The Art of Sales with Art Sobczak

Olympic athletes have achieved their levels through lots of hard work and practice.

There are lots of similarities with sales pros.

Further, there's one specific area that sets apart the very top performers from the good performers. You'll hear exactly what that is, and how you can reach that level too.

Many sales reps blow it after they finally get a meeting with a prospect, and then just begin pitching their product. Which usually results in an objection.

Here is what to say instead to get them talking about exactly what they want and need, and how you can adapt it for your prospects.

Here's a very simple, but powerful questioning formula you can adapt within seconds to help your prospects sell themselves, and explain why they should buy from you.

You only need to fill in two blanks.

Art received a question from a listener about a lack of success with his prospecting opening. He shared what he was saying and asking, and Art gave a detailed recommendation about what he should say instead to get better results.

You can model this, adapt it, and use it to get a good response too.

We need to plan our sales messaging for sure, but much of our calls rely on reacting and responding. But many salespeople find it challenging to get off script, be spontaneous, and think on their feet.

Master improv instructor, Gina Trimarco discusses how to leverage the same techniques that actors and comedians use to improvise in the moment while on stage and still appear brilliant (and on script) to the audience.

Many salespeople send out lots of horrible sales emails that quickly get deleted. And that's If they even get opened. Most are way too long.

Here's a technique that uses simply one sentence. And it has gotten results. See how you might be able to use it.

There are a number of mistakes at the start of calls and voice mails that actually cause resistance.

You'll hear a number of the common ones, along to what TO DO to create interest and bring value so prospects and customers want to speak with you.

It's not that tough to radically increase your performance and production. When you focus on doing the right things, you can see massive results.

Art shares three questions that will help you do just that right now.

It's long been taught that we need to find the pain and solve it. Well, that's half right. According to guest expert Dan Seidman, gain is just as big of a motivator.

The key is how to identify it, and then what to do with it. Dan shows us how, with examples in this episode.

Using "how" questions is powerful in many parts of the sales process.

Art shares 76 "how" questions that you can use or adapt in your own sales situations.