The Art of Sales with Art Sobczak

Most salespeople get the question, "What's this in reference to?" from assistants, or others who protect the time of the boss. The response either gets you screened out, or in. Here's a simple template you can use to create a response that piques curiousity, stirs emotion, and gets you in.

In sales, our words are our tools. They can craft a masterpiece, or totally botch up the job. Art shares tips on how you can stir emotions and move people into taking action.

Although selling and prospecting, when done professionally, is not a pure "numbers game," it does require repetitive, QUALITY activity. And with that, human nature can pull us into an assembly line mentality, which is dangerous, since the individuals you speak with do not respond well to that. Here are six quick tips to help you be in the present on your calls, and pay full attention to the other person.

Every successful salesperson has figured out a way to get, and stay motivated. Even during the tough times. Art shares a number of proven tips to help you keep your attitude, and actions, operating at the highest level, even when things get tough.

Everyone negotiates almost every day. Knowing some basic strategies and tactics can help you to get more of what you want, lose less, and still help the other person. Art shares a number of negotiation tips you can use right now.

As Art found out on a sales call he received, the tired, old, scripted "Feel-Felt-Found" technique is still being taught and used. While the psychology behind it is sound, when it is used verbatim it usually sounds salesy and goofy. Art shares a way to use a version of it, conversationally, and effectively, that you can easily modify.

Most people don't want to be viewed as that "salesy" salesperson. And most people don't want to be subjected, as a buyer or prospect, to that person either. Andy Paul, author of the new book, "Sell, Without Selling Out," is an expert in how to sell at the human level. He shares the four Sell In pillars that are the indispensable instruments of selling: Connection, Curiosity, Understanding, Generosity.

If we react properly to what the prospect is trying to tell us, they will give us the exact words to use to help them buy. And it is NOT pitching. It is recognizing "problem trigger" words and phrasing, and then prompting them to continue telling you more. You'll hear examples of these words, and how to respond to get the information you'll use in your persuasive recommendation.

The reality is that a lot of the math we go through in high school and college is never used by most people. What IS used more often is sales math. You'll hear examples of how to use numbers in your messaging to be more persuasive and help more people buy. 

Like it or not, the reality is that we are all judged every time we speak. The good news is that you control how you speak, sound, and what you say. Here are some suggestions so that your delivery and message are judged favorably.