A question used by some salespeople at the end of their discovery is, "What else should i be asking you that I haven't yet?" The theory behind it is good, but the delivery is not, since it places all of the burden of the thinking on the listener. There is a better alternative, that makes it easier for them to answer, anf for you to get great information. You'll hear the exact formula for this, so you can create your own, effective, "What else?" questions.  

229 What to Say Instead of "What else should I be asking you?"

Everyone sells, regardless of what your job title is,  and this is your place for authentic, conversational sales and prospecting tips without the sleaze factor.  Art Sobczak shares proven sales and cold calling (without the cold) tips that you’ll feel comfortable using, and that get the results you want. You’ll help people buy, instead of pushing them into being sold. Over the past 30 years Art has helped hundreds of thousands through his books, newsletters, audios, videos, online courses, public seminars, customized company training and keynotes, and now, this podcast.

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Success in sales, and life for that matter, does not rely on having more information. Everyone has access to that. It always relies on the person. Their identity and values. One of the many components that go into BEing a truce sales professional is being others-focused. In this episode Art shares a three-letter acronym, that when you use it to remind yourself of one key concept about every human interaction, will change your life and that of others you speak with.

291 Three Letters that can Change Your Sales, Life, and that of Others

Voice mail can help make a positive impression, create curiosity and interest, or kill any chance of speaking with a prospect.  Likewise with the greeting you leave for those who call you. Art shares tips on what to say and avoid on voice mail so that you are perceived like the professional you are.

290 Voice Mail Message, and Greeting Tips to Make the Best Impression

If you browse LinkedIn, you'll see lots of -new-to-the-scene "gurus" trying to pump up their Likes and Comments by saying things are old, outdated, dead, and don't work anymore. Then they suggest what is "new." Art breaks this down, and shows that what supposedly is new, always worked, and always will, and what specifically we need to do as sales pros to show consistent success.

289 THIS is Old, Outdated, Dead, and Doesn't Work; Here's What Does

If a salesperson avoids placing the prospecting or sales calls, in addition to the typical guilt they experience, and the potential lost opportunities, they are actually being selfish. That's because they are depriving possible future customers of the value they could receive. In this episode Art explores this more, the causes of call avoidance, ane what to do to get rid of it, and quit being selfish.  

288 Call Avoidance is Actually Just Being Selfish

Think about the last time you spoke with someone whose words were so foreign to you that you had no idea what they were saying. And by foreign, that could be being overly technical, or using jargon that you never use in your world. That's what some salespeople do, and it kills sales. In this episode you'll hear examples of how that happened with Art, and specific what-to-do's in order to be sure you are speaking their language so you connect at a high level.

229 What to Say Instead of "What else should I be asking you?"

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