your own life and sales profession to reach levels that are yours for the taking.
When someone whom you thought was a great prospect then goes silent on you, that's the sign of a problem you could have avoided. It's actually the same problem that occurs when you take an easy order from someone who just volunteers to buy quickly. It's not knowing WHY someone might, will, or does buy. In the former case, the result is evident. No sale. When they do buy, we potentially miss out on many more sales, and opportunities to help the customer. You'll hear what to do in both situations,...
This popular episode is being presented to complement a free training webinar, "Get the Sales Meeting No One Else Can- Intel Secrets for Finding the Right Person, at the Right Time, with the Right Message." Sign up at http://salesbyphone.com/webinar . To be relevant in today’s noise-filled sales world, we need to customize and personalize our messaging so it is all about the prospect and customer. Some say that is being creepy. It could be, when used the wrong way. You’ll hear the right way, alo...
Can you imagine someone being so impacted by a mentor that they write an entire BOOK and publish it as thanks? That's exactly what sales pro Tim Rohrer did with his sales manager. His book, "Sales Lessons of the World's Greatest Mentor" details his relationship with his sales manager, and the many life and sales lessons he learned on the way to becoming a top sales producer. We all will benefit from these insightul, real-world tips and strategies.
THE best way to deal with objections is to prevent them from coming up in the first place. One way to do that is to be sure you are only talking about what the other person is interested in. The other is to get them visualize themselves already owning, using, and getting value from your product or service. We do that with one simple question. You'll hear the template for the question, examples of it in use, and how you can use it in your own sales situations.
Many salespeople destroy any chan"langce of having a meaningful conversation--much less a sale--by using language that creates immediate resistance. Today's guest, Liz Wendling, is a sales trainer specializing in helping salespeople avoid "language landmines," "word bombs," and "phrase grenades," and shows them what to say instead to create interest and engage prospects and customers. You'll hear lots of things to avoid, and what you can replace them with to get more people talking, and buying f...
Most salespeople have a dream customer they would love to have, who would make a great impact on their business, income, and life. Yet, they have not pursued them yet. The reason usually lies within the salesperson's own mind. You'll hear what to say, do, and think to get in action to have a chance with this customer becoming a reality, and many more like them.
So often when a sales call is reaching a dead end, the salesperson says, "Well, keep us in mind for the future." That's a waste of words, since the prospect has no intention of remembering the salesperson past the next 10 seconds. But, there might actually be potential now, or in the future. Here's what to say to find out.
When a prospect or customers says, "The timing isn't right, right now," what should you do? What you should NOT do is just offer to call back at future date. That could just move the next brush off further out. We do want to figure out, first, if they are or would be a buyer, why the timing isn't right, and get commitment that they will buy in the future. You'll hear exactly how to do this, along with messaging examples you can use and adapt.
Art answered the coldest of cold calls, where the rep made four fatal mistakes in just the opening sentences, then it got worse. Sadly, it's typical of some of the nonsense that is taught about prospecting. Instead of just getting rid of the clueless caller, Art used it as an opportunity to coach him on what could and should have been said to create interest and engage. Hear what you should avoid, and do, on prospecting calls to take out the "cold," make them Smart, and actually have meaningful ...
The worst sales advice you could ever get is, "Just be yourself. Don't have a script. Let it flow." What if a doctor or lawyer did that? You'll always sound smoother when you're prepared, and the ultimate goal is to reach the level of "knowing" what to say. You'll hear how to do it in this episode.
Salespeople often waste time with people who have no intention of doing anything about their problem or situation. That's why it's important to get agreement on two different levels. You'll hear what these are, and Art's personal example of how a grill cleaner did not do it with him. And you'll get questions you can use in your own sales situations.
Lots of potential sales are squandered every day, with people who have actually proactively shown interest in a company's product/service. You'll hear when and how to respond, and what to say to close more of these opportunities, more quickly.
The ability to speak and communicate masterfully is one of our greatest assets in sales, and really life in general. Michael Angelo Caruso teaches people how to be better speakers and presenters so they can help more people and amp up their careers. In this episode he shares not only valuable presentation tips, but also some pure sales gold about questioning, closing, and proposals.
What you ask, and say leading up to your presentation of price has everything to do with how it is perceived by the prospect. You'll hear a timeless technique that positions your price much lower than the perceived value they will receive.
In this episode Art answers a couple of questions from fellow sales pros. They focus on how to deal with rejections and no's, and should someone focus on improving their closing rate, or finding more prospects to speak with. If you'd like to submit a question to Art, emali him at [email protected].
David Newman is the author of the great new book, "Do It! Selling: 77 Instant-Action Ideas to Land Better Clients, Bigger Deals, and Higher Fees." In this episode David shares lots of how-to tips and messaging for prospecting, questioning, closing, and more....
Too often sales reps suffer from call avoidance and fear of rejection because they are too attached to the outcome. In this episode you'll hear how to change your thinking, and what to focus on so you do not fear rejection, make more calls, and get better results.
Everyone wants to save money, but most people ignore the overused term, "We can save you money." In this episode you'll hear more creative ways to personalize and customzie your messaging, so people will lean in and take interest in how you can help them save money.
Often the simplest words, phrases, and actions can have the greatest impact on others. Here are three simple techniques that everyone likely has the opportunity to use everyday, to help you help others, and to increase your sales as a result.
Many follow-up attempts die with the first words out of the mouth of the salesperson on the follow-up call. You'll hear the mistakes to avoid that kill any chance of moving the sale forward, and the proven follow-up opening process to reengage them with the enthusiasm and interest they had on the previous call.
Art goes on a bit of a rant today, commenting on an article about the lack of soft skills in today's business environment. You'll hear about the one soft skill that is extremely important in sales--and life in general-- and will help you, and everyone you come in contact with.
Too many sales calls wander aimlessly and end without accomplishing anything. Often, that's because the "accomplishment" itself was never defined. You'll hear how and why to set your "Primary Objective" for your sales calls, so you'll actually achieve them more often.
The fear of hearing "no" prevents activity and sales more than anything else. It doesn't need to be that way, and shouldn't. You'll hear how to focus on what is really most important, which makes you indifferent to no's, and motivated to do what you need to, to get the success you want.
It's a psychological principle that people's desire for things increase in relation to its scarcity. There are many ways this is used in sales, and life in general. (It might be why the title of this episode intrigued you.) You'll hear how you can use it in your own sales.
Many sales opportunities are lost due to the bad choices of words that salespeople use. They say things to actually create objections that were never there in the first place. In this episode you'll hear examples of these, and what to do to avoid them.
The old saying is true: "The fortune is in the follow up." BUT, only if you actually get to prospects and customers to show up, and have done something since the previous contact. Art shares a couple of simple questions to get them to set the follow-up date, AND agree to take some action that keeps the sales process moving.
A common complaint of salespeople is that prospects don’t move. They don’t take action. So pipelines get clogged up. And it's the salesperson's own fault. In this episode Art shares a simple question that will help people actually see themselves taking action, which is a prerequisite for anyone doing anything. You'll be able to adapt the question for your own calls, and get more people moving today....
A special Thanksgiving message today about gratefulness, that actually should be applied every day of the year. Your life will be enriched, as well as those around you.
