By Art Sobczak on Jun 30, 2009 in Price and Value, Sales Recommendations (presentations), Unique Value Proposition | 0 Comments
I admit, I’m an eavesdropper.
On sales transactions mostly. When out shopping or browsing, I will position myself in the vicinity of a conversation between a salesperson and customer to listen to the transaction.
I know. I should really get a life. But it provides great sales lessons. Good and bad.
For example, at an electronics store, [...]
By Art Sobczak on Jun 29, 2009 in Customer Service, Random Rants | 0 Comments
Speaking of the airlines, if you’ve flown anything other than Southwest lately you probably have been nickel-and- dimed (or $5 and $25’d) by the extra fees for checking bags, bad snacks, and more.
United expects to rake in more than $1 BILLION this year alone from these fees. Two airlines are even adding a “fee [...]
By Art Sobczak on Jun 29, 2009 in Price and Value, Random Rants | 1 Comment
On the way back from the US Open golf tournament, my three buddies and I needed to get our seat assignments at the airport gate.
It was a little commuter jet on Delta, which I don’t have status on, so they were not offering complimentary First Class. But they did advertise on the video board [...]
By Art Sobczak on Jun 29, 2009 in Self Motivation | 0 Comments
I was at the US Open golf tournament in New York. A great atmosphere, and the course is as beautiful as it looks on TV, even when it was wet, as we experienced.
I followed the finish on Monday on TV from my office, and was rooting for both Phil Mickelson and David Duval, who [...]
By admin on Jun 24, 2009 in Objections, Price and Value | 0 Comments
Clayton Shold, who runs the great site Salesopedia.com interviewed me about handle the price issue on sales call. Listen to that podcast below.
By Art Sobczak on Jun 10, 2009 in Objections, Screeners | 20 Comments
Here’s an email I received from a fellow reader:
Art,
What do you do when the notes on an account tell you that the prospect has a policy of "no calls"?
I manage a team of telesales reps and we’ve got several accounts that are "no calls." We keep going back because we know they are using a [...]
By Art Sobczak on Jun 4, 2009 in Voice Mail | 0 Comments
Sales consultant Paul McCord asked me to contribute to his Sales and Sales Management Blog. This week he is focusing on telesales, so I sent him "Why Your Voice Mails are Ignored, and What to Do Instead." Check out my posting for some useful ideas, as well as the posts from other sale experts.
By Art Sobczak on Jun 2, 2009 in Opening Statements, Unique Value Proposition, Voice Mail | 1 Comment
Think about those prospects that you just KNOW should be buying from you, but you’ve come up empty thinking of new ways to approach.
Or perhaps you have customers that buy from you now, and your job description says you need to call them every month or so, but you feel awkward saying, "Well, I was [...]
