Everyone sells, regardless of what your job title is, and this is your place for authentic, conversational sales and prospecting tips without the sleaze factor. Art Sobczak shares proven sales and cold calling (without the cold) tips that you’ll feel comfortable using, and that get the results you want. You’ll help people buy, instead of pushing them into being sold. Over the past 30 years Art has helped hundreds of thousands through his books, newsletters, audios, videos, online courses, public seminars, customized company training and keynotes, and now, this podcast.
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.
181 They 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.
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.
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.
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
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.
Customer ReviewsSee All
Don’t lead with your thing
Smart. Basic. Great reminder to get around the objections sure to come by leading with the result.
If you fail to plan you plan to fail. Oldest quote but use it every day