228 Warren Buffett, and Name Dropping When Prospecting
The Art of Sales with Art Sobczak
Release Date: 04/22/2022
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
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)
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
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
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 "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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235 How to Avoid Creating Objections
The Art of Sales with Art Sobczak
Sales reps create more objections than were ever there to begin with. They do so by talking too much about things the other person is not interested in. It's simple to avoid. Art shares specifics as to how.
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234 A Follow-Up Mistake to Avoid, and What TO Do
The Art of Sales with Art Sobczak
Many sales are lost due to non-existent, or poor follow-up. Art shares an example of a common mistake sales reps make that cost them, and what to do to turn more follow-ups into sales.
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233 Encore Presentation of How to Never Be Rejected Again
The Art of Sales with Art Sobczak
The fear of rejection is what stops many salespeople from being successful, and has prevented many others from even getting into sales. It should not, and does not need to be that way. Art discusses what rejection really is, how you can avoid it, never feel rejected again in sales, and even accomplish things when you get no's.
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232 How to Avoid the "I,I" Mistake that Kills Sales
The Art of Sales with Art Sobczak
Far too many people have the "I, I's," meaning they mostly talk about themselves and what they think. That's not a good idea for life in general, and it is fatal for sales reps. Art shares an example of how it happened to him, and what we should do to make our recommendations more sensory, and all about the listener, so that they take the action you want.
info_outlineArt answers a question about if, and when to drop the names of other clients when prospecting.