The Art of Sales with Art Sobczak

Too many sales calls wander aimlessly and end without accomplishing anything. Often, that's because the "accomplishment" itself was never defined. You'll hear how and why to set your "Primary Objective" for your sales calls, so you'll actually achieve them more often.

The fear of hearing "no" prevents activity and sales more than anything else.  It doesn't need to be that way, and shouldn't.  You'll hear how to focus on what is really most important, which makes you indifferent to no's, and motivated to do what you need to, to get the success you want.

It's a psychological principle that people's desire for things increase in relation to its scarcity. There are many ways this is used in sales, and life in general. (It might be why the title of this episode intrigued you.) You'll hear how you can use it in your own sales.

Many sales opportunities are lost due to the bad choices of words that salespeople use. They say things to actually create objections that were never there in the first place. In this episode you'll hear examples of these, and what to do to avoid them.

The old saying is true: "The fortune is in the follow up." BUT, only if you actually get to prospects and customers to show up, and have done something since the previous contact. Art shares a couple of simple questions to get them to set the follow-up date, AND agree to take some action that keeps the sales process moving.

A common complaint of salespeople is that prospects don’t move. They don’t take action. So pipelines get clogged up. And it's the salesperson's own fault. In this episode Art shares a simple question that will help people actually see themselves taking action, which is a prerequisite for anyone doing anything. You'll be able to adapt the question for your own calls, and get more people moving today.

 A special Thanksgiving message today about gratefulness, that actually should be applied every day of the year. Your life will be enriched, as well as those around you.

Many prospecting calls start with, "Are you the person there who handles the purchasing of...?" Which is the wrong thing to say. Really, who says that? Salespeople. And it creates instant resistance. Art shares what to say instead to create interest, and still be sure you are talking to the right person.

There is no magic pill, secret sauce, or easy button in sales, although many seek it. Every ultra-successful sales pro has mastered the basics. You can, and should too. In this episode Art covers the steps in the sales process, the most important keys to success, and the mistakes to avoid.

Something that anyone who has ever made a prospecting call has experienced is the quick brush off attempt. Most salespeople give up, and feel rejected. That's the wrong thing to do, since it's not a real objection. You'll hear exactly what to say, along with examples you can use on your own calls to salvage more opportunities.