The quality of your question determines the quality of your answer. Many sales and opportunities are lost, not because questions were not asked… but because GREAT questions were not asked.
You’ll hear examples of weak questions, and the better alternatives, AND specific techniques you can use to ask your own great questions.
Hear the Quote of the Day at [5:50]
Hearing “I want to think about it” from prospects is often frustrating, and too many times results in nothing ever happening.
Sometimes people DO need to think about it. Other times they are just procrastinating and can move forward more quickly. And yet other times they are just getting rid of you.
In this episode you’ll hear how to identify the prospect’s intention, and how to respond to get movement quicker.
Listen to the Quote of the Day at [7:12]
“Rules are meant to be broken” is a saying that might apply to some things. But not sales. If you want to sell successfully, conversationally, and ethically, I have nine rules that should not be broken.
Hear them, and what you can do right now to get more success in all of your sales situations.
Listen to the Quote of the Day at [9:55]
Best-selling author, Bob Burg, discusses lessons we can all use from his newest book, “The Go-Giver Influencer.”
He shares his Five Secrets of Genuine Influence which we can use in sales, and all areas of life.
And you’ll hear his one sentence that is guaranteed to prevent misunderstandings.
You can go to The Go-Giver Movement website and immediately download the special report, Endless Prospects: The Go-Giver Way, and the sample chapters from his and John David Mann’s newest book, The Go-Giver Influencer, as well as their international bestseller The Go-Giver (and their other books).
Listen to the Quote of the Day at [42:09]
The top earning salespeople listen at a different level.
They listen for the “lean in” comments from prospects and customers. These are things they say that can tell us exactly what it will take to help them buy.
Yet, many salespeople hear them, but don’t even realize it.
You’ll hear exactly what these are, and how to react to them so you can get more sales and appointments.
Listen to the Quote of the Day at [6:00]
Nothing has ended more prospecting calls than the words, “I’m not interested.”
Or, variations of it, like, “We’re all good.” Or “We’re happy with what we have.”
But, most salespeople who get blown off the phone by these things don’t understand that these are NOT real objections.
Prospects WILL stay on the phone with you, and ultimately agree to meet with and buy from you, when you respond the right way.
In this episode you will hear what these prospect responses really are, and exactly how to reply so you keep them talking, get them interested, and ultimately buying from you.
Hear the Quote of the Day at [8:53]
This past weekend I attended a regular meeting of a marketing and business mastermind/coaching group I belong to.
I have three days worth of ideas and best practices that I could use. But I won’t. Here is what I need to do, and you should too in order to achieve the highest goals you’d like to reach.
Hear the Quote of the Day at [9:28]
We turn conventional sales belief and practice upside down in this episode. It’s normal for salespeople to want to avoid no. In fact, the fear of it is what causes many to avoid calling, which means they have zero chances of making sales.
Andrea Waltz suggests that we “go for no,” which is also the title of the book she co-authored with her husband, Richard Fenton.
You’ll learn how to totally change your mindset regarding “no,” why you should actually seek them out, and how when you do in a big way, will get more “yes” answers than you ever imagined.
Here are the highlights:
Most sales and prospecting voice mail messages get deleted because they are awful. Some are in the gray area of credibility. Others are flat out deceptive.
Yet, skilled salespeople understand the effective way to use. And that’s what we cover in today’s show.
Here are the highlights:
16:00 Seamless.ai. You’ll never have to worry about finding prospects, AND their verified phone numbers and emails, and instant details about them and their companies. Sign up for a free account and see for yourself.
15:33 The Smart Calling Sales Intel Engine. This is sales intel expert, Sam Richter’s amazing tool that takes away any excuse for doing call research. The relevant intel you can uncover within seconds is mind blowing. I recommend any salesperson who is serious about placing quality calls, and as a result, their success, invest in this piece of wizardry.
The Social Engineering Process. See Art’s step-by-step process for doing Social Engineering for getting great sales intel in real time from people close to your decision maker.
List to the Quote of the Day at [23:48]
Art receives a call, on-air, from the clueless cold caller, Al Smolski.
Al makes every mistake in the book, and Art gently schools him and what he’s doing wrong, and what he should do instead at the opening of prospecting calls.
We’re not sure if Al gets it yet, but you can learn from it in this episode.
Hear the Quote of the Day at [8:54]