Many prospects don't want to abide by our timetable. They want to know what the price is, before we are ready to go there. 

How you respond makes the difference between annoying them, giving them a price that seems unreasonable for them, OR helping them realize you need to learn more about what they really want so that you can give them the best price.

In this episode you'll hear several examples of exactly what to say to get them talking, so you can present price in a way where you have developed value way higher than the price.

An even bigger problem than losing out to a competitor is losing a deal due to no decision.    James Muir wrote an entire book on how to prevent deals from getting stuck in the first place, and then how to get them unstuck.   In this episode he shares what to do to prevent stalls, the five issues that cause deals to stick, and exactly what to do and say to get them unstuck.

If a salesperson avoids placing the prospecting or sales calls, in addition to the typical guilt they experience, and the potential lost opportunities, they are actually being selfish.

That's because they are depriving possible future customers of the value they could receive.

In this episode Art explores this more, the causes of call avoidance, ane what to do to get rid of it, and quit being selfish.

 

It's a simple psychological principle that we all believe more of our own thoughts than what someone tells us we should think.

And more people should employ that principle in their sales.

Here is a simple type of question to help you do just that, especially in situations where you hear resistance.

Regardless of whatever you have experienced to this point in your life, or your net worth, education, or social status, one thing independent of all of that is one's desire.

If you want something with enough passion, other things become minor.

I learned this early in life, with high school basketball. I'll share my story, and hopefully it will resonate with you and what you desire.

Olympic athletes have achieved their levels through lots of hard work and practice.

There are lots of similarities with sales pros.

Further, there's one specific area that sets apart the very top performers from the good performers. You'll hear exactly what that is, and how you can reach that level too.

Many sales reps blow it after they finally get a meeting with a prospect, and then just begin pitching their product. Which usually results in an objection.

Here is what to say instead to get them talking about exactly what they want and need, and how you can adapt it for your prospects.

Here's a very simple, but powerful questioning formula you can adapt within seconds to help your prospects sell themselves, and explain why they should buy from you.

You only need to fill in two blanks.

Art received a question from a listener about a lack of success with his prospecting opening. He shared what he was saying and asking, and Art gave a detailed recommendation about what he should say instead to get better results.

You can model this, adapt it, and use it to get a good response too.

We need to plan our sales messaging for sure, but much of our calls rely on reacting and responding. But many salespeople find it challenging to get off script, be spontaneous, and think on their feet. 

Master improv instructor, Gina Trimarco discusses how to leverage the same techniques that actors and comedians use to improvise in the moment while on stage and still appear brilliant (and on script) to the audience. 

Many salespeople send out lots of horrible sales emails that quickly get deleted. And that's If they even get opened. Most are way too long.

Here's a technique that uses simply one sentence. And it has gotten results. See how you might be able to use it.

There are a number of mistakes at the start of calls and voice mails that actually cause resistance.

You'll hear a number of the common ones, along to what TO DO to create interest and bring value so prospects and customers want to speak with you.

It's not that tough to radically increase your performance and production. When you focus on doing the right things, you can see massive results.

Art shares three questions that will help you do just that right now.

Think about the last time you spoke with someone whose words were so foreign to you that you had no idea what they were saying. And by foreign, that could be being overly technical, or using jargon that you never use in your world.

That's what some salespeople do, and it kills sales.

In this episode you'll hear examples of how that happened with Art, and specific what-to-do's in order to be sure you are speaking their language so you connect at a high level.

It's long been taught that we need to find the pain and solve it. Well, that's half right. According to guest expert Dan Seidman, gain is just as big of a motivator.

The key is how to identify it, and then what to do with it. Dan shows us how, with examples in this episode.

Using "how" questions is powerful in many parts of the sales process.

Art shares 76 "how" questions that you can use or adapt in your own sales situations.

Negative assumptions in sales typically become reality. From whether it be the quality of a lead, or if someone is qualified to buy, if we assume negatively, we usually make it come true.

Sometimes erroneously, which could cause us to lose sales.

See what we should think and do instead to make our assumptions positive.

In negotiating and sales, it often pays to create a scenario either much higher or lower than the one that you'll ultimately settle for.

In this episode, you'll see many examples of how to do this to get what you want, including how Robin Williams did it as Mrs. Doubtfire.

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.

Here's what you should do to be certain you have a real buyer.

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.

Art shares five of the most common call mistakes that cause prospects and customers to delete voice mails, and respond with objections to salespeople.

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.

Art shares an example from the grocery store, and a simple exercise to come up with questions to use so that you are sure to sell value every time.

The correct word or two can and does make the difference between success and failure in sales messaging.

But, words don't operate on an island, they are interpreted in the context of the listener's situation.

You'll hear whether or not it makes a difference to use "feel" vs. "think" in asking someone where they stand on your offer.

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.

Nancy Zerg had the attitude that someone was going to beat him, why not her?

THAT is the attitude we must have as salespeople, instead of one where we are defeated before we even place a call.

Hear what to do and avoid to be like Nancy.

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.

Instead, get the other person to open up with this very simple, conversational question that you can easily adapt to your situation.

A very simple--but not always followed--principle is that those who expect to win, do so more often than those who think they don't have a chance.

This applies to sports, and sales.

Art shares a story about what George Brett had to say about this, and explains how it applies to all of your calls, and how you can win more of them.

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

And then he was arrogant, as you will hear.

You'll also hear exactly what he should have said to build curiosity, interest, and get into an engaging sales conversation.

There's a common, fatal, mistake committed by sales reps in their openings, and voice mails. That is trying to get before they give.

You'll hear a specific example of this in a call opening, what is wrong, and what to do instead.

