Sep 21, 2022
It's always better to let people tell you what they want, and sell themselves in the process, than YOU telling them what you want them to buy.
Art shares a simple, one sentence template that you can use by filling in two blanks.
Sep 16, 2022
In sales, too often the salesperson's emphasis is self-centered, with the focus on what they want... the meeting, the sale, the commission. And that is evidenced by product pitches, irrelevant and unfocused messaging that is not personalized.
Professional sales is all about relationships, not just getting the deal....
Aug 29, 2022
We all love to hear from prospects who contact us and seem ready to buy.
Some are in a great hurry to get price quote, proposal and other information urgently.
But, all of those do not really intend on buying from you.
In this episode, Art shows how to sort through and find the real buyers, and not waste time with those...
Aug 16, 2022
Asking "What is your budget?", or "Do you have anything left in your budget?" typically results in an objection.
The fact is, if you are talking to the right person, and the need for what they want is strong enough, they will find a way to get the money.
Art shares a story about a call he received where the rep...
Aug 6, 2022
The biggest problem in sales is people presenting what they want to sell, without regard for what the other person might be interested in.
And that causes objections.
It's really not that tough to do things the right way. To recommend instead of present. But it needs to be done in the right way, at the right time.