Fear is one of the strongest human motivators. It causes people to take massive action, or do nothing because it paralyzes them. And we should use it in our own sales. Professionally, and ethically of course. To help people. You'll hear exactly how, in three different areas.
It's always better to let people tell you what they want, and sell themselves in the process, than YOU telling them what you want them to buy. Art shares a simple, one sentence template that you can use by filling in two blanks.
In sales, too often the salesperson's emphasis is self-centered, with the focus on what they want... the meeting, the sale, the commission. And that is evidenced by product pitches, irrelevant and unfocused messaging that is not personalized. Professional sales is all about relationships, not just getting the deal. Casey Jacox wrote the book on that, "Win the Relationship and Not the Deal," and shares valuable, important rules we all can benefit from....
We all love to hear from prospects who contact us and seem ready to buy. Some are in a great hurry to get price quote, proposal and other information urgently. But, all of those do not really intend on buying from you. In this episode, Art shows how to sort through and find the real buyers, and not waste time with those who will never buy from you.
Asking "What is your budget?", or "Do you have anything left in your budget?" typically results in an objection. The fact is, if you are talking to the right person, and the need for what they want is strong enough, they will find a way to get the money. Art shares a story about a call he received where the rep killed the call with his question, and what he--and you could do instead to get people talking about buying what they want.
The biggest problem in sales is people presenting what they want to sell, without regard for what the other person might be interested in. And that causes objections. It's really not that tough to do things the right way. To recommend instead of present. But it needs to be done in the right way, at the right time. Art shares his simple four-step process for doing just that, so you can get more agreement, and fewer objections.
Many sales calls are doomed because the sales rep told himself so before the call. You might not win them all, but if you don't think you'll win, you'll likely get very few. Art discusses the importance of your thoughts going into any sales situation--or competition--and shares a personal story.
Many jobs that aren't considered sales, actually involve a lot of selling. Casino dealers are in that category. Art shares his recent, positive Las Vegas experience and how the dealers at one casino were the ultimate sales pros.
When people fail at sales, and when individual calls are not successful, the fate has been determined well before they ever speak with prospects and customers. It's due to their self-centered mindset. Here are specific questions to ask yourself about your prospects and customers to think about them, and what they want in order to guide your attitude and messaging.
As the intro to the show states, "everyone sells every day," regardless of whether it is someone's actual job. In this episode Art shares an experience that most have had: listing something for sale and dealing with potential buyers. He shares mistakes to avoid, and what to do to get a sale, at full price.
Some suggest that in sales we never ask a question to which someone can respond with a "no." That's not only false, there are many situations where we are looking for a quick "no." You'll hear when, why, and how to get that "no" to save time and move on to better prospects.
Sales reps create more objections than were ever there to begin with. They do so by talking too much about things the other person is not interested in. It's simple to avoid. Art shares specifics as to how.
Many sales are lost due to non-existent, or poor follow-up. Art shares an example of a common mistake sales reps make that cost them, and what to do to turn more follow-ups into sales.
The fear of rejection is what stops many salespeople from being successful, and has prevented many others from even getting into sales. It should not, and does not need to be that way. Art discusses what rejection really is, how you can avoid it, never feel rejected again in sales, and even accomplish things when you get no's.
Far too many people have the "I, I's," meaning they mostly talk about themselves and what they think. That's not a good idea for life in general, and it is fatal for sales reps. Art shares an example of how it happened to him, and what we should do to make our recommendations more sensory, and all about the listener, so that they take the action you want.
In this episode Art reviews an opening from a sales pro who when through his Smart Calling training. You'll hear the successful Smart Calling prospecting opening process and messaging, and how even good openings can be improved with a few words added or deleted.
As everyone in sales has experienced, lots of things have changed the past couple of years, and those things began changing even before Covid. Selling the old way, in the new environment, does not work. And today’s guest, Colleen Francis, has pinpointed and summarized the new-way ideas and strategies for sales pros and leaders to help embrace and thrive moving forward.
A question used by some salespeople at the end of their discovery is, "What else should i be asking you that I haven't yet?" The theory behind it is good, but the delivery is not, since it places all of the burden of the thinking on the listener. There is a better alternative, that makes it easier for them to answer, anf for you to get great information. You'll hear the exact formula for this, so you can create your own, effective, "What else?" questions.
Art answers a question about if, and when to drop the names of other clients when prospecting.
There are many similarities between professional sales, and what police detectives do in their interview and interrogation process. Today's guest, Mike Butera, is a 24-year veteran of the Omaha Police Department, having served in almost every unit. And he now is a professor at Bellevue University, teaching new officers. Mike shares a number of strategies, tactics, processes, and other fascinating insights from his experiences, and we also relate them to sales.
Most salespeople get the question, "What's this in reference to?" from assistants, or others who protect the time of the boss. The response either gets you screened out, or in. Here's a simple template you can use to create a response that piques curiousity, stirs emotion, and gets you in.
In sales, our words are our tools. They can craft a masterpiece, or totally botch up the job. Art shares tips on how you can stir emotions and move people into taking action.
Although selling and prospecting, when done professionally, is not a pure "numbers game," it does require repetitive, QUALITY activity. And with that, human nature can pull us into an assembly line mentality, which is dangerous, since the individuals you speak with do not respond well to that. Here are six quick tips to help you be in the present on your calls, and pay full attention to the other person.
Every successful salesperson has figured out a way to get, and stay motivated. Even during the tough times. Art shares a number of proven tips to help you keep your attitude, and actions, operating at the highest level, even when things get tough.
Everyone negotiates almost every day. Knowing some basic strategies and tactics can help you to get more of what you want, lose less, and still help the other person. Art shares a number of negotiation tips you can use right now.
As Art found out on a sales call he received, the tired, old, scripted "Feel-Felt-Found" technique is still being taught and used. While the psychology behind it is sound, when it is used verbatim it usually sounds salesy and goofy. Art shares a way to use a version of it, conversationally, and effectively, that you can easily modify.
Most people don't want to be viewed as that "salesy" salesperson. And most people don't want to be subjected, as a buyer or prospect, to that person either. Andy Paul, author of the new book, "Sell, Without Selling Out," is an expert in how to sell at the human level. He shares the four Sell In pillars that are the indispensable instruments of selling: Connection, Curiosity, Understanding, Generosity....
If we react properly to what the prospect is trying to tell us, they will give us the exact words to use to help them buy. And it is NOT pitching. It is recognizing "problem trigger" words and phrasing, and then prompting them to continue telling you more. You'll hear examples of these words, and how to respond to get the information you'll use in your persuasive recommendation.
The reality is that a lot of the math we go through in high school and college is never used by most people. What IS used more often is sales math. You'll hear examples of how to use numbers in your messaging to be more persuasive and help more people buy.
Like it or not, the reality is that we are all judged every time we speak. The good news is that you control how you speak, sound, and what you say. Here are some suggestions so that your delivery and message are judged favorably.
