Turning more NO’s into YES’s – art of objection handling

Based on the previous episodes that we've discussed, it's ripe to say that you're ready to get to the next level. So if you haven't listened to the previous episodes, be sure to go back to have a fundamental understanding of the sales process.    For this particular episode, we're going to dig into the ultimate hunting game. How to find people with money and with a need. Remember, that we're not just looking for someone who has the money or has a need, we need someone who has both the need and the money.    So in this episode expect to learn: The 10 strategies for generating people with money What the poodle strategy is How to use the retriever approach The basset-hound approach How to setup your referral systems Follow up and follow through systems How to use social media to reach more people Old school stuff that still works in the digital age   If you're interested in digging deeper into the Art of Sales, being sure to subscribe on iTunes or Stitcher to get the latest updates when new episodes are published.

Let me start by saying that closing is not a big deal. But for some reason, this part of the sales process creates a lot of stress for a newbie salespersons and for prospects themselves.    If you're a newbie salesperson, consider yourself blessed, because, in today's episode, we're going to tackle everything about closing a sale.    You will learn:  What the key steps are in the closing process The dos and dont's when closing Why your offer need to be time bound How to solidify your offer by using testimonials Remember ABC   If you're interested in digging deeper into the Art of Sales, being sure to subscribe on iTunes or Stitcher to get the latest updates when new episodes are published.

Michael Jordan has been a phenomenal basketball player. He's moved to play baseball but he never outshined his performance in the NBA. And there's a very simple explanation to that correlates to many sales peoples. When Jordan was in the NBA, he played on his strengths. His dunks and fade-away shots where his killer moves that made him who he is in the NBA, a legend. But when he played in the baseball, you probably never even heard any buzz about his name in the game. Why? Because baseball is not his strength.   In today's episode, we're going to talk about strengths (and weaknesses) and hopefully at the end of the day, you'll learn:   Who is an abused sales person? Why you need to be a retriever type of sales person Why you need to know the type of sales people in your team Why authenticity is the best sales policy   If you're interested in digging deeper into the Art of Sales, being sure to subscribe on iTunes or Stitcher to get the latest updates when new episodes are published.

If you have religiously followed from episode 1 up to this point, you've probably learned by now that selling isn't that difficult at all. In fact, it's easy especially if you've already mastered it by consistently practicing your role plays and polishing your strategies to turn those noes into yeses.    But did you know that the most challenging and most difficult person to sell to is nobody but you?    In today's episode, we're going to discuss why the toughest sale of all is selling to yourself. In addition, you'll learn:  Why you should learn how to manufacture attitude and mood level Why physical state changes are the easiest to do Why you should prepare yourself for the "not so good days" How to find your why Why it matters who you associate with What daily routine you should start doing today   If you're interested in digging deeper into the Art of Sales, being sure to subscribe on iTunes or Stitcher to get the latest updates when new episodes are published.

In the previous episodes, we've discussed about selling cycles. But did you know that there is one very important step in the sales cycle that can literally keep your cycle going on instead of just ending with the close?    If you don't know what that extra step is, then be sure to listen to this episode because today, we're going to discuss about testimonials. Testimonials are more than just those kudos and thank you's that you get from your clients or customers. It's an amazing marketing piece that gives you a social proof of what you can offer. It's invaluable. It's your one winning strategy that you just can't ignore.    So today, we're going to slice what a great testimonial is and how you can use it for your business success. And at the end of the episode, our goal is for you to learn:  The two reasons why you ask for a testimonial What are the components of an effective testimonial  The correlation between customer loyalty and testimonials My special bonus tip for you Why selling and the whole shebang is all about relationships If you're interested in digging deeper into the Art of Sales, being sure to subscribe on iTunes or Stitcher to get the latest updates when new episodes are published. Feel free to leave your comments on the topic by going to theartofsales.com

It's been proven time and time again that more leads don't really mean more sales. What you need in order to get more sales is to turn more noes into yeses. You've probably thought it's easier said than done. But if you could only put an extra effort in this area of your sales process, your objection handling success can turn your business around and get you the sales you needed.   In today's episode, we're going to discuss the whole enchilada of objection handling and how you can effectively win against those objections. What you will learn in today's episode will be very crucial and can be a game changer for you and your business. So be sure to stick around and listen:   Some key takeaways in this topic include:  The difference between an objection and a rejection and how to handle both situations Why you should start convincing yourself that you're not a salesperson Why you need to do role plays How to counter an objection by asking questions The psychology behind objections   If you're interested in digging deeper into the Art of Sales, being sure to subscribe on iTunes or Stitcher to get the latest updates when new episodes are published. Feel free to leave your comments on the topic by going to theartofsales.com

Massive and passive income does not come magically. You need a sales team to do it and make it happen. But the fact is, not all sales teams are equal. You probably know that by now. Some sales team are like selling hotcakes and raking massive income while other teams just don't make the cut of being profitable enough.    So what's the secret to building an ideal sales dream team?    That's exactly what we're going to tackle in this episode of the Art of Sales.  In addition, we're going to discuss:  Why business is a team sport Why your business should have a team and why you should start building it now How to motivate your team like a marine Why everybody on your team must sell Why money is not your best motivator What's limiting you from building a great team and how to resolve it Why you need to be a leader and not a boss   This episode is packed with great stuff, so be sure to listen to the whole episode.    If you're interested in digging deeper into the Art of Sales, being sure to subscribe on iTunes or Stitcher to get the latest updates when new episodes are published.

One of the most important, most crucial aspects of selling is presenting. Whether it's a service, a product, or an idea, your presentation skills can make or break your sale. In order to make a sale you do not only need a good product, you need to have a good presenter of that good product that you have. You need someone who can articulate the message, and compel others to take action, that is, to buy whatever it is you are selling.     In today's episode, we're going to break down the nuts and bolts of what a powerful sales presentation is. You will learn:    Why the person with the highest energy will be the one to close the sale You will discover the most powerful tool you have to sell Why you should start learning how to make a compelling presentation in front of a group What you can do to improve and be a great presenter Practical tips on how to create engagement when presenting Why you should add value first before you can sell And more...   If you're interested in digging deeper into the Art of Sales, being sure to subscribe on iTunes or Stitcher to get the latest updates when new episodes are published. 

Building a great sales team don't come easy. It's challenging. But it's not impossible. You can build a great team. And in this episode, I'll teach you the three techniques to help you unravel the science of sales management without being a control freak.     There is a misconception that control is everything. But today, I'll share with you why it's not about control but more about the science and techniques you employ.    Three things you'll learn in this episode: Why a successful sales management needs an accountable team.  The importance of training and education Little voice mastery - how to do it and why it's essential   Be sure to subscribe on iTunes or Stitcher so you can get the next episodes automatically.

If you've listened to our previous episode, you've probably learned by now that selling is a cycle. There are six components in a sales cycle and in today's episode we're going to focus on one of the components, that is, how to effectively approach and interact with your leads. Sales people don't get to their goal of closing the sale, not because they don't know their product or their price is too high, but a lot of the times, it's really more of the sales person lacking the skills to approach effectively and connect with his prospect.   So today, you'll discover the best-kept secrets to be a more effective sales person.    In this episode you will learn:  Why sales is an energy game and how you can win that game. Why you should go into their world first Why you should forget about selling in order for you to sell How you can get into a shared reality with your prospect What's the coward's way approach Why you should stop pitching at networking events    Be sure to subscribe on iTunes or Stitcher so you can get the next episodes automatically.