The Art of Sales with Art Sobczak

Asking someone "Why?" they do or say something has the potential to put someone on the spot and feel like they need to defend themselves. 

A scientifically-proven better option is to word questions with "How?"

In this episode you hear the reasoning, and specific examples of how to use "How?" to get more and better information, build relationships, and make more sales. 

Probably the biggest roadblock to success for most salespeople is the fear of rejection.

But, rejection doesn't actually exisit. It is the story that someone attaches to an experience.

When we take control, and tell ourselves different, better, and positive stories, rejection doesn't happen.

You'll hear exactly how to do this, and how to never be rejected again.

Someone who is always the victim has little chance to succeed in professional sales.

Sales, when done at the highest level is all about taking responsibility, ownership, and leading.

If someone is not getting the results they want, it is on them. Not because of anything, or anyone else.

In this episode you'll hear what to do to identify victim tendencies, and specific actions to take full ownership, all of the time.

An objection some salespeople hear is, "I only want to pay if I get the results you say we'll get."

Art shares how he suggested a fellow coach handle that actual objection that she received from a prospect, and the exact process that you can use to prepare for and address your own objections.

And it's not by using silly, adversarial objection "rebuttal" techniques, but instead getting someone talking and explaining the reason behind their belief.

The process is covered more in-depth in Art's free objections masterclass that you can get access to immediately at http://Smartcalling.training/objections

A famous saying is that "You can't NOT communicate." Meaning that everything you do or say that is observed by someone, whether it is intentional or not, is creating feelings in others.

We can be much more successful in sales, and in life, by focusing on how we can make more of those feelings positive.

Art shares contrasting examples from a recent vacation to Cabo San Lucas where he experienced both great and negative feelings from simple interactions. 

You'll also hear simple things you can do right now to make the lives of others better every day, including yours in the process.

Many prospects don't want to abide by our timetable. They want to know what the price is, before we are ready to go there. 

How you respond makes the difference between annoying them, giving them a price that seems unreasonable for them, OR helping them realize you need to learn more about what they really want so that you can give them the best price.

In this episode you'll hear several examples of exactly what to say to get them talking, so you can present price in a way where you have developed value way higher than the price.

An even bigger problem than losing out to a competitor is losing a deal due to no decision.    James Muir wrote an entire book on how to prevent deals from getting stuck in the first place, and then how to get them unstuck.   In this episode he shares what to do to prevent stalls, the five issues that cause deals to stick, and exactly what to do and say to get them unstuck.

The best way to get voice mails responded to, and create instant interest on prospecting calls is to make your messaging relevant to them by personalizing and customizing it.

And the best source of intel to do that is other people who will give it to you. You ask questions, doing Social Engineering.

You'll get the simple, proven, four-step process, with word-for-word messaging you can use and adapt to begin collecting that information today.

And once you have it, you can plug it into the Smart Calling voice mail and opening process with the free fill-in-the-blanks template you can get at http://salesbyphone.com.

When a sales rep is told, "Just be yourself" on calls, instead of being totally prepared, that is some of the worst advice ever.

Unless the rep is a skilled, knowledgeable, experienced, prepared person already, just being themself can result in disaster. Maybe you've been there.

Art breaks this down, and discusses what we DO need to do in order to become the best version of ourselves, who is authentic, smooth, and connects at a human level.

Also he references the newly revised site, with lots of valuable training resources, both free and premium, http://smartcalling.com.

There is a difference between simple price comments, like, "Wow, that's more expensive than I thought," and real price objections, like, "We don't have that in the budget."

The problem for a lot of salespeople, is that at the first sound of a price comment, they begin dropping price. Unnecessarily.

You'll hear Art's experience with a tree service owner who cut his profit in half, and what you can and should do when you hear simple price statements and comments.

And, to get's Art's free masterclass, "How to Easily Handle Sales Resistance and Objections--Without Using Goofy and Uncomfortable Rebuttals," go to http://SmartCalling.Training/objections