The Art of Sales with Art Sobczak

There is more free sales advice than ever available. Some of it is great. Some of it actually creates "no's" and other collateral damage. For example, nonsense on scripts, going for a meeting in a call opening, sales being just a numbers game, and more. In this episode, you'll hear Art going off on these topics, and more. Plus, he'll give you suggestions on what TO do instead.

Art takes an actual opening statement/voicemail message submitted by a client, breaks it down word by word, points out what is good, what is not, and then revises it. You'll hear what not to do with your own call openings and voice mails, and what to include so that you can create interest and get prospects engaging with you.

If you THINK you sell the same thing as everyone else, you do. The result of that usually is getting sucked into a price-dropping situation, which is not a profitable business strategy. You'll hear tips on how to position the value of what you sell, so you don't need to sell on price, and get your full price every time.

It's harder than ever to get people to reply to voice mail and emails. Most messages get ignored and deleted. Yet, a few DO get responses. In this episode, you'll hear FIVE proven methods you can use in your own messaging to get people to reply to you.

The quality of your question determines the quality of your answer. Many sales and opportunities are lost, not because questions were not asked... but because GREAT questions were not asked. You'll hear examples of weak questions, and the better alternatives, AND specific techniques you can use to ask your own great questions.

Hearing "I want to think about it" from prospects is often frustrating, and too many times results in nothing ever happening. Sometimes people DO need to think about it. Other times they are just procrastinating and can move forward more quickly. And yet other times they are just getting rid of you. In this episode you'll hear how to identify the prospect's intention, and how to respond to get movement quicker.

"Rules are meant to be broken" is a saying that might apply to some things. But not sales. If you want to sell successfully, conversationally, and ethically, I have nine rules that should not be broken. Hear them, and what you can do right now to get more success in all of your sales situations.

Best-selling author, Bob Burg, discusses lessons we can all use from his newest book, "The Go-Giver Influencer." He shares his Five Secrets of Genuine Influence which we can use in sales, and all areas of life. And you'll hear his one sentence that is guaranteed to prevent misunderstandings.

The top earning salespeople listen at a different level. They listen for the "lean in" comments from prospects and customers. These are things they say that can tell us exactly what it will take to help them buy. Yet, many salespeople hear them, but don't even realize it. You'll hear exactly what these are, and how to react to them so you can get more sales and appointments.

Nothing has ended more prospecting calls than the words, "I'm not interested." Or, variations of it, like, "We're all good." Or "We're happy with what we have." But, most salespeople who get blown off the phone by these things don't understand that these are NOT real objections. Prospects WILL stay on the phone with you, and ultimately agree to meet with and buy from you, when you respond the right way. In this episode you will hear what these prospect responses really are, and exactly how to reply so you keep them talking, get them interested, and ultimately buying from you.