024 How to Ask Better Questions, to Get Better Answers
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
023 How to Handle “I want to think about it.”

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

022 My 9 Unbreakable Rules of Sales
"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
021 Guest: Bob Burg, co-author of “The Go-Giver,” and “The Go-Giver Influencer”
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
020 When You Hear These, They Are the Reasons Someone Will Buy
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
019 How to Respond to “I’m not interested.”
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
018 (Personal story) What I Did This Weekend that You Can Use Too
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
017 Guest: “Go for No” Co-author, Andrea Waltz
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: How "Go for No" originated 3:17 Why most salespeople fear "no," (the three groups) 6:09 The new model for viewing no's, and your resulting success 8:41 How to change your mindset 11:08 Why we should have "No Goals"  14:45 Can you still have quantity of calls AND quality calls?  19:07 The Five Failure Levels (and why you should aim high)  22:38 Andrea's Quote(s) of the Day  26:31 Get the "Go for No" book, see their courses and other offers, their blog, hire them for keynote speaking, and more at GoForNo.com.
016 Voice Mail: What to Avoid, and Say to Get to More Buyers
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:

The Emotions Created by Voice Mail Messages 5:32

No Interest at all. They instantly identify the caller as a salesperson and have no interest at all in whatever the salesperson was pitching. Very excited. They instantly know there is something in it for them and are excited (i.e., a potential customer calling them). Curious and open. They are curious about possible value the caller hinted at. They feel there just might be something in it for them. Even though they believe it is a salesperson, their mind is more on what they might get. Curious but skeptical. They are somewhat curious, but very skeptical about what the caller wanted, since there wasn’t much communicated. It might be a salesperson, then again it could be a prospect or customer. They don’t know for sure, since the message was brief, and very vague.

Possible Voice Mail Message Outcomes 10:10

No call back.They might not even listen to the entire message. They would never want to talk to this person and will avoid their calls in the future. Delete. And by the way, if a bad voice mail message is not returned, damage still could be done. It can negatively reflect on that company, since the name usually appears on caller ID> No call back now, although they are open and somewhat curious about the message. But they do not feel compelled enough or see enough urgency or value to call, although they might be open to hearing more. It’s like that email we let sit in our inbox to get to at some point. A call back, and they become engaged in the conversation. That’s because they see some value in doing so, either confirming their feeling that they might gain something, or avoid some pain or loss. A call back, and within seconds of realizing the caller’s motives, they feel duped. They feel taken… tricked because they realize the caller is a salesperson that has nothing of value for them and was deceptive with his message.

The Smart Calling Voice Mail formula.  19:24

Identify Yourself and Company.“Hi Mike, I’m Pat Stevens with Executive Financial.” Use Your Smart Intelligence. “I understand that your firm is aggressively making a push this year to take on more high net worth clients…” Your Possible Value Proposition.“We work with many advisors nationwide in providing unique options that are very attractive to that segment. They tell us it helps them attract more clients, as well as helping them grow their existing business.” Engagement.“I’d like to ask a few questions and see if I could provide you some information…” Conclusion. “I will call you again Friday morning. If you’d like to reach me in the meantime, I’m Pat Stevens with Executive Financial. My number is 800-555-9898, I’ll repeat that, 800-555-9898. And my email is Pat@EFinancial.com. Thanks.”

Resources Mentioned

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
015 Art is Called by the Clueless Cold Caller, Al Smolski
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
014 What to Say to Avoid Dropping Your Price
Many salespeople give away pure profits unnecessarily. It's when they hear what is actually just a price comment or statement, and then feel compelled to drop price, or get into a price negotiation. In this episode you'll hear the difference between price statements/comments and real objections, and exactly what to say in those situations so you can always get your full price. Hear the Quote of the Day at 11:58
013 How to Avoid Data Dumping and Creating Objections
Many salespeople talk too much about their products/services, dumping on prospects with things that are not of interest. And that creates objections. In this episode you'll hear how to avoid data dumping, and what TO do instead.
012 “Good Enough” Does Not Cut It in Sales
To be really successful in sales, being "good enough," or doing a "good enough" job doesn't cut it. Hear how going the extra mile is the secret of the top performers and earners.
011- What to Say Instead of “Just Checking In”
One of the most worthless things to say at the beginning of a call to a prospect or customer is "I'm just checking in with you." (The "Probation Officer" call.)  Or, another variation is the "Baseball Opening," which is "I'm calling to just touch base." These openings go nowhere, and actually are disrespectful of the other person's time. In this show, you will see what you can say in order to deliver value, pique curiosity, and not be viewed as a typical salesperson. You'll get three methods by which you can create your unlimited supply of value-added reasons for calling someone. Listen to the Quote of the Day at 12:54
010 Guest: Jim Domanski. “Sending Notes to Stand Out, and Make a Major Personal Impact”
In today's impersonal digital world, would you like a little something that would help set you apart from your competition? Something that gets you noticed? Something that gives you a distinct edge? Something simple, different and easy to implement that makes selling just a bit easier, faster and more effective? Our special guest, sales trainer and consultant Jim Domanski shares details about the solution. It is as simple and as powerful as a physical written note that you actually send in the mail. He covers, Five+ major benefits of sending notes The psychological power--and result of--of sending a note Who should receive your notes Six ways to send notes What NEVER to do when sending note Seven tips for sending notes that have impact.. ...and much more. Hear Jim's special Quote of the Day at 45:40

About Jim Domanski

For over 25 years Jim Domanski has been Owner and president of Teleconcepts Consulting … a firm that helps businesses use the phone more effectively and profitability to generate leads and sell more products and services.     With clients in Europe, Canada and the US, Jim  provides telephone sales consulting, training and coaching.  He is well known for his common sense approach to telephone selling.  He is the author of four books on tele-sales skills and telesales management and coaching.
009 – “How are you today?” – Use It, or Not?
Should you start out your phone calls with the "How are you today?" question? Or ANY small talk? Some people say, that just screams out "Salesperson?" Others say, it eases into the conversation. In this episode we look at both sides of the issue, hear what other sales pros have to say about it, and provide alternatives to use if you want to break the ice at the beginning of your calls. Listen to the Quote of the Day at 16:20.
008 Size DOES Matter as it Relates to This
The size of your thinking is the most important component that determines your sales success. It affects all areas of your potential, from the size of the potential customer you feel you can pursue, to the amount of money you make, you will never rise above your level of thinking. This episode shows you how to think, and achieve at levels surpassing where you've never been before. Listen to the Quote of the Day at 19:28
007- The Most Important Sales Skill Everyone Uses Every Day
The most important skill in being wildly successful in sales--and in most human interactions-- is not talking, but listening. Everyone knows how to do it, but most do it poorly. In this episode you'll hear the "Two P's of Listening" and when you implement them, you will have more sales success. Hear The Quote of the Day at 8:32
006- Close More Sales Without Using Goofy Closing Techniques
The words "close," "closer," and "closing" are synonymous with sales. However, many people have it all wrong when it comes to closing, and that results in NOT getting the sales.     Often the focus is on closing "techniques" which is NOT the key to actually closing more sales. You'll hear what you should do, and how, to actually close more, without using goofy closing techniques. Hear the Quote of the Day at 7:29
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