107 A Great Sales Question (from a TV show)
The Art of Sales with Art Sobczak
Release Date: 12/09/2019
273 One Simple Question to Eliminate an Objection Before Hearing It
The Art of Sales with Art Sobczak
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.
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273 GUEST: Get Rid of Self-Destructive Sales Language and Replace it With Value, with Liz Wendling
The Art of Sales with Art Sobczak
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 from you.
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272 Change This to Get That Dream Customer
The Art of Sales with Art Sobczak
Most salespeople have in mind a potential customer that could make a real difference in their business, life, and income. But, they are not a customer yet. Why? Usually, it's because of the salesperson. You'll hear what you first need to do in order to go after, and get that dream customer, and many more like them.
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272 Change This to Get That Dream Customer
The Art of Sales with Art Sobczak
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.
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271 Why Saying "Keep Us in Mind" is Worthless, and What TO Say to Get a Sale
The Art of Sales with Art Sobczak
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.
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270 How to Respond when They Say "Not Now"
The Art of Sales with Art Sobczak
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.
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269 A Cold Caller Destroyed, Then Coached
The Art of Sales with Art Sobczak
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 conversations with curious, interested buyers.
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268 Script it, or Wing It? Best: KNOW IT
The Art of Sales with Art Sobczak
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.
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267 There Must Be Agreement On Two Levels to Help Them Buy
The Art of Sales with Art Sobczak
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.
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266 How to Turn Inquiries Into Sales, More Quickly
The Art of Sales with Art Sobczak
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.
info_outlineOne of the best sales questions Art has ever heard was from the old TV show, Ally McBeal.
You can use this simple question to get people off of the fence, and either tell you they are not a prospect, or get them to move forward. Both of which are better than a "maybe."