107 A Great Sales Question (from a TV show)
The Art of Sales with Art Sobczak
Release Date: 12/09/2019
The Art of Sales with Art Sobczak
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.
info_outlineThe Art of Sales with Art Sobczak
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.
info_outlineThe Art of Sales with Art Sobczak
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.
info_outlineThe Art of Sales with Art Sobczak
The correct word or two can and does make the difference between success and failure in sales messaging.
info_outlineThe Art of Sales with Art Sobczak
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.
info_outlineThe Art of Sales with Art Sobczak
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.
info_outlineThe Art of Sales with Art Sobczak
This cold caller made several fatal mistakes, even before he picked up the phone.
info_outlineThe Art of Sales with Art Sobczak
There's a common, fatal, mistake committed by sales reps in their openings, and voice mails. That is trying to get before they give.
info_outlineThe Art of Sales with Art Sobczak
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.
info_outlineThe Art of Sales with Art Sobczak
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.
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."