By Art Sobczak on Feb 26, 2010 in Photos of Training Clients, Sales Recommendations (presentations), Uncategorized, Voice Mail | 0 Comments
I always laugh at someone’s comment when I hear them say, "You can’t sell that by phone." It’s ignorant.
Here’s yet another example of someone doing what others have said can’t be done: selling homes and barns by phone. Sand Creek Post and Beam last year made INC Magazines’s 2009 Top 500 List of fastest growing [...]
By Art Sobczak on Feb 17, 2010 in Listening, Sales Recommendations (presentations) | 0 Comments
I begin all of my sales training sessions by pointing out that the worst way to try to sell something is by TRYING TO SELL SOMETHING.
If you make it about you, that creates resistance since the prospect feels they are being sold, which is a sure path to resistance.
My friend, Bob Burg, and John David [...]
By Art Sobczak on Jan 31, 2010 in Sales Recommendations (presentations), Uncategorized | 0 Comments
I’ve had the great opportunity to work with several divisions of Thomson Reuters over the past 10 years. It’s a company that really "gets it" regarding how to manage and execute inside sales at the highest level. Last Friday I presented all day for reps from their Creative Solutions, PPC, and MyPay divisions. It [...]
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 Jul 23, 2009 in Questioning, Sales Recommendations (presentations), Unique Value Proposition | 1 Comment
An entire special section in the Wall Street Journal focused on businesses cutting costs.
A USA Today article discussed how more people are opting for credit cards that just don’t give airline or other travel points, both those that can cut mortgage payments, or reduce their monthly interest expenses.
And as you likely have experienced, buyers everywhere [...]
By Art Sobczak on Jul 7, 2009 in Sales Recommendations (presentations), Sales Vocabulary | 0 Comments
It was finally my turn in line at the Department of Motor Vehicles. I was hoping the simple transaction wouldn’t take too long. The computer had other ideas.
While a clerk, a manager, and a person who, I guess, is paid to simply observe such things and smirk tried to sort things out, I figured I’d entertain [...]
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 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 Mar 1, 2009 in Opening Statements, Preparation, Questioning, Sales Recommendations (presentations), Screeners | 0 Comments
First, I can’t begin to express how overwhelmed I am with the thoughtfulness of you, my readers and customers, and I’ll put most of you in the category of "friends."
In response to my email and blog post below last week I had several hundred replies, many with your own story of how you have, or [...]
By Art Sobczak on Jan 16, 2009 in Questioning, Sales Recommendations (presentations) | 0 Comments
I saw that just yesterday, real estate company Century 21 decided to quit producing and running TV ads. They were usually entertaining, and I’ll miss them.
One of my favorites was a humorous piece that illustrated a great a great sales point.
A real estate agent is showing a couple a house. He pulls in a driveway [...]