It is proven that the most read--and sometime the only read--part of direct mail is the PS. You can and should use it in your prospecting emails as well. And there are some techniques that can make your PS more memorable and personal. You'll hear what that is, along with the simple process for putting together your own effective email.
In tough economic environments, many sales reps fall into "cream skimming" mode. They get desperate and look for any business that could be out there. As a result, they often are viewed as a commodity, and fall into price-dropping battles. To be successful, and of the utmost service, we need to add real value for our customers. Here are tips to avoid "cream skimming," and differentiate yourself from those who are viewed as just vendors.
The horrific events of 9/11/2001 rocked the world, and changed many things in the US. It devastated many segments of the economy. Many people and businesses recovered much quickly than others. Today, we find ourselves in changed, uncertain times as well. And many are not only surviving, but thriving. Listen to Art's message after 9/11/2001. It is just as applicable today as it was then.
The reigning Women's British Open golf champion, Sophia Popov, overcame many obstacles to go from the 304th ranked player in the world, to world champion. She tells her many examples of overcoming health and mindset challenges in her journey to achieving a Major championship.
Some people think you need to place 100 calls a day--or some ridiculous number-- to be effective and successful in sales. Not at all, according to Alex Goldfayn, author of the new book, "5 Minute Selling." Alex explains his system for putting in just five minutes per day--following his system consistently-- which is proven to increase your sales.
Being busy, popular, and in-demand is good in business and sales. It can help you get more business, or lose some of what you have. How, when, and to whom you communicate it makes all of the difference, which you'll hear. Along with a couple of personal examples Art just experienced.
Today's guest, Laura Brandao, shares her journey from the call center to the C-suite, to become one of the most influential women in the mortgage industry. Her sales, mindset, and life advice applies to everyone in all industries.
Words do matter. Especially in sales, and certainly on phone calls. An alternative word or phrase can mean the difference between interest and resistance. Acceptance or rejection. Curiosity or an objection. In this episode you'll hear a number of words and phrases to use in place of others that have been proven to be more effective.
When things don't go according to plan, as has been the case for everyone over the past few months, it's important to not panic, and do the things we can control to ensure success. Especially in sales. Jeff Bajorek reminds us of the fundamental that work in any environment, and are especially important in a pandemic and economic downturns.
If you want to be successful in sales, you need to be effective with follow-up. Far too many opportunities are lost because sales reps don't follow up effectively, or don't do it all. Jeff Shore is an expert at follow up. He wrote an entire book on it, and in this episode shares what to do so you can turn your follow ups into sales....
As Art has always taught, trying to "overcome" objections with slick rebuttals is dumb, since it is just telling someone they are wrong, which does not end well. Instead, we need to follow a conversational process. You'll hear this process, along with a new "magic" question that Art has added that helps people to open up, doubt their previous stance, and consider your offer in a different, more favorable way.
It's amazing that there still are people believing and teaching nonsense about "getting past the gatekeeper." They must not realize that the assistant--as that powerful person should be called-- works harder to keep out those who try to get "past" them, and works WITH those who respect them, and can justify why they have something of value. In this episode you'll hear some outrageous--and sometimes unethical-- examples of techniques some salespeople use, and what TO do to get the assistant worki...
Ten years ago Art did a keynote presentation to an American Association of Inside Sales Professionals group. He called it "People 1.0" and wanted to illustrate the importance of the human connection in sales. To creatively show how, despite the technology available to us, we need to focus even more on the personal touch, he simulated a call back to 1983, to himself. You'll hear that entire "call" here. Enjoy!
"Cold" calling is dumb and has little chance of success. Doing Smart Call prospecting is proven to work to help you get through, get in, and selling to new buyers. You'll hear examples of both, why the cold calls don't work, why the Smart Call does. And you'll get the exact step-by-step process you can use right now to make your own successful Smart Calls. You can get the book at http://Smart-Calling.com.
Most sales prospecting voice mails create resistance (like the one in the last episode.) But, there is a right way to create and leave a voice mail that leaves the prospecting wondering what you have, and wanting to hear more. And THAT is the goal for prospecting voice mails. You'll hear what to say, along with examples you can model for your own calls.
You might not believe what you hear in this cold call voice mail. The caller makes numerous mistakes in just a few seconds. Art analyzes it, and shows what the caller could have done to make it a successful, Smart Call. The same things you can do on your calls.
