The Art of Sales with Art Sobczak

In this episode Art answers a couple of questions from fellow sales pros. They focus on how to deal with rejections and no's, and should someone focus on improving their closing rate, or finding more prospects to speak with.

If you'd like to submit a question to Art, emali him at [email protected].

David Newman is the author of the great new book, "Do It! Selling: 77 Instant-Action Ideas to Land Better Clients, Bigger Deals, and Higher Fees."

In this episode David shares lots of how-to tips and messaging for prospecting, questioning, closing, and more.

Too often sales reps suffer from call avoidance and fear of rejection because they are too attached to the outcome.

In this episode you'll hear how to change your thinking, and what to focus on so you do not fear rejection, make more calls, and get better results.

Everyone wants to save money, but most people ignore the overused term, "We can save you money."

In this episode you'll hear more creative ways to personalize and customzie your messaging, so people will lean in and take interest in how you can help them save money.

Often the simplest words, phrases, and actions can have the greatest impact on others.

Here are three simple techniques that everyone likely has the opportunity to use everyday, to help you help others, and to increase your sales as a result.

Many follow-up attempts die with the first words out of the mouth of the salesperson on the follow-up call.

You'll hear the mistakes to avoid that kill any chance of moving the sale forward, and the proven follow-up opening process to reengage them with the enthusiasm and interest they had on the previous call.

Art goes on a bit of a rant today, commenting on an article about the lack of soft skills in today's business environment.

You'll hear about the one soft skill that is extremely important in sales--and life in general-- and will help you, and everyone you come in contact with.

Too many sales calls wander aimlessly and end without accomplishing anything.

Often, that's because the "accomplishment" itself was never defined.

You'll hear how and why to set your "Primary Objective" for your sales calls, so you'll actually achieve them more often.

The fear of hearing "no" prevents activity and sales more than anything else.

It doesn't need to be that way, and shouldn't.

You'll hear how to focus on what is really most important, which makes you indifferent to no's, and motivated to do what you need to, to get the success you want.

It's a psychological principle that people's desire for things increase in relation to its scarcity.

There are many ways this is used in sales, and life in general. (It might be why the title of this episode intrigued you.)

You'll hear how you can use it in your own sales.