Lots of conventional sales material says to “get past” the gatekeeper, or is about “going through” the screener. And that is bad information, which actually salespeople to get shut down and turned away.
You’ll hear the professional, authentic way to deal with assistants, and how to get them working WITH you, instead of against you.
The fear of rejection is what stops many salespeople from being successful, and has prevented many others from even getting into sales. It should not, and does not need to be that way.
Art discusses what rejection really is, how you can avoid it, never feel rejected again in sales, and even accomplish things when you get no’s.
“Cold” calling is indeed dead, and should never be done. There’s no reason to, other than laziness.
However, the calling for new business IS very much alive, and being done in the Smart way by salespeople to generate massive amounts of new business.
Hear what should be avoided, and what to do so you can Smart Call to get through, get in, and sell to more interested buyers.
(Resource mentioned: Smart Calling)
When you tell someone what you thing they should do or think, and they haven’t gone there yet with their own thinking, AND if the suggestion is off-target, the natural reaction is resistance. Which is exactly what many salespeople do every day.
Here’s what you can and should do instead in order to help people to take the action you want, and have them feel good about it, even thinking it was their idea.
Many sales reps create objections by talking about their “thing.” People don’t buy things, they buy results. Listen as Art explains how to define your results, why and when your buyers want them, and how to use them to get more people buying.
You’ll hear exactly what will be covered in the show and how you’ll be able to use it in your sales and prospecting, AND everyday life. You’ll hear what sales really is, and is not. Art gives a brief professional and personal background summary.
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