The Art of Sales with Art Sobczak

This is a training session on how to easily develop your own interest-creating cold call opening script (without the cold), which also can be used as an effective voice mail, by just filling in the blanks on the free Smart Calling Template.

You can download the template at http://SalesByPhone.com

The wildly-popular show, Seinfeld, used a type of humor that made it easy for us to relate to the crazy situations the characters got themselves into.

We can use similar methods in sales.

When we can help prospects and customers relate to pains and problems in their mind, then it is easier for them to be open to our suggestions.

You'll hear what to say, and what questions to ask in order to do that.

Using Stu Heinecke's "Contact Marketing" campaigns, he, and his clients have achieved a 100% success rate of getting meetings with their high-level targeted prospects.

In his book, "How to Get a Meeting With Anyone," introduced the concept of Contact Marketing, which is reaching out to prospects with unconventional approaches.

In his new book, "Get the Meeting," Stu gives lots of examples and case studies of it in action, and in this episode, shares what it is, and how we all can use it.

The way some salespeople--or people in general, for that matter--communicate, it sounds as if they are speaking a foreign language.

Of course, the language anyone understands best is their own.

As salespeople, we must work to speak THEIR language, not hope they understand ours.

Here are quick tips and ideas to connect with anyone, in their language, in all areas of your life.

Ever have a prospect go silent on you?

Tired of sending countless emails and leaving repeated voice mails that essentially say, "I'm trying to get back in touch"?

You likely need to be more effective at following up. And part of that is setting up the follow up.

In this episode you'll hear exactly what to say to ensure there's a good reason to follow up, and that they will commit to do so.

Sam Richter is recognized as the world's leader in how to use the Internet and the "invisible web" to get intel on prospects, their organizations, and situations.

We of course can than use this intel in our outreach and sales process to be more relevant, have a greater chance of standing out from all of the noise we compete with, AND have more intelligent sales conversations.

Sam shares some of his ninja techniques and secrets that anyone can use right away to save time, and get more and better information more quickly.

A lot of sales training suggests that when a prospect says, "We are happy with who we are using now," you should respond with, "Oh, what do you like best about them?"

Actually, you should AVOID that question, since it provides the opposite of what you want.

You'll hear why, and lots of examples of what you should say instead to get them thinking about what they want that they aren't getting now.

Fear hinders many in sales to not reach their potential.

Much of that fear is absurd.

And THAT is one psychologically-proven way to deal with that fear.

You'll hear a simple process to view your fear as ridiculous so it doesn't hold you back.

Lots of stats are thrown around every day regarding sales... how many calls or touches it takes, how many times you need to close, how many objections you'll hear before someone will buy... and it's all irrelevant.

You'll hear about the only numbers that matter. The phone numbers you call.

Some salespeople use the "Your Baby is Ugly" approach. It directly tells the prospect that they have a problem, or are doing something wrong.

And it should be avoided.

You'll hear how Art received this approach in an email, why it should be avoided, and how you can actually use a more subtle, nuanced approach to help them reach the conclusion on their own that they have a problem.