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

How we effectively communicate with kids is similar to what we should do with prospects and customers to get them to share more and better information with us.

You'll hear six brief tips that you can use in business, and at home to have better, more productive conversations.

In the movie "Boiler Room," about an unscrupulous stock brokerage firm and its managers and brokers, there are the typical stereotypes of salespeople.

Art points out two of the myths perpetuated in the film, and the one good piece of sales advice they suggest.

Picking up on the theme from the previous episode, there are indeed dumb questions in sales. They give us useless answers.

You'll hear examples of these dumb questions--many of which you have heard, and possibly use.

And you'll get what to say instead to get valuable information to help you help the customer buy.

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.

Over the years Art has attended hundreds of sporting events while on the road doing training.

Many of those events were popular and sold out. But he scored tickets at, or below face value.

Hear his techniques, and the sales lessons learned, that you can use too.

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.

There are many similarities between poker and sales.

Art had the opportunity to be at a dinner with world champion poker player (and author, and Celebrity Apprentice finalist) Annie Duke.

Annie shared her thoughts on "tilt," "bad beats," and other ideas that are directly applicable to our sales success.

Many people view attempts to sell them with skepticism. And rightfully so, since there is so much awful salesmanship being practiced every day.

However, many things that are used by successful salespeople, marketers, negotiators as based on sound, scientifically-proven psychological and behavioral principles.  Which you should be using too, in your own efforts to help people buy.

You'll hear Art break down 10 sales "tricks" cited in an online article, and how you can actually use them for helpful purposes in your own sales.

Salespeople often waste time with people who have no intention of doing anything about their problem or situation. That's why it's important to get agreement on two different levels.

You'll hear what these are, and Art's personal example of how a grill cleaner did not do it with him.

And you'll get questions you can use in your own sales situations.

Victor Antonio is one of the top sales trainers in the business. In addition to being a compelling speaker and motivator, his methods are real world, conversational, and based on psychology and years of experience both as sales pro, executive, and trainer.

You'll hear insights and tips you will be able to use right away, regardless of what you sell.

Art receives a call, on-air, from the clueless cold caller, Al Smolski.

Al makes every mistake in the book, and Art gently schools him and what he's doing wrong, and what he should do instead at the opening of prospecting calls.

We're not sure if Al gets it yet, but you can learn from it in this episode.

When we get a tough question, and answer it without first knowing why the person asked it, we could dig a hole for ourselves. Salespeople do all of the time.

The best option is to find out why they asked, so we can then determine exactly how to answer. You'll hear examples of exactly what to say in these situations.

In this episode, Art went into his vault and found some sales tips he first shared in the 80's and 90's... which are as relevant, and even more important today.

You'll hear some brief tips on motivation, closing, building relationships. and more.

To be really successful in sales, being "good enough," or doing a "good enough" job doesn't cut it. Hear how going the extra mile is the secret of the top performers and earners.

Today's guest, Mike Butera, is a 24-year veteran of the Omaha Police Department, having served in almost every unit. And he now is a professor at Bellevue University, teaching new officers.

Mike shares a number of strategies, tactics, processes, and other fascinating insights from his experiences, and we also relate them to sales.

If you've been in sales for more than a few months, you likely have experienced this. If you're new, you probably will.

It's a slump. When nothing seems to be going your way.

The good news, is that it's temporary, IF you apply the right thinking.

Hear how one sales rep modeled what Hall of Fame Major League Baseball pitcher John Smoltz did when he ran into a rough stretch of disappointing performance, and what you can do too.

What is much more important than techniques and processes as it relates to our sales success, is our mind and our thoughts.

Mark Hunter, "The Sales Hunter," has written a new book addressing this, "A Mind for Sales."

In this episode he shares a number of tips and strategies for staying positive, not feeling rejected, overcoming a fear of "no," and more to keep your attitude, and resulting performance, at peak levels.

Many times salespeople end up dropping their price, and it is a direct result of how they quote their price. There are a number of words and phrases you should avoid when stating your price so that you don't give the impression that you are willing to negotiate it.

And, you'll hear precisely how to state your price, and respond if they still ask for a better price, so you still sell at your full price.

Headsets.com is the leading provider of headsets in North America, having sold well over a couple million over the past 20+ years.

Mike Faith founded the company with an idea, and a desire to provide exceptional customer service. And that is their sales philosophy.

Mike shares how they don't upsell, they "right sell," which providing the customer exactly what they need. You'll also hear some of Mike's outrageous publicity tactics that have gotten him millions of dollars worth of free promotion.

Ben Gay, author of the classic and best-selling "The Closer's" series of books, arguably has more sales knowledge, and has personally interacted with more of the legendary sales and personal development experts than anyone alive.

He rejoins the podcast to share how at an early age he was personally mentored by the great Dr. Napolean Hill. Ben lays out the Daily Success System that Dr. Hill worked with him to put together, that has contributed to his massive success in sales and life, and that he still uses today. And you'll see how you can use it too.

Someone who is always the victim has little chance to succeed in professional sales.

Sales, when done at the highest level is all about taking responsibility, ownership, and leading.

If someone is not getting the results they want, it is on them. Not because of anything, or anyone else.

