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The Art of Sales with Art Sobczak
26 minutes | 2 days ago
187 GUEST: How to Use Pain and Gain to Sell, with Dan Seidman
It's long been taught that we need to find the pain and solve it. Well, that's half right. According to guest expert Dan Seidman, gain is just as big of a motivator. The key is how to identify it, and then what to do with it. Dan shows us how, with examples in this episode.
8 minutes | 9 days ago
186 Here are 76 "How" Questions You Can Use
Using "how" questions is powerful in many parts of the sales process. Art shares 76 "how" questions that you can use or adapt in your own sales situations.
10 minutes | 19 days ago
185 Negative Sales Assumptions Usually Come True
Negative assumptions in sales typically become reality. From whether it be the quality of a lead, or if someone is qualified to buy, if we assume negatively, we usually make it come true. Sometimes erroneously, which could cause us to lose sales. See what we should think and do instead to make our assumptions positive.
8 minutes | 23 days ago
184 Mrs. Doubtfire, and the Theory of Contrast
In negotiating and sales, it often pays to create a scenario either much higher or lower than the one that you'll ultimately settle for. In this episode, you'll see many examples of how to do this to get what you want, including how Robin Williams did it as Mrs. Doubtfire.
4 minutes | a month ago
183 If It Sounds Too Good to Be True, Question More
When you get an inquiry from a prospect, and they just seem too eager to get information from you right now, giving the impression they are ready to buy quickly, don't be fooled. Here's what you should do to be certain you have a real buyer.
7 minutes | a month ago
182 Five Call Opening Mistakes that Guarantee Resistance
One way to get better at anything is to avoid the mistakes that cause failure. That is definitely true with sales and prospecting call openings and voice mails. Art shares five of the most common call mistakes that cause prospects and customers to delete voice mails, and respond with objections to salespeople.
7 minutes | 2 months ago
181 Thy Might Value Bags of Prepared Food Instead of Cooking
Here's one of the most fundamental--but often not followed--rules of sales: people buy what they value, NOT what you think is important. Art shares an example from the grocery store, and a simple exercise to come up with questions to use so that you are sure to sell value every time.
8 minutes | 2 months ago
180 Asking About "Feelings" vs. "Thoughts." Does it Matter?
The correct word or two can and does make the difference between success and failure in sales messaging. But, words don't operate on an island, they are interpreted in the context of the listener's situation. You'll hear whether or not it makes a difference to use "feel" vs. "think" in asking someone where they stand on your offer.
7 minutes | 2 months ago
179 Have the Attitude of this Jeopardy! Winner
If you watch Jeopardy!, you know of Ken Jennings, the winningest player of all time. But you probably don't know of the player who ended his legendary winning streak. Nancy Zerg had the attitude that someone was going to beat him, why not her? THAT is the attitude we must have as salespeople, instead of one where we are defeated before we even place a call. Hear what to do and avoid to be like Nancy.
4 minutes | 3 months ago
178 A Simple, Conversational Question to Respond to Resistance
Most sales training has it all wrong about how to respond to resistance and objections. Usually the suggestion is to come back with an argumentative rebuttal. Instead, get the other person to open up with this very simple, conversational question that you can easily adapt to your situation.
13 minutes | 3 months ago
177 A Recording of a Cringeworthy Cold Call Art Received
This cold caller made several fatal mistakes, even before he picked up the phone. And then he was arrogant, as you will hear. You'll also hear exactly what he should have said to build curiosity, interest, and get into an engaging sales conversation.
10 minutes | 3 months ago
176 A Review of a Common Opening/Voice Mail Mistake, and What TO Do
There's a common, fatal, mistake committed by sales reps in their openings, and voice mails. That is trying to get before they give. You'll hear a specific example of this in a call opening, what is wrong, and what to do instead.
10 minutes | 3 months ago
175 Script it, or Wing It?
Some people suggest that on your calls you are simply natural, being yourself and let things flow. Others suggest you script out everything you say. Neither is totally possible. Success lies in the middle, with more emphasis on one. Hear Art's suggestion on this, and what you should do to have optimal success on your calls, and sound smooth, natural, and confident.
6 minutes | 4 months ago
174 Q&A: What to Do When Your Contact is Not the Final Decision Maker
Art answers a question today from a listener about a scenario that many of us have encountered: How do you handle it when your contact is not the final decision maker, and that person does not want you to speak with their boss? If you have a question or situation you'd like Art to address, send it to him at ArtS@BusinessByPhone.com.
10 minutes | 4 months ago
173 Yes, You Should Leave a Prospecting Voice Mail; Here's What to Say
A popular debate is the one regarding whether to leave a voice message on a prospecting call. Art explains why it's beneficial and important, BUT to leave a good one, that also leaves a question in their mind, and does not sell. You'll also hear an example of a great one, and exactly how you can craft yours.
7 minutes | 4 months ago
172 Your Benefits Probably Aren't
A major flaw in most sales training is that the emphasis is placed on presenting the "benefits." The problem is that benefits are not universal, and only have value when it is perceived by the individual hearing them. Art shows exactly what to do to ensure that your benefits actually are benefits for your prospects and customers.
3 minutes | 4 months ago
171 Use a Stand-Up Comedy Technique to Sell More
One technique that comics use to get laughs is the "callback." It's referring back to something specific that got a laugh earlier. You'll hear how it's used, and how you can use it in several parts of sales conversations to connect more effectively, persuade, and close.
5 minutes | 5 months ago
170 This Guy Was TELLING, Not Selling
Despite what many people think, the best sales pros are not those who specialize in talking a lot. You'll hear about the rep who called Art and spoke for over two minutes straight, TELLING about his product... which he did not sell. You'll also hear a simple technique you can use right now to get others talking more.
4 minutes | 5 months ago
169 A Simple, Conversational Way to Respond to an Objection
Often the simplest techniques are the most effective. Here's a conversational, natural way to respond when you hear an objection that will get the person talking, and often talk themselves out of the objection.
31 minutes | 6 months ago
168 GUEST: How to Generate Inbound Leads and Build Authority, with Sam Dunning
Most salespeople need to be proactive to be successful. However, we all appreciate being contacted by interested prospects who seek us out, and want to talk about our products/services. Sam Dunning is an expert in how to do just that. He shares how sales pros can use content to differentiate, build authority and credibility, and a steady flow of inbound leads.
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