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241 How to Recommend What They'll Buy, Instead of Presenting What They'll Object To

The Art of Sales with Art Sobczak

Release Date: 08/06/2022

245 A Simple One-Question Template to Help People Sell Themselves show art 245 A Simple One-Question Template to Help People Sell Themselves

The Art of Sales with Art Sobczak

It's always better to let people tell you what they want, and sell themselves in the process, than YOU telling them what you want them to buy. Art shares a simple, one sentence template that you can use by filling in two blanks.

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244 GUEST: How to Win the Relationship, and Not the Deal, With Casey Jacox show art 244 GUEST: How to Win the Relationship, and Not the Deal, With Casey Jacox

The Art of Sales with Art Sobczak

In sales, too often the salesperson's emphasis is self-centered, with the focus on what they want... the meeting, the sale, the commission. And that is evidenced by product pitches, irrelevant and unfocused messaging that is not personalized. Professional sales is all about relationships, not just getting the deal. Casey Jacox wrote the book on that, and shares valuable, important rules we all can benefit from.

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243 How to Handle Prospects Who are in 243 How to Handle Prospects Who are in "Panic Mode" (and not get ghosted)

The Art of Sales with Art Sobczak

We all love to hear from prospects who contact us and seem ready to buy. Some are in a great hurry to get price quote, proposal and other information urgently. But, all of those do not really intend on buying from you. In this episode, Art shows how to sort through and find the real buyers, and not waste time with those who will never buy from you.

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242 Asking About Budget Usually Means You Get NO Money show art 242 Asking About Budget Usually Means You Get NO Money

The Art of Sales with Art Sobczak

Asking "What is your budget?", or "Do you have anything left in your budget?" typically results in an objection. The fact is, if you are talking to the right person, and the need for what they want is strong enough, they will find a way to get the money. Art shares a story about a call he received where the rep killed the call with his question, and what he--and you could do instead to get people talking about buying what they want.

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241 How to Recommend What They'll Buy, Instead of Presenting What They'll Object To show art 241 How to Recommend What They'll Buy, Instead of Presenting What They'll Object To

The Art of Sales with Art Sobczak

The biggest problem in sales is people presenting what they want to sell, without regard for what the other person might be interested in. And that causes objections. It's really not that tough to do things the right way. To recommend instead of present. But it needs to be done in the right way, at the right time. Art shares his simple four-step process for doing just that, so you can get more agreement, and fewer objections.

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240 Believe You'll Win Every Time--Like George Brett show art 240 Believe You'll Win Every Time--Like George Brett

The Art of Sales with Art Sobczak

Many sales calls are doomed because the sales rep told himself so before the call. You might not win them all, but if you don't think you'll win, you'll likely get very few. Art discusses the importance of your thoughts going into any sales situation--or competition--and shares a personal story.

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239 How Casino Dealers Sell (and sold us) show art 239 How Casino Dealers Sell (and sold us)

The Art of Sales with Art Sobczak

Many jobs that aren't considered sales, actually involve a lot of selling. Casino dealers are in that category. Art shares his recent, positive Las Vegas experience and how the dealers at one casino were the ultimate sales pros.

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238 Why Salespeople and Calls Fail, Even Before Talking to a Prospect show art 238 Why Salespeople and Calls Fail, Even Before Talking to a Prospect

The Art of Sales with Art Sobczak

When people fail at sales, and when individual calls are not successful, the fate has been determined well before they ever speak with prospects and customers. It's due to their self-centered mindset. Here are specific questions to ask yourself about your prospects and customers to think about them, and what they want in order to guide your attitude and messaging.

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237 How to Sell a Craigslist Inquiry show art 237 How to Sell a Craigslist Inquiry

The Art of Sales with Art Sobczak

As the intro to the show states, "everyone sells every day," regardless of whether it is someone's actual job. In this episode Art shares an experience that most have had: listing something for sale and dealing with potential buyers. He shares mistakes to avoid, and what to do to get a sale, at full price.

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236 Ask for the 236 Ask for the "No" So you Can Dump Nonbuyers and Save Time

The Art of Sales with Art Sobczak

Some suggest that in sales we never ask a question to which someone can respond with a "no." That's not only false, there are many situations where we are looking for a quick "no." You'll hear when, why, and how to get that "no" to save time and move on to better prospects.

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The biggest problem in sales is people presenting what they want to sell, without regard for what the other person might be interested in.

And that causes objections.

It's really not that tough to do things the right way. To recommend instead of present. But it needs to be done in the right way, at the right time.

Art shares his simple four-step process for doing just that, so you can get more agreement, and fewer objections.