Fake news is a hot topic today. What is more troubling, and harmful to your career and income is fake sales training. See an example of this from FSTN, the Fake Sales Training Network, and then I’ll set the record straight.
*About the Author: Art Sobczak works with thousands of sales reps each year helping them get more business by phone. He...Read more
Talking about your thing usually gets you in trouble. In sales, I mean.
One of the biggest problems unsuccessful salespeople have is that they talk about their things right away, and it causes resistance.
In emails, InMails, voice mails, and IF they ever by chance get to actually talk to a buyer, they throw up all over themselves pitching ...Read more
The simplest techniques can be so effective.
I heard a call where a prospect voiced an objection, but seemed a bit shaky in his conviction regarding what he said.
The sales rep responded,
“What was that again?”
The prospect then hemmed and hawwed a bit, continued talking, and actually admitted that he probably could go with the caller’...Read more
Yes, you should use scripts in sales. It’s insane not to. In this video, see what you should do, and avoid, so you don’t sound like you are working from one.
*About the Author: Art Sobczak works with thousands of sales reps each year helping them get more business by phone. He provides real world, how-to ideas and techniques that help ...Read more
If you make assumptions about a prospect before you speak with them–unless they are positive–it can cost you big time.
Likewise, if you assume you know what someone is thinking, without finding out for sure, that can cause you to fail.
In this brief video tip I share some thoughts and suggestions on sales assumptions, and how to not fall ...Read more
I had thought that today we were beyond much of the sleazy, deceptive tactics often associated with sales. But, sadly, I am wrong, as evidenced by an online article, “No Successful Salesperson Is Too Proud to Use Any of These 12 Shameless Tactics,”by Gene Marks, a sales consultant. The amazing thing is that this article appeared on ...Read more