107 A Great Sales Question (from a TV show)
The Art of Sales with Art Sobczak
Release Date: 12/09/2019
232 How to Avoid the "I,I" Mistake that Kills Sales
The Art of Sales with Art Sobczak
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.
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231 A Prospecting Opening/Voice Mail Review
The Art of Sales with Art Sobczak
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.
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230 GUEST: Being "Right on the Money- New Principles for Bold Sales Growth," with Colleen Francis
The Art of Sales with Art Sobczak
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.
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229 What to Say Instead of "What else should I be asking you?"
The Art of Sales with Art Sobczak
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.
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228 Warren Buffett, and Name Dropping When Prospecting
The Art of Sales with Art Sobczak
Art answers a question about if, and when to drop the names of other clients when prospecting.
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228 GUEST: Police Detective Interviewing and Interrogation Secrets, with Mike Butera
The Art of Sales with Art Sobczak
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.
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227 A Template for Responding to "What's this in Reference to?"
The Art of Sales with Art Sobczak
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.
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226 How to Keep Your Vocabulary Simple
The Art of Sales with Art Sobczak
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.
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225 How to Be in the Present When Doing Repetitive Calling
The Art of Sales with Art Sobczak
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.
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224 How to Motivate Yourself to Make Calls, Even During the Tough Times
The Art of Sales with Art Sobczak
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.
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."