The Art of Sales with Art Sobczak Art Sobczak, cold calling and sales trainer

When a sales rep is told, "Just be yourself" on calls, instead of being totally prepared, that is some of the worst advice ever.
Unless the rep is a skilled, knowledgeable, experienced, prepared person already, just being themself can result in disaster. Maybe you've been there.
Art breaks this down, and discusses what we DO need to do in order to become the best version of ourselves, who is authentic, smooth, and connects at a human level.
Also he references the newly revised site, with lots of valuable training resources, both free and premium, http://smartcalling.com.

There is a difference between simple price comments, like, "Wow, that's more expensive than I thought," and real price objections, like, "We don't have that in the budget."
The problem for a lot of salespeople, is that at the first sound of a price comment, they begin dropping price. Unnecessarily.
You'll hear Art's experience with a tree service owner who cut his profit in half, and what you can and should do when you hear simple price statements and comments.
And, to get's Art's free masterclass, "How to Easily Handle Sales Resistance and Objections--Without Using Goofy and Uncomfortable Rebuttals," go to http://SmartCalling.Training/objections 

Most sales training on objections contradicts how normal people think and speak. Because, it suggests you tell someone they are wrong.
 
And what is the result of that? The opposite of the intended result: they become more defensive. And it feels sleazy for the person saying it.
 
In this episode Art gives the professional, conversational process to help lead someone through a process, so they will first be open to your ideas, and eventually change their mind, feeling like it is their idea.
 
And he offers a free objections masterclass at http://Smartcalling.training/objections
 
 

The old mantra is that the ABC's of sales are "Always be closing."
Not only is that wrong, but it adds to the negative stereotype of salespeople.
The beneficial, real ABC of closing is "Always be curious."
Art explains why, and what you can do to enhance your curiousity muscle.

Success in sales, and life for that matter, does not rely on having more information. Everyone has access to that.
It always relies on the person. Their identity and values.
One of the many components that go into BEing a truce sales professional is being others-focused.
In this episode Art shares a three-letter acronym, that when you use it to remind yourself of one key concept about every human interaction, will change your life and that of others you speak with.

Voice mail can help make a positive impression, create curiosity and interest, or kill any chance of speaking with a prospect. 
Likewise with the greeting you leave for those who call you.
Art shares tips on what to say and avoid on voice mail so that you are perceived like the professional you are.