291 Three Letters that can Change Your Sales, Life, and that of Others
The Art of Sales with Art Sobczak
Release Date: 06/05/2024
299 Forget About Trying to Sell; Focus on How You Make People Feel
The Art of Sales with Art Sobczak
A famous saying is that "You can't NOT communicate." Meaning that everything you do or say that is observed by someone, whether it is intentional or not, is creating feelings in others. We can be much more successful in sales, and in life, by focusing on how we can make more of those feelings positive. Art shares contrasting examples from a recent vacation to Cabo San Lucas where he experienced both great and negative feelings from simple interactions. You'll also hear simple things you can do right now to make the lives of others better every day, including yours in the process.
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298 How to Respond to the Too Early "What's it cost?" Question
The Art of Sales with Art Sobczak
Many prospects don't want to abide by our timetable. They want to know what the price is, before we are ready to go there. How you respond makes the difference between annoying them, giving them a price that seems unreasonable for them, OR helping them realize you need to learn more about what they really want so that you can give them the best price. In this episode you'll hear several examples of exactly what to say to get them talking, so you can present price in a way where you have developed value way higher than the price.
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297 GUEST: How to Prevent Stuck Deals, and Get them Unstuck if they Do, with James Muir
The Art of Sales with Art Sobczak
An even bigger problem than losing out to a competitor is losing a deal due to no decision. James Muir wrote an entire book on how to prevent deals from getting stuck in the first place, and then how to get them unstuck. In this episode he shares what to do to prevent stalls, the five issues that cause deals to stick, and exactly what to do and say to get them unstuck.
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296 How to Get the Best Intel to Make Your Prospecting Relevant
The Art of Sales with Art Sobczak
The best way to get voice mails responded to, and create instant interest on prospecting calls is to make your messaging relevant to them by personalizing and customizing it. And the best source of intel to do that is other people who will give it to you. You ask questions, doing Social Engineering. You'll get the simple, proven, four-step process, with word-for-word messaging you can use and adapt to begin collecting that information today. And once you have it, you can plug it into the Smart Calling voice mail and opening process with the free fill-in-the-blanks template you can get at...
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295 "Just be yourself" is Some of the Worst Sales Advice Ever
The Art of Sales with Art Sobczak
When a sales rep is told, "Just be yourself" on calls, instead of being totally prepared, that is some of the worst advice ever. Unless the rep is a skilled, knowledgeable, experienced, prepared person already, just being themself can result in disaster. Maybe you've been there. Art breaks this down, and discusses what we DO need to do in order to become the best version of ourselves, who is authentic, smooth, and connects at a human level. Also he references the newly revised site, with lots of valuable training resources, both free and premium, http://smartcalling.com.
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294 How to React to Price Comments, and Not Give Away Profits
The Art of Sales with Art Sobczak
There is a difference between simple price comments, like, "Wow, that's more expensive than I thought," and real price objections, like, "We don't have that in the budget." The problem for a lot of salespeople, is that at the first sound of a price comment, they begin dropping price. Unnecessarily. You'll hear Art's experience with a tree service owner who cut his profit in half, and what you can and should do when you hear simple price statements and comments. And, to get's Art's free masterclass, "How to Easily Handle Sales Resistance and Objections--Without Using Goofy and Uncomfortable...
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293 Do this Instead of Trying to OVERCOME Objections
The Art of Sales with Art Sobczak
Most sales training on objections contradicts how normal people think and speak. Because, it suggests you tell someone they are wrong. And what is the result of that? The opposite of the intended result: they become more defensive. And it feels sleazy for the person saying it. In this episode Art gives the professional, conversational process to help lead someone through a process, so they will first be open to your ideas, and eventually change their mind, feeling like it is their idea. And he offers a free objections masterclass at http://Smartcalling.training/objections...
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292 Here are the Real ABC's of Sales
The Art of Sales with Art Sobczak
The old mantra is that the ABC's of sales are "Always be closing." Not only is that wrong, but it adds to the negative stereotype of salespeople. The beneficial, real ABC of closing is "Always be curious." Art explains why, and what you can do to enhance your curiousity muscle.
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291 Three Letters that can Change Your Sales, Life, and that of Others
The Art of Sales with Art Sobczak
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.
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290 Voice Mail Message, and Greeting Tips to Make the Best Impression
The Art of Sales with Art Sobczak
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.
info_outlineSuccess 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.