The Art of Sales with Art Sobczak

Too many salespeople send samples/demos/links to content/proposals, and then wonder why they are not successful on their follow up calls. The reason usually is because of what they did NOT ask before agreeing to send something out. You'll hear what that is in this episode, along with examples you can adapt and use to turn more of your follow ups into sales.

Most voice mails from salespeople are ignored and deleted. Usually as a result of the mistakes the salesperson makes with the message. You'll hear these common mistakes to avoid, and what TO DO and say to get more prospects interested and replying to you.

Lots of opportunities are lost every day because one small detail is absent from conversations: agreeing on a time when something will actually happen. In this brief episode you'll hear the simple way to do this, so you will help people take action.

While video has become a big part of the lives of many sales pros, most do not use it as effectively as they could. And many more are just awful. Julie Hansen, actor and sales author and trainer, shares eye-opening and essential techniques used by on-camera pros for creating a near in-person experience to build deeper relationships, and communicating with greater influence and credibility.

To be relevant in today's noise-filled sales world, we need to customize and personalize our messaging so it is all about the prospect and customer. Some say that is being creepy. It could be, when used the wrong way. You'll hear the right way, along with examples, to make your messaging stand out, and engage prospects and customers.

Art reviews the opening statement of a sales rep who made a number of mistakes in his opening. This rep was calling on leads from a sales rep who had left the company. And you'll hear what the rep should have said to have been successful on the call.

There's a saying in golf that when a golfer doesn't have the skill or confidence to aim and trust a putt by hitting to the higher side of cup's elevation, that they "missed on the amateur side." A similar correlation can be made in sales situations when the sales rep doesn't dig deep enough with their questions and takes the easy way out. Hear what you should do instead to turn more conversations into sales.

In today’s sales and marketing environment, in order to have any chance of success we must be able to cut through all of the noise, get attention, and stand out from the competition. Today’s guest, Lee Salz, shows us exactly how to do that.

Art shares an experience where he was the customer at a small clothing boutique in Positano, Italy. The salesperson only needed a couple of words, used several times, to win a very nice sale. You can use these two words as well with similar results.

The key to cutting through all of the noise and clutter you are competing with every day is to make your message relevant. That means customizing, personalizing, and tailoring it for your prospect. One of the best ways to get the intel to do that is a process called Social Engineering where you speak with people other than your decision maker. You'll hear the exact process to create your own script and begin using it right away.