By Art Sobczak on Sep 8, 2009 in Closing, Questioning, Sales Recommendations (presentations) | 2 Comments
I was reminded the other day that in many sales situations there are two levels of agreement you must pass in order to get the sale:
1. agreement that they will take action on their need, problem, or situation. That are actually going to buy from SOMEONE, and,
2. agreement that you will be the [...]
By Art Sobczak on Aug 27, 2009 in Closing, Humor and Silly Stuff, Prospecting | 1 Comment
I’ve not yet seen the new movie, "The Goods: Live Hard, Sell," with Jeremy Piven as a hired gunwho comes in to turn around failing used car dealers. The reviews I’ve seen call it a tremendous waste of time, and an embarrassment for Piven. (Which means I’ll probably like it.)
Seems like people always ask me [...]
By Art Sobczak on Apr 10, 2009 in Closing, Following Up, Voice Mail | 2 Comments
Speaking of the little things and returning phone calls, I had a little drain issue before I left Omaha a couple of weeks ago and had to call a plumber. It reminded of a great contrast in sales experiences I had two years ago with plumbers.
I arrived at my lake house I had at the [...]
By Art Sobczak on Apr 9, 2009 in Closing, Following Up | 2 Comments
I needed my home gutters cleaned, so I went to the classified section of the paper and called four of the advertisers and told each that "I needed my gutters cleaned."
I did NOT say I was shopping, or looking for the lowest price.
Each gave me their price, then was silent.
The first one who asked for [...]
By Art Sobczak on Mar 17, 2009 in Closing, Questioning, Sales Recommendations (presentations) | 0 Comments
By 6 a.m. I had finished my morning workout at Lifetime Fitness (a wonderful facility, with every machine and amenity imaginable, except a golf course). I like to get my exercise out of the way very early—that way I neither feel the pain, nor remember it, which is great for motivation.
As usual, I stopped at their Lifetime Cafe, where for a mere [...]
By Art Sobczak on Jul 28, 2008 in Closing, Unique Value Proposition | 0 Comments
I’m on location in Cabo san Lucas, Mexico, searching for sales ideas.
Well, that wasn’t the purpose for coming here, but, of course I’m always on the lookout for sales situations we can learn from.
As I’ve written several times before over the years, this is a great place to observe and participate [...]
By Art Sobczak on Jul 13, 2008 in Closing, Objections | 0 Comments
I had the opportunity to attend a fundraising dinner as part of a celebrity golf tournament for Arizona youth baseball. Got to meet a few Hall of Fame Major League baseball players…very cool.
Also spent a small fortune on a rare Roberto Clemente autographed baseball I won at the oral auction. Oh well, it was [...]