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283 How to Avoid "Sleepwalking" Through Your Questioning and Listening

The Art of Sales with Art Sobczak

Release Date: 02/21/2024

287 Don't Speak Klingon--Unless You're Selling to Klingons show art 287 Don't Speak Klingon--Unless You're Selling to Klingons

The Art of Sales with Art Sobczak

Think about the last time you spoke with someone whose words were so foreign to you that you had no idea what they were saying. And by foreign, that could be being overly technical, or using jargon that you never use in your world. That's what some salespeople do, and it kills sales. In this episode you'll hear examples of how that happened with Art, and specific what-to-do's in order to be sure you are speaking their language so you connect at a high level.

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286 EXPECT to Win Them All (Like George Brett) show art 286 EXPECT to Win Them All (Like George Brett)

The Art of Sales with Art Sobczak

A very simple--but not always followed--principle is that those who expect to win, do so more often than those who think they don't have a chance. This applies to sports, and sales. Art shares a story about what George Brett had to say about this, and explains how it applies to all of your calls, and how you can win more of them.

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285 GUEST- How to Create Customer Experiences that Causes them to Stay for Life, with Richard Weylman show art 285 GUEST- How to Create Customer Experiences that Causes them to Stay for Life, with Richard Weylman

The Art of Sales with Art Sobczak

Richard Weylman works with businesses worldwide, helping them create customer experiences that keeps them coming back. In this episode, he shares what customers really want, that you can model in your own business, and sales. He shares a number of instantly-useable, how-to's and what-to-say messaging examples that you might not have heard before, and perhaps even correct mistakes that repel prospects and customers.

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284 GUEST- How to Turn Strangers into Paying Customers, with Jason Bay show art 284 GUEST- How to Turn Strangers into Paying Customers, with Jason Bay

The Art of Sales with Art Sobczak

Today's guest, Jason Bay, specializes in helping sales pros use outbound calling to get through to, and engage more new buyers.    In this episode we discussed, -The two key components for prospecting success and getting to buyers today.  -How to increase your "pick up rate," which is the percentage of people actually answering your call. -How to respond when someone objects to being called on their mobile phone. -What's working now with cold email to get responses. -Plus more!

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283 How to Avoid 283 How to Avoid "Sleepwalking" Through Your Questioning and Listening

The Art of Sales with Art Sobczak

Many people ask questions, then don't even listen to the answers. It's like driving somewhere, but when you arrive, don't remember anything about the drive because your mind was totally immersed in something else. This is "sleepwalking" through the communcation process, and it is dangerous for us as sales pros. You'll hear specific how-to's on how to avoid it, and what TO do to be a high level questioner and communicator.

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282 GUESTS 282 GUESTS "Streetwise to Saleswise"- How to Become Objection Proof, with Bob Burg and Jeff C. West

The Art of Sales with Art Sobczak

Best-selling authors Bob Burg, and Jeff C. West have teamed up to write an excellent new sales parable in book form. Filled with lessons on leadership, sales skills, music, and entertainment, it’s a short, fun read, which will both new and veteran sales pros, or anyone who communicates. In this special video episode, Bob and Jeff share with Art lessons from the book, the inspiration for it, what it's like to collaborate on a book, and more.

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281 Trust in Sales: 13 Ways to Build It show art 281 Trust in Sales: 13 Ways to Build It

The Art of Sales with Art Sobczak

The saying is that people buy from those they know, like, and trust. But, how is trust built? There isn't a standard playbook for that. But, in this episdoe Art covers 13 strategies and tactics you can use to build more trust and credibility with prospects and customers. This is an excerpt from a comprehensive training Art did for his coaching members. You can get that at http://ArtSobczak.training/Know-Like-Trust.

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280 It IS OK to Assume This show art 280 It IS OK to Assume This

The Art of Sales with Art Sobczak

There are many things we should not assume, in life, and sales. One thing we can assume, though, is that someone is experiencing a pain or a problem (IF you have done your homework, and have targeted your prospects well.) By assuming a problem, we can avoid dumb, go-nowhere sales questions, and instead, ask great questions that get them to talk about that pain or problem. These questions are easy for them to answer, as opposed to the dumb ones that give us answers we can't use, since we asked them to do too much work to answer. You'll hear exactly how you can easily create your own Assumptive...

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279 Sales Lessons from a good TV commercial show art 279 Sales Lessons from a good TV commercial

The Art of Sales with Art Sobczak

Most TV commercials are just plain dumb, and often annoying. However, one company understands sales and persuasive messaging, and gets it right. That's Fisher Investments. In this episode Art breaks down one of their commercials and points out the sales techniques at work, and how you can use them too.

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278 How Millionaire Sales Professionals Think show art 278 How Millionaire Sales Professionals Think

The Art of Sales with Art Sobczak

The not so secret, "secret" of the top achievers in anything is that they THINK differently than those who do not come close to their levels of accomplishment.    One of those important areas of thinking is having an abundance--not scarcity--mindset.   In this episode you'll hear specific examples and actions you can take to model that thinking in your own life and sales profession to reach levels that are yours for the taking.

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More Episodes

Many people ask questions, then don't even listen to the answers. It's like driving somewhere, but when you arrive, don't remember anything about the drive because your mind was totally immersed in something else.

This is "sleepwalking" through the communcation process, and it is dangerous for us as sales pros. You'll hear specific how-to's on how to avoid it, and what TO do to be a high level questioner and communicator.