The Art of Sales with Art Sobczak

It's a simple psychological principle that we all believe more of our own thoughts than what someone tells us we should think. And more people should employ that principle in their sales. Here is a simple type of question to help you do just that, especially in situations where you hear resistance.

Regardless of whatever you have experienced to this point in your life, or your net worth, education, or social status, one thing independent of all of that is one's desire. If you want something with enough passion, other things become minor. I learned this early in life, with high school basketball. I'll share my story, and hopefully it will resonate with you and what you desire.

Olympic athletes have achieved their levels through lots of hard work and practice. There are lots of similarities with sales pros. Further, there's one specific area that sets apart the very top performers from the good performers. You'll hear exactly what that is, and how you can reach that level too.

Many sales reps blow it after they finally get a meeting with a prospect, and then just begin pitching their product. Which usually results in an objection. Here is what to say instead to get them talking about exactly what they want and need, and how you can adapt it for your prospects.

Here's a very simple, but powerful questioning formula you can adapt within seconds to help your prospects sell themselves, and explain why they should buy from you. You only need to fill in two blanks.

Art received a question from a listener about a lack of success with his prospecting opening. He shared what he was saying and asking, and Art gave a detailed recommendation about what he should say instead to get better results. You can model this, adapt it, and use it to get a good response too.

We need to plan our sales messaging for sure, but much of our calls rely on reacting and responding. But many salespeople find it challenging to get off script, be spontaneous, and think on their feet.  Master improv instructor, Gina Trimarco discusses how to leverage the same techniques that actors and comedians use to improvise in the moment while on stage and still appear brilliant (and on script) to the audience. 

Many salespeople send out lots of horrible sales emails that quickly get deleted. And that's If they even get opened. Most are way too long. Here's a technique that uses simply one sentence. And it has gotten results. See how you might be able to use it.

There are a number of mistakes at the start of calls and voice mails that actually cause resistance. You'll hear a number of the common ones, along to what TO DO to create interest and bring value so prospects and customers want to speak with you.

It's not that tough to radically increase your performance and production. When you focus on doing the right things, you can see massive results. Art shares three questions that will help you do just that right now.