The Art of Sales with Art Sobczak

It's long been taught that we need to find the pain and solve it. Well, that's half right. According to guest expert Dan Seidman, gain is just as big of a motivator. The key is how to identify it, and then what to do with it. Dan shows us how, with examples in this episode.

Using "how" questions is powerful in many parts of the sales process. Art shares 76 "how" questions that you can use or adapt in your own sales situations.

Negative assumptions in sales typically become reality. From whether it be the quality of a lead, or if someone is qualified to buy, if we assume negatively, we usually make it come true. Sometimes erroneously, which could cause us to lose sales. See what we should think and do instead to make our assumptions positive.

In negotiating and sales, it often pays to create a scenario either much higher or lower than the one that you'll ultimately settle for. In this episode, you'll see many examples of how to do this to get what you want, including how Robin Williams did it as Mrs. Doubtfire.

When you get an inquiry from a prospect, and they just seem too eager to get information from you right now, giving the impression they are ready to buy quickly, don't be fooled. Here's what you should do to be certain you have a real buyer.

One way to get better at anything is to avoid the mistakes that cause failure. That is definitely true with sales and prospecting call openings and voice mails. Art shares five of the most common call mistakes that cause prospects and customers to delete voice mails, and respond with objections to salespeople.

Here's one of the most fundamental--but often not followed--rules of sales: people buy what they value, NOT what you think is important. Art shares an example from the grocery store, and a simple exercise to come up with questions to use so that you are sure to sell value every time.

The correct word or two can and does make the difference between success and failure in sales messaging. But, words don't operate on an island, they are interpreted in the context of the listener's situation. You'll hear whether or not it makes a difference to use "feel" vs. "think" in asking someone where they stand on your offer.

If you watch Jeopardy!, you know of Ken Jennings, the winningest player of all time. But you probably don't know of the player who ended his legendary winning streak. Nancy Zerg had the attitude that someone was going to beat him, why not her? THAT is the attitude we must have as salespeople, instead of one where we are defeated before we even place a call. Hear what to do and avoid to be like Nancy.

Most sales training has it all wrong about how to respond to resistance and objections. Usually the suggestion is to come back with an argumentative rebuttal. Instead, get the other person to open up with this very simple, conversational question that you can easily adapt to your situation.