The Art of Sales with Art Sobczak

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.

This past weekend I attended a regular meeting of a marketing and business mastermind/coaching group I belong to. I have three days worth of ideas and best practices that I could use. But I won't. Here is what I need to do, and you should too in order to achieve the highest goals you'd like to reach.

We turn conventional sales belief and practice upside down in this episode. It's normal for salespeople to want to avoid no. In fact, the fear of it is what causes many to avoid calling, which means they have zero chances of making sales. Andrea Waltz suggests that we "go for no," which is also the title of the book she co-authored with her husband, Richard Fenton. You'll learn how to totally change your mindset regarding "no,"  why you should actually seek them out, and how when you do in a big way, will get more "yes" answers than you ever imagined.

Most sales and prospecting voice mail messages get deleted because they are awful. Some are in the gray area of credibility. Others are flat out deceptive.  Yet, skilled salespeople understand the effective way to use. And that’s what we cover in today’s show. You'll hear what does not work, and the entire Smart Calling Voice Mail process that you can fill-in-the-blanks in order to begin using your own effective message.

Art receives a call, on-air, from the clueless cold caller, Al Smolski. Al makes every mistake in the book, and Art gently schools him and what he's doing wrong, and what he should do instead at the opening of prospecting calls. We're not sure if Al gets it yet, but you can learn from it in this episode.

Many salespeople give away pure profits unnecessarily. It's when they hear what is actually just a price comment or statement, and then feel compelled to drop price, or get into a price negotiation. In this episode you'll hear the difference between price statements/comments and real objections, and exactly what to say in those situations so you can always get your full price.

Many salespeople talk too much about their products/services, dumping on prospects with things that are not of interest. And that creates objections. In this episode you'll hear how to avoid data dumping, and what TO do instead.

To be really successful in sales, being "good enough," or doing a "good enough" job doesn't cut it. Hear how going the extra mile is the secret of the top performers and earners.

One of the most worthless things to say at the beginning of a call to a prospect or customer is "I'm just checking in with you." (The "Probation Officer" call.)  Or, another variation is the "Baseball Opening," which is "I'm calling to just touch base." These openings go nowhere, and actually are disrespectful of the other person's time. In this show, you will see what you can say in order to deliver value, pique curiosity, and not be viewed as a typical salesperson. You'll get three methods by which you can create your unlimited supply of value-added reasons for calling someone.