My friend, Art Sobczak (pronounced Sub check), President of Business By Phone,Inc. is among the world’s most highly-regarded experts on tele-selling. But, from my years of reading his works, I can tell you he is simply an expert at sales, through-and-through. In this article (excerpted), Art briefly takes us through a terrific sales process where he was the prospect, then adds an exceptionally valuable insight:
I was looking at a couple of pieces of office furniture from different dealers. One was more expensive than the other, but I liked it more, and the sales rep knew that.
After I hemmed and hawed awhile about hesitating because of the price, he said,
“Two years from now, after you have been enjoying this for awhile, and have forgotten what you paid for it, do you think you will have made the right choice?”
Wow, what a great question! Of course I bought it.
In one of my first corporate-life sales positions, a wise trainer said to me,
“There are no price objections, only value questions.”
WOWEE WOW! Now, that was some great advice, from the salesperson, from the trainer, and from Art.
Art, thank you for allowing me to share this.
I find I learn from every article I read from Art’s ezine and recommend it highly to anyone in sales.
So, what lessons did you take away from Art’s teaching?