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...
Oct 19, 2023•11 min•Ep 276•Transcript available on Metacast 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.
Oct 12, 2023•29 min•Ep 275•Transcript available on Metacast 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.
Sep 26, 2023•5 min•Ep 273•Transcript available on Metacast 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...
Sep 14, 2023•40 min•Transcript available on Metacast 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.
Sep 05, 2023•6 min•Ep 272•Transcript available on Metacast 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.
Aug 25, 2023•8 min•Ep 271•Transcript available on Metacast 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.
Aug 09, 2023•11 min•Ep 270•Transcript available on Metacast 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 ...
Jul 21, 2023•13 min•Ep 269•Transcript available on Metacast 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.
Jul 06, 2023•13 min•Ep 268•Transcript available on Metacast 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.
Jun 26, 2023•5 min•Ep 267•Transcript available on Metacast 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.
Jun 13, 2023•7 min•Ep 266•Transcript available on Metacast 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.
Jun 07, 2023•34 min•Ep 265•Transcript available on Metacast 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.
Jun 01, 2023•7 min•Ep 264•Transcript available on Metacast 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 ArtS@BusinessByPhone.com.
May 10, 2023•7 min•Transcript available on Metacast 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....
May 02, 2023•42 min•Transcript available on Metacast 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.
Apr 23, 2023•4 min•Ep 261•Transcript available on Metacast 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.
Apr 13, 2023•6 min•Ep 260•Transcript available on Metacast 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.
Apr 06, 2023•6 min•Transcript available on Metacast 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.
Mar 23, 2023•7 min•Ep 258•Transcript available on Metacast 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.
Mar 10, 2023•7 min•Transcript available on Metacast 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.
Feb 23, 2023•5 min•Ep 256•Transcript available on Metacast 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.
Feb 09, 2023•4 min•Ep 255•Transcript available on Metacast 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.
Feb 02, 2023•10 min•Ep 254•Transcript available on Metacast 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.
Jan 23, 2023•7 min•Transcript available on Metacast 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.
Jan 09, 2023•6 min•Transcript available on Metacast 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....
Dec 05, 2022•4 min•Transcript available on Metacast 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.
Nov 23, 2022•6 min•Ep 250•Transcript available on Metacast Many prospecting calls start with, "Are you the person there who handles the purchasing of...?" Which is the wrong thing to say. Really, who says that? Salespeople. And it creates instant resistance. Art shares what to say instead to create interest, and still be sure you are talking to the right person.
Nov 16, 2022•7 min•Ep 249•Transcript available on Metacast There is no magic pill, secret sauce, or easy button in sales, although many seek it. Every ultra-successful sales pro has mastered the basics. You can, and should too. In this episode Art covers the steps in the sales process, the most important keys to success, and the mistakes to avoid.
Nov 06, 2022•11 min•Ep 248•Transcript available on Metacast Something that anyone who has ever made a prospecting call has experienced is the quick brush off attempt. Most salespeople give up, and feel rejected. That's the wrong thing to do, since it's not a real objection. You'll hear exactly what to say, along with examples you can use on your own calls to salvage more opportunities.
Oct 28, 2022•7 min•Ep 247•Transcript available on Metacast 
