The Art of Sales with Art Sobczak

When a prospect or customer raises a concern, and then they hear a tired, old objection "rebuttal," they typically become even more defensive and adversarial.

However, when the next response is unexpected, more like a real conversation, that is when they open up.

Here is a very simple technique you can adapt to your own situations and use with the very next objection you hear.

Objections are inevitable in sales.

A great way to handle some is to address them before they even are said by the prospect.

You'll hear how to do this, and get several word-for-word examples you can use right now.

Objections are inevitable in sales.

A great way to handle some is to address them before they even are said by the prospect.

You'll hear how to do this, and get several word-for-word examples you can use right now.

Oren Klaff, author of the million-copy-selling book, "Pitch Anything" shares fascinating insight from his brand new book, "Flip the Script---Getting People to think Your Idea is Their Idea." The ideal sale occurs when a buyer tells you "Let's do this," instead of having to use techniques to close him or her. Oren discusses using "Inception," and several of its components, that we all can use to help our customers decide to buy from us.

Oren Klaff, author of the million-copy-selling book, "Pitch Anything" shares fascinating insight from his brand new book, "Flip the Script---Getting People to think Your Idea is Their Idea."

The ideal sale occurs when a buyer tells you "Let's do this," instead of having to use techniques to close him or her. Oren discusses using "Inception," and several of its components, that we all can use to help our customers decide to buy from us.

A type of approach that gives sales a bad name in general is misrepresenting the purpose of a call or outreach.

Hear examples of what these are, and what TO do instead to be totally upfront, AND successful with your efforts.

A type of approach that gives sales a bad name in general is misrepresenting the purpose of a call or outreach.

Hear examples of what these are, and what TO do instead to be totally upfront, AND successful with your efforts.

For many salespeople, their lack of production is not for a lack of being busy. It's because that "busyness" is typically "avoidance behavior."

Avoidance behavior means we engage in things that cause us to NOT do the productive things we should be doing in sales: prospecting, following up, and speaking with prospects and customers.

See examples of this avoidance behavior, and seven tips for getting rid of it so you can be be more productive by bringing in more sales and profits.

For many salespeople, their lack of production is not for a lack of being busy. It's because that "busyness" is typically "avoidance behavior."

Avoidance behavior means we engage in things that cause us to NOT do the productive things we should be doing in sales: prospecting, following up, and speaking with prospects and customers.

See examples of this avoidance behavior, and seven tips for getting rid of it so you can be be more productive by bringing in more sales and profits.

Trial attorneys need to be master influencers, and "sell" in many different ways and situations.

Today's guest is a prominent, experienced litigator who shares some of his sales success secrets as they relate to interacting with clients, jurors, opposing attorneys, and judges.

You'll be able to adapt these ideas and methods to your own interactions and sales situations.