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

The Art of Sales with Art Sobczak

Release Date: 09/21/2022

251 A Simple Question to Help Them Take Action show art 251 A Simple Question to Help Them Take Action

The Art of Sales with Art Sobczak

A common complaint of salespeople is that prospects don’t move. They don’t take action. So pipelines get clogged up. And it's the salesperson's own fault. In this episode Art shares a simple question that will help people actually see themselves taking action, which is a prerequisite for anyone doing anything. You'll be able to adapt the question for your own calls, and get more people moving today.

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250 Gratefulness Leads to Great Fullness show art 250 Gratefulness Leads to Great Fullness

The Art of Sales with Art Sobczak

 A special Thanksgiving message today about gratefulness, that actually should be applied every day of the year. Your life will be enriched, as well as those around you.

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249 Do NOT Ask if They are the Decision Maker show art 249 Do NOT Ask if They are the Decision Maker

The Art of Sales with Art Sobczak

Many prospecting calls start with, "Are you the person there who handles the purchasing of...?" Which is the wrong thing to say. Really, who says that? Salespeople. And it creates instant resistance. Art shares what to say instead to create interest, and still be sure you are talking to the right person.

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248 The Boring Fundamentals Always Have, and Always Will Work show art 248 The Boring Fundamentals Always Have, and Always Will Work

The Art of Sales with Art Sobczak

There is no magic pill, secret sauce, or easy button in sales, although many seek it. Every ultra-successful sales pro has mastered the basics. You can, and should too. In this episode Art covers the steps in the sales process, the most important keys to success, and the mistakes to avoid.

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247 How to Respond to the Immediate, 247 How to Respond to the Immediate, "I'm Not Interested"

The Art of Sales with Art Sobczak

Something that anyone who has ever made a prospecting call has experienced is the quick brush off attempt. Most salespeople give up, and feel rejected. That's the wrong thing to do, since it's not a real objection. You'll hear exactly what to say, along with examples you can use on your own calls to salvage more opportunities.

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246 Fear and Scaring- How to Use These Motivators to Help People show art 246 Fear and Scaring- How to Use These Motivators to Help People

The Art of Sales with Art Sobczak

Fear is one of the strongest human motivators. It causes people to take massive action, or do nothing because it paralyzes them. And we should use it in our own sales. Professionally, and ethically of course. To help people. You'll hear exactly how, in three different areas.

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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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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.