One of the biggest challenges in prospecting is actually getting through to and having a conversation with a buyer. Sales trainer and consultant Lori Richardson has helped thousands of sales pros get through to buyers, and turn those prospects into customers. In this episode she shares a number of instantly-usable, practical tips for getting through, getting in, and selling successfully.
Getting new business has always been essential for any business. And for many today, it is critical for their survival. Cold prospecting is certainly one way to do it, but every business has three categories of potential new business already in their database where the odds are higher to bring in new sales. You'll hear what these groups are, what not to say, and what to say on your calls when contacting them.
As we pull out of the pandemic and on the road to recovery, it will be more important than ever to deliver value, build strong relationships, and focus on the customer. Bob Burg, co-author of the wildly popular "Go-Giver" series of books, shares how the five principles of the Go-Giver are especially relevant today, and how they will continue to be moving forward. You'll hear what you can do to provide massive value to your prospects and customers, and get extraordinary results yourself....
The "new normal" moving forward is, and will continue to be dramatically changed in sales. Selling remotely will continue to be a primary practice, even when it's not required. Tom Searcy is an expert at closing big sales, having done it himself with four different companies, and now showing almost half of the Fortune 500 how to do it. You'll hear what you can do to close big deals without ever seeing your buyer in person.
In today's radically-changed environment, video meetings have become the norm. And with the technology being new to so many, common mistakes prevail that hinder the impression they are trying to make. Julie Hansen has been teaching presentation skills to sales pros for years, for both remote and in-person presentations. As a former actor she also brings techniques from that field into her training. In this episode, you'll hear what to avoid, and do on your own remote calls so you look and sound ...
Today, more than ever, success in sales relies on being authentic, and delivering value with substance. Our guest, Larry Levine, author of the top-selling book, "Selling from the Heart," has made delivering that message his life's work. In this episode he shares how to be of greater service to more prospects and customers, and how to enjoy overwhelming success in the process.
Yes, we should be prospecting in today's challenging environment. But not in exactly the same way as before. In this special video podcast, shares three scripts that you can easily modify and use for your own calls to have meaningful conversations, and can result in future, or maybe even immediate new business, while helping people in the process.
Ben Gay, author of the classic and best-selling "The Closer's" series of books, arguably has more sales knowledge, and has personally interacted with more of the legendary sales and personal development experts than anyone alive. He rejoins the podcast to share how at an early age he was personally mentored by the great Dr. Napolean Hill. Ben lays out the Daily Success System that Dr. Hill worked with him to put together, that has contributed to his massive success in sales and life, and that he...
Video is here to stay, and it is revolutionizing the way salespeople connect, prospect, sell, and service. Ethan Beute, author of "Rehumanize Your Business- How Personal Videos Accelerate Sales Improve Customer Experience" shares how video is being used in all parts of the prospecting and sales process, and how you can easily and quickly do it too. And he has provided several valuable free guides for getting started, and getting comfortable on camera....
With adversity comes change, and with that, opportunities. It is always a matter of our thinking, and resultant actions. Scott Love, one of the top recruiters in the legal field, shares what has helped him survive and thrive in times of adversity, starting with his time in the US Naval Academy, all the way to today, where he just had one of his best weeks ever. He shares what we all can do right now, to look for positives, and find opportunities.
We should be calling our existing customers during this challenging time. But, it should NOT be the lazy "Just checking in," or "Just touching base" call. We need to bring value. In this special video training, you'll hear exactly what to say, and see word-for-word script examples you can use to bring value, set the stage for future business, and perhaps even make a sale today.
What is much more important than techniques and processes as it relates to our sales success, is our mind and our thoughts. Mark Hunter, "The Sales Hunter," has written a new book addressing this, "A Mind for Sales." In this episode he shares a number of tips and strategies for staying positive, not feeling rejected, overcoming a fear of "no," and more to keep your attitude, and resulting performance, at peak levels.
We have experienced more and different changes in our world in the past week than probably at any point in history. What's important, is that business is still going on. Which means there are tremendous opportunities to be of service and sell. Art shares a number of specific tips and strategies for how to weather the storm, and even thrive during these times, AND be of greater service to our customers and future customers.
How we effectively communicate with kids is similar to what we should do with prospects and customers to get them to share more and better information with us. You'll hear six brief tips that you can use in business, and at home to have better, more productive conversations.