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.

Neither is totally possible.

Success lies in the middle, with more emphasis on one.

Hear Art's suggestion on this, and what you should do to have optimal success on your calls, and sound smooth, natural, and confident.

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?

If you have a question or situation you'd like Art to address, send it to him at ArtS@BusinessByPhone.com.

A popular debate is the one regarding whether to leave a voice message on a prospecting call.

Art explains why it's beneficial and important, BUT to leave a good one, that also leaves a question in their mind, and does not sell.

You'll also hear an example of a great one, and exactly how you can craft yours.

A major flaw in most sales training is that the emphasis is placed on presenting the "benefits."

The problem is that benefits are not universal, and only have value when it is perceived by the individual hearing them.

Art shows exactly what to do to ensure that your benefits actually are benefits for your prospects and customers.

One technique that comics use to get laughs is the "callback."

It's referring back to something specific that got a laugh earlier.

You'll hear how it's used, and how you can use it in several parts of sales conversations to connect more effectively, persuade, and close.

Despite what many people think, the best sales pros are not those who specialize in talking a lot.

You'll hear about the rep who called Art and spoke for over two minutes straight, TELLING about his product... which he did not sell.

You'll also hear a simple technique you can use right now to get others talking more.

Often the simplest techniques are the most effective.

Here's a conversational, natural way to respond when you hear an objection that will get the person talking, and often talk themselves out of the objection.

Most salespeople need to be proactive to be successful. However, we all appreciate being contacted by interested prospects who seek us out, and want to talk about our products/services.

Sam Dunning is an expert in how to do just that. He shares how sales pros can use content to differentiate, build authority and credibility, and a steady flow of inbound leads.

Richard Weylman works with businesses worldwide, helping them create customer experiences that keeps them coming back.

In this episode, he shares what customers really want, that you can model in your own business, and sales.

He shares a number of instantly-useable, how-to's and what-to-say messaging examples that you might not have heard before, and perhaps even correct mistakes that repel prospects and customers.

Victor Antonio is one of the top sales trainers in the business. In addition to being a compelling speaker and motivator, his methods are real world, conversational, and based on psychology and years of experience both as sales pro, executive, and trainer.

You'll hear insights and tips you will be able to use right away, regardless of what you sell.

Regardless of your political preference, no election result, politician, or the government will ever affect your destiny and success as much as YOU do.

Want change? Change yourself.

Here are Art's thoughts on how to do that, beginning right now.

Most sales prospecting emails are horrible. They are ignored, or quickly deleted if they are by chance even opened.

Here's a simple, out-of-the-ordinary approach that sells nothing--but it does create curiosity and deliver value.

We won't diffuse resistance by telling someone they are wrong. That just strengthens their defenses.

The best way is to first agree with their side of the position, and then help them see the other side.

There are writings that show this was taught 400 years ago.

You'll hear how it was used then, and how you can use it now.

The old saying is that people buy from those they know, like, and trust.

Today's brief episode gives a number of tips about how to make your messages more credible, therefore adding to the trust factor.

Headsets.com is the leading provider of headsets in North America, having sold well over a couple million over the past 20+ years.

Mike Faith founded the company with an idea, and a desire to provide exceptional customer service. And that is their sales philosophy.

Mike shares how they don't upsell, they "right sell," which providing the customer exactly what they need. You'll also hear some of Mike's outrageous publicity tactics that have gotten him millions of dollars worth of free promotion.

 

The only factor that determines whether or not you have a great day, is... ready for it... YOU!

Things happen all day every day. And none of it has meaning until you give it meaning.

Art shares several personal examples to make this point, and how you can make it a great day in sales, every day.

It is proven that the most read--and sometime the only read--part of direct mail is the PS.

You can and should use it in your prospecting emails as well.

And there are some techniques that can make your PS more memorable and personal. You'll hear what that is, along with the simple process for putting together your own effective email.

In tough economic environments, many sales reps fall into "cream skimming" mode. They get desperate and look for any business that could be out there. As a result, they often are viewed as a commodity, and fall into price-dropping battles.

To be successful, and of the utmost service, we need to add real value for our customers. Here are tips to avoid "cream skimming," and differentiate yourself from those who are viewed as just vendors.

The horrific events of 9/11/2001 rocked the world, and changed many things in the US. It devastated many segments of the economy.

Many people and businesses recovered much quickly than others.

Today, we find ourselves in changed, uncertain times as well. And many are not only surviving, but thriving.

Listen to Art's message after 9/11/2001. It is just as applicable today as it was then.

Today's guest, Jason Bay, specializes in helping sales pros use outbound calling to get through to, and engage more new buyers.    In this episode we discussed, -The two key components for prospecting success and getting to buyers today.  -How to increase your "pick up rate," which is the percentage of people actually answering your call. -How to respond when someone objects to being called on their mobile phone. -What's working now with cold email to get responses. -Plus more!

The reigning Women's British Open golf champion, Sophia Popov, overcame many obstacles to go from the 304th ranked player in the world, to world champion.

She tells her many examples of overcoming health and mindset challenges in her journey to achieving a Major championship.

Some people think you need to place 100 calls a day--or some ridiculous number-- to be effective and successful in sales.

Not at all, according to Alex Goldfayn, author of the new book, "5 Minute Selling."

Alex explains his system for putting in just five minutes per day--following his system consistently-- which is proven to increase your sales.

Being busy, popular, and in-demand is good in business and sales.

It can help you get more business, or lose some of what you have.

How, when, and to whom you communicate it makes all of the difference, which you'll hear. Along with a couple of personal examples Art just experienced.