The Art of Sales with Art Sobczak

Someone who is always the victim has little chance to succeed in professional sales. Sales, when done at the highest level is all about taking responsibility, ownership, and leading. If someone is not getting the results they want, it is on them. Not because of anything, or anyone else. In this episode you'll hear what to do to identify victim tendencies, and specific actions to take full ownership, all of the time.

Art, an experienced sales coach, shares insightful strategies for overcoming common price objections. He emphasizes transforming objections into constructive conversations by asking probing questions. This approach helps uncover the underlying concerns of prospects, encouraging them to reconsider their beliefs. Art offers practical techniques that focus on dialogue rather than adversarial rebuttals. Don’t miss his free objections masterclass for a deeper dive into mastering sales conversations!

A famous saying is that "You can't NOT communicate." Meaning that everything you do or say that is observed by someone, whether it is intentional or not, is creating feelings in others. We can be much more successful in sales, and in life, by focusing on how we can make more of those feelings positive. Art shares contrasting examples from a recent vacation to Cabo San Lucas where he experienced both great and negative feelings from simple interactions. You'll also hear simple things you can do right now to make the lives of others better every day, including yours in the process.

Facing early pricing questions can derail a sales conversation. Learn to navigate these inquiries by focusing on the prospect's needs instead of jumping straight to costs. Real-life examples illustrate effective responses that shift the dialogue towards uncovering value. The aim is to help prospects understand what they truly want, allowing sales professionals to present pricing meaningfully and advantageously, creating a win-win situation.

James Muir, an expert on preventing stalled sales, shares his invaluable insights gleaned from his latest book. He delves into the critical issue of deals going stagnant and reveals the five common pitfalls that lead to this problem. Muir offers actionable strategies for maintaining momentum in sales processes, emphasizing proactive communication and securing executive support. He introduces innovative techniques for re-engaging clients, tackling uncertainties, and ultimately ensuring a successful close.

The best way to get voice mails responded to, and create instant interest on prospecting calls is to make your messaging relevant to them by personalizing and customizing it. And the best source of intel to do that is other people who will give it to you. You ask questions, doing Social Engineering. You'll get the simple, proven, four-step process, with word-for-word messaging you can use and adapt to begin collecting that information today. And once you have it, you can plug it into the Smart Calling voice mail and opening process with the free fill-in-the-blanks template you can get at http://salesbyphone.com.

When a sales rep is told, "Just be yourself" on calls, instead of being totally prepared, that is some of the worst advice ever. Unless the rep is a skilled, knowledgeable, experienced, prepared person already, just being themself can result in disaster. Maybe you've been there. Art breaks this down, and discusses what we DO need to do in order to become the best version of ourselves, who is authentic, smooth, and connects at a human level. Also he references the newly revised site, with lots of valuable training resources, both free and premium, http://smartcalling.com.

There is a difference between simple price comments, like, "Wow, that's more expensive than I thought," and real price objections, like, "We don't have that in the budget." The problem for a lot of salespeople, is that at the first sound of a price comment, they begin dropping price. Unnecessarily. You'll hear Art's experience with a tree service owner who cut his profit in half, and what you can and should do when you hear simple price statements and comments. And, to get's Art's free masterclass, "How to Easily Handle Sales Resistance and Objections--Without Using Goofy and Uncomfortable Rebuttals," go to http://SmartCalling.Training/objections

Most sales training on objections contradicts how normal people think and speak. Because, it suggests you tell someone they are wrong. And what is the result of that? The opposite of the intended result: they become more defensive. And it feels sleazy for the person saying it. In this episode Art gives the professional, conversational process to help lead someone through a process, so they will first be open to your ideas, and eventually change their mind, feeling like it is their idea. And he offers a free objections masterclass at http://Smartcalling.training/objections

The old mantra is that the ABC's of sales are "Always be closing." Not only is that wrong, but it adds to the negative stereotype of salespeople. The beneficial, real ABC of closing is "Always be curious." Art explains why, and what you can do to enhance your curiousity muscle.