The Art of Sales with Art Sobczak – Details, episodes & analysis

Many prospects don't want to abide by our timetable. They want to know what the price is, before we are ready to go there. 

How you respond makes the difference between annoying them, giving them a price that seems unreasonable for them, OR helping them realize you need to learn more about what they really want so that you can give them the best price.

In this episode you'll hear several examples of exactly what to say to get them talking, so you can present price in a way where you have developed value way higher than the price.

If a salesperson avoids placing the prospecting or sales calls, in addition to the typical guilt they experience, and the potential lost opportunities, they are actually being selfish.

That's because they are depriving possible future customers of the value they could receive.

In this episode Art explores this more, the causes of call avoidance, ane what to do to get rid of it, and quit being selfish.

It's a simple psychological principle that we all believe more of our own thoughts than what someone tells us we should think.

And more people should employ that principle in their sales.

Here is a simple type of question to help you do just that, especially in situations where you hear resistance.

Regardless of whatever you have experienced to this point in your life, or your net worth, education, or social status, one thing independent of all of that is one's desire.

If you want something with enough passion, other things become minor.

I learned this early in life, with high school basketball. I'll share my story, and hopefully it will resonate with you and what you desire.

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.