The Art of Sales with Art Sobczak

In this episode Art reviews an opening from a sales pro who when through his Smart Calling training. You'll hear the successful Smart Calling prospecting opening process and messaging, and how even good openings can be improved with a few words added or deleted.

As everyone in sales has experienced, lots of things have changed the past couple of years, and those things began changing even before Covid. Selling the old way, in the new environment, does not work. And today's guest, Colleen Francis, has pinpointed and summarized the new-way ideas and strategies for sales pros and leaders to help embrace and thrive moving forward.

A question used by some salespeople at the end of their discovery is, "What else should i be asking you that I haven't yet?" The theory behind it is good, but the delivery is not, since it places all of the burden of the thinking on the listener. There is a better alternative, that makes it easier for them to answer, anf for you to get great information. You'll hear the exact formula for this, so...

Art answers a question about if, and when to drop the names of other clients when prospecting.

There are many similarities between professional sales, and what police detectives do in their interview and interrogation process. Today's guest, Mike Butera, is a 24-year veteran of the Omaha Police Department, having served in almost every unit. And he now is a professor at Bellevue University, teaching new officers. Mike shares a number of strategies, tactics, processes, and other fascinating...

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...

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, Genero...

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.

A situation most people who prospect by phone have experienced is the immediate, "I'm not interested," or, "We're all good," followed by a hang up. So, what should you do in this situation. It is NOT to call back immediately. Art shares the mental, and tactical steps to take in order to not feel rejected, and to still have a chance with this seemingly uninterested prospect.

Most every salesperson who prospects has been asked, or will be asked, "Are you a salesperson?" by the decision maker's assistant. How you answer determines if you will be screened out, or be put through. You'll hear suggestions from other sales pros as to how they answer, and Art shares his recommended way of answering.

In a time where people are more connected to electronics, devices, and social media than ever, we are actually less connected to fellow humans. Today Art tells a personal story of an interaction that really hit home and impacted him, and how we all can improve our connections, and impact.

You can have what you want, IF you ask yourself the right questions, and act on the answers. Here are questions to help you do just that. (Get a transcript of these at http://TheArtofSales.com so you can print them out and write your answers.)

This will certainly make some people mad--and they are the ones who need to hear it the most: YOU, and your habits, decisions, and actions up to this point in your life have determined where you are right now. The great news, is that you also can decide to make things better. Right now.  Art shares some common sense advice and facts that can help you make next year--or any part of your future--the...

No one want to be subjected to, or sound like the typical stereotype of a salesperson. To avoid that, what we do BEFORE making a recommendation is key. You'll hear a simple, unique approach to help get someone in a frame of mind where they first sell themself on wanting to change their situation.

When we get a tough question, and answer it without first knowing why the person asked it, we could dig a hole for ourselves. Salespeople do all of the time. The best option is to find out why they asked, so we can then determine exactly how to answer. You'll hear examples of exactly what to say in these situations.

Often salespeople speak with people in an organization who might not be able to give the final yes, but they do play a role in the sales process. As tempted as we might be to go over them (as is the case when we are buyers in our personal life, as Art explains) there is a more effective way to do it. You'll hear how, along with specific messaging to use.

Most salespeople have experienced the prospect who seemed hot at one point, but then went cold. Art answers a number of common questions about this situation, and gives examples of what to do to avoid it, and also revive those leads.

This week Art went into his golden vault of sales tips and methods and pulled out lots of brief nuggets that will help motivate you, get you through more often, and selling more.