It's long been taught that we need to find the pain and solve it. Well, that's half right. According to guest expert Dan Seidman, gain is just as big of a motivator. The key is how to identify it, and then what to do with it. Dan shows us how, with examples in this episode.
Using "how" questions is powerful in many parts of the sales process. Art shares 76 "how" questions that you can use or adapt in your own sales situations.
Negative assumptions in sales typically become reality. From whether it be the quality of a lead, or if someone is qualified to buy, if we assume negatively, we usually make it come true. Sometimes erroneously, which could cause us to lose sales. See what we should think and do instead to make our assumptions positive.
In negotiating and sales, it often pays to create a scenario either much higher or lower than the one that you'll ultimately settle for. In this episode, you'll see many examples of how to do this to get what you want, including how Robin Williams did it as Mrs. Doubtfire.
When you get an inquiry from a prospect, and they just seem too eager to get information from you right now, giving the impression they are ready to buy quickly, don't be fooled. Here's what you should do to be certain you have a real buyer.
One way to get better at anything is to avoid the mistakes that cause failure. That is definitely true with sales and prospecting call openings and voice mails. Art shares five of the most common call mistakes that cause prospects and customers to delete voice mails, and respond with objections to salespeople.
Here's one of the most fundamental--but often not followed--rules of sales: people buy what they value, NOT what you think is important. Art shares an example from the grocery store, and a simple exercise to come up with questions to use so that you are sure to sell value every time.
The correct word or two can and does make the difference between success and failure in sales messaging. But, words don't operate on an island, they are interpreted in the context of the listener's situation. You'll hear whether or not it makes a difference to use "feel" vs. "think" in asking someone where they stand on your offer.
If you watch Jeopardy!, you know of Ken Jennings, the winningest player of all time. But you probably don't know of the player who ended his legendary winning streak. Nancy Zerg had the attitude that someone was going to beat him, why not her? THAT is the attitude we must have as salespeople, instead of one where we are defeated before we even place a call. Hear what to do and avoid to be like Nancy.
Most sales training has it all wrong about how to respond to resistance and objections. Usually the suggestion is to come back with an argumentative rebuttal. Instead, get the other person to open up with this very simple, conversational question that you can easily adapt to your situation.
This cold caller made several fatal mistakes, even before he picked up the phone. And then he was arrogant, as you will hear. You'll also hear exactly what he should have said to build curiosity, interest, and get into an engaging sales conversation.
There's a common, fatal, mistake committed by sales reps in their openings, and voice mails. That is trying to get before they give. You'll hear a specific example of this in a call opening, what is wrong, and what to do instead.
Some people suggest that on your calls you are simply natural, being yourself and let things flow. Others suggest you script out everything you say. Neither is totally possible. Success lies in the middle, with more emphasis on one. Hear Art's suggestion on this, and what you should do to have optimal success on your calls, and sound smooth, natural, and confident.
Art answers a question today from a listener about a scenario that many of us have encountered: How do you handle it when your contact is not the final decision maker, and that person does not want you to speak with their boss? If you have a question or situation you'd like Art to address, send it to him at ArtS@BusinessByPhone.com.
A popular debate is the one regarding whether to leave a voice message on a prospecting call. Art explains why it's beneficial and important, BUT to leave a good one, that also leaves a question in their mind, and does not sell. You'll also hear an example of a great one, and exactly how you can craft yours.
A major flaw in most sales training is that the emphasis is placed on presenting the "benefits." The problem is that benefits are not universal, and only have value when it is perceived by the individual hearing them. Art shows exactly what to do to ensure that your benefits actually are benefits for your prospects and customers.
One technique that comics use to get laughs is the "callback." It's referring back to something specific that got a laugh earlier. You'll hear how it's used, and how you can use it in several parts of sales conversations to connect more effectively, persuade, and close.
Despite what many people think, the best sales pros are not those who specialize in talking a lot. You'll hear about the rep who called Art and spoke for over two minutes straight, TELLING about his product... which he did not sell. You'll also hear a simple technique you can use right now to get others talking more.
Often the simplest techniques are the most effective. Here's a conversational, natural way to respond when you hear an objection that will get the person talking, and often talk themselves out of the objection.
Most salespeople need to be proactive to be successful. However, we all appreciate being contacted by interested prospects who seek us out, and want to talk about our products/services. Sam Dunning is an expert in how to do just that. He shares how sales pros can use content to differentiate, build authority and credibility, and a steady flow of inbound leads.
Victor Antonio is one of the top sales trainers in the business. In addition to being a compelling speaker and motivator, his methods are real world, conversational, and based on psychology and years of experience both as sales pro, executive, and trainer. You'll hear insights and tips you will be able to use right away, regardless of what you sell.
Regardless of your political preference, no election result, politician, or the government will ever affect your destiny and success as much as YOU do. Want change? Change yourself. Here are Art's thoughts on how to do that, beginning right now.
Most sales prospecting emails are horrible. They are ignored, or quickly deleted if they are by chance even opened. Here's a simple, out-of-the-ordinary approach that sells nothing--but it does create curiosity and deliver value.
We won't diffuse resistance by telling someone they are wrong. That just strengthens their defenses. The best way is to first agree with their side of the position, and then help them see the other side. There are writings that show this was taught 400 years ago. You'll hear how it was used then, and how you can use it now.
The old saying is that people buy from those they know, like, and trust. Today's brief episode gives a number of tips about how to make your messages more credible, therefore adding to the trust factor.
Headsets.com is the leading provider of headsets in North America, having sold well over a couple million over the past 20+ years. Mike Faith founded the company with an idea, and a desire to provide exceptional customer service. And that is their sales philosophy. Mike shares how they don't upsell, they "right sell," which providing the customer exactly what they need. You'll also hear some of Mike's outrageous publicity tactics that have gotten him millions of dollars worth of free promotion....
The only factor that determines whether or not you have a great day, is... ready for it... YOU! Things happen all day every day. And none of it has meaning until you give it meaning. Art shares several personal examples to make this point, and how you can make it a great day in sales, every day.
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.
