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107 A Great Sales Question (from a TV show)

The Art of Sales with Art Sobczak

Release Date: 12/09/2019

183 If It Sounds Too Good to Be True, Question More show art 183 If It Sounds Too Good to Be True, Question More

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_outline 182 Five Call Opening Mistakes that Guarantee Resistance show art 182 Five Call Opening Mistakes that Guarantee Resistance

The 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_outline 181 They Might Value Bags of Prepared Food Instead of Cooking show art 181 They Might Value Bags of Prepared Food Instead of Cooking

The 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_outline 180 Asking About 180 Asking About "Feelings" vs. "Thoughts." Does it Matter?

The 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_outline 179 Have the Attitude of this Jeopardy! Winner show art 179 Have the Attitude of this Jeopardy! Winner

The 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_outline 178 A Simple, Conversational Question to Respond to Resistance show art 178 A Simple, Conversational Question to Respond to Resistance

The 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_outline 177 A Recording of a Cringeworthy Cold Call Art Received show art 177 A Recording of a Cringeworthy Cold Call Art Received

The Art of Sales with Art Sobczak

This cold caller made several fatal mistakes, even before he picked up the phone.

info_outline 176 A Review of a Common Opening/Voice Mail Mistake, and What TO Do show art 176 A Review of a Common Opening/Voice Mail Mistake, and What TO Do

The 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_outline 175 Script it, or Wing It? show art 175 Script it, or Wing It?

The 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_outline 174 Q&A: What to Do When Your Contact is Not the Final Decision Maker show art 174 Q&A: What to Do When Your Contact is Not the Final Decision Maker

The 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.

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One 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."