The Art of Sales with Art Sobczak

Many salespeople destroy any chan"langce of having a meaningful conversation--much less a sale--by using language that creates immediate resistance.

Today's guest, Liz Wendling, is a sales trainer specializing in helping salespeople avoid "language landmines," "word bombs," and "phrase grenades," and shows them what to say instead to create interest and engage prospects and customers.

You'll hear lots of things to avoid, and what you can replace them with to get more people talking, and buying from you.

Most salespeople have a dream customer they would love to have, who would make a great impact on their business, income, and life.

Yet, they have not pursued them yet.

The reason usually lies within the salesperson's own mind.

You'll hear what to say, do, and think to get in action to have a chance with this customer becoming a reality, and many more like them.

So often when a sales call is reaching a dead end, the salesperson says, "Well, keep us in mind for the future."

That's a waste of words, since the prospect has no intention of remembering the salesperson past the next 10 seconds.

But, there might actually be potential now, or in the future. Here's what to say to find out.

When a prospect or customers says, "The timing isn't right, right now," what should you do?

What you should NOT do is just offer to call back at future date. That could just move the next brush off further out.

We do want to figure out, first, if they are or would be a buyer, why the timing isn't right, and get commitment that they will buy in the future.

You'll hear exactly how to do this, along with messaging examples you can use and adapt.

Art answered the coldest of cold calls, where the rep made four fatal mistakes in just the opening sentences, then it got worse. Sadly, it's typical of some of the nonsense that is taught about prospecting.

Instead of just getting rid of the clueless caller, Art used it as an opportunity to coach him on what could and should have been said to create interest and engage.

Hear what you should avoid, and do, on prospecting calls to take out the "cold," make them Smart, and actually have meaningful conversations with curious, interested buyers.

The worst sales advice you could ever get is, "Just be yourself. Don't have a script. Let it flow."

What if a doctor or lawyer did that?

You'll always sound smoother when you're prepared, and the ultimate goal is to reach the level of "knowing" what to say. You'll hear how to do it in this episode.

Salespeople often waste time with people who have no intention of doing anything about their problem or situation. That's why it's important to get agreement on two different levels.

You'll hear what these are, and Art's personal example of how a grill cleaner did not do it with him.

And you'll get questions you can use in your own sales situations.

Lots of potential sales are squandered every day, with people who have actually proactively shown interest in a company's product/service.

You'll hear when and how to respond, and what to say to close more of these opportunities, more quickly.

The ability to speak and communicate masterfully is one of our greatest assets in sales, and really life in general.

Michael Angelo Caruso teaches people how to be better speakers and presenters so they can help more people and amp up their careers.

In this episode he shares not only valuable presentation tips, but also some pure sales gold about questioning, closing, and proposals.

What you ask, and say leading up to your presentation of price has everything to do with how it is perceived by the prospect.

You'll hear a timeless technique that positions your price much lower than the perceived value they will receive.