In this episode you'll hear what to do to identify victim tendencies, and specific actions to take full ownership, all of the time.

This was a situation I encountered the other day.

A waitress made several sales mistakes in asking for what she wanted, and they are the same mistakes many salespeople make every day.

You'll hear what she did, how salespeople do the same things, and what she, and salespeople should do instead to create a win-win for everyone.

Most sales prospecting emails are horrible. They are ignored, or quickly deleted if they are by chance even opened.

Here's a simple, out-of-the-ordinary approach that sells nothing--but it does create curiosity and deliver value.

There are hundreds of millions of dollars left on the table every day simple because people do not use this simple technique.

Regardless of what you do in life, sales or not, this will help you get more of what you want.

Your opening is THE most important part of any sales or prospecting call. Yet most openings actually cause rejection by committing one of the many sales and prospecting mistakes.

There is one question that falls into the mistake category that screams out, "I am trying to sell you something!" And that almost always causes resistance.

Hear what it is so you can avoid it, and then exactly what you can say to create interest on your sales and prospecting calls.

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.

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.

Everyone knows how to listen. Yet, most of us do it very poorly.

The highest performing sales professionals do it at an extreme level.  You'll hear how to do that in this episode.

If your sales process involves sending out samples and demos--or even proposals-- you might be leaving a lot of money on the table.

In this episode you will hear the mistakes that salespeople make that results in prospects not even paying attention to what is sent, or not caring if they do look at.

And you'll get exactly what to say to learn how and why people will buy, and how to get them to do that after they receive what you send.

And with that, human nature can pull us into an assembly line mentality, which is dangerous, since the individuals you speak with do not respond well to that.

Here are six quick tips to help you be in the present on your calls, and pay full attention to the other person.

A fundamental mistake that many salespeople make is that they sell they way they want to sell.

All that matters is how a customer wants to buy.

In this episode, Art tells how a corporate buyer shared what turns him off as a buyer, and what it takes to get him interested.

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.

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.

Here are three subtle, but powerful persuasion techniques--that likely have been used with you--that you can adapt to be more persuasive and influential with prospects, customers... friends, family... anyone really!

When people fail at sales, and when individual calls are not successful, the fate has been determined well before they ever speak with prospects and customers.

It's due to their self-centered mindset.

Here are specific questions to ask yourself about your prospects and customers to think about them, and what they want in order to guide your attitude and messaging.

Warren Buffett is a big believer in turning setbacks into opportunities.

Which is precisely what we need to do in sales to maximize our success.

You'll hear what Warren did--and does--AND Art's simple process for never being rejected again in your prospecting and sales.

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. 

The word "script" in sales stirs lots of emotion, both for and against. But, the only possible way to be successful in sales, or any performance activity, is to use them.

In this episode you'll hear the why, and how and where to use them to be successful in your own selling.

What you ask, and say leading up to your presentation of price has everything to do with how it is perceived by the prospect.

You'll hear a timeless technique that positions your price much lower than the perceived value they will receive.

When many people hear, "Why should I buy from you?", they reply with THEIR reasons. Which are probably not the same as the questioners.

The most effective way to answer, is with a question. In this episode you will find out what that question is, and how you can use it (and its variations) so that you can then actually get them to buy from you.

Getting new business has always been essential for any business. And for many today, it is critical for their survival.

Cold prospecting is certainly one way to do it, but every business has three categories of potential new business already in their database where the odds are higher to bring in new sales.

You'll hear what these groups are, what not to say, and what to say on your calls when contacting them.

One of the biggest challenges in prospecting is actually getting through to and having a conversation with a buyer.

Sales trainer and consultant Lori Richardson has helped thousands of sales pros get through to buyers, and turn those prospects into customers.

In this episode she shares a number of instantly-usable, practical tips for getting through, getting in, and selling successfully.

Everyone who prospects for new business has heard, "We're satisfied with who we're using now," or some variation of that.

There's a lot of nonsense that has been taught about how to respond, such as, "What do you like best about them?" That actually gets them to reinforce their decision to work with their vendor.

You'll hear what TO say instead, to get them talking, which then opens up the chance they will work with you.

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.

It's harder than ever to get people to reply to voice mail and emails. Most messages get ignored and deleted. Yet, a few DO get responses.

In this episode, you'll hear FIVE proven methods you can use in your own messaging to get people to reply to you.

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.

Most sales prospecting voice mails create resistance (like the one in the last episode.)

But, there is a right way to create and leave a voice mail that leaves the prospecting wondering what you have, and wanting to hear more.

And THAT is the goal for prospecting voice mails.

You'll hear what to say, along with examples you can model for your own calls.

Art shares a prospecting call he received, and points out the numerous mistakes the caller made in just a few seconds.

And you'll hear what he could have said to grab interest and attention and have success on the call.

You can easily do the same with Art's free Cold Call Fill-in-the-Blanks template (and free video) at http://SalesByPhone.com.

Art shares tips on how you can stir emotions and move people into taking action.

A common complaint of salespeople is that prospects don’t move. They don’t take action. So pipelines get clogged up. And it's the salesperson's own fault.

In this episode Art shares a simple question that will help people actually see themselves taking action, which is a prerequisite for anyone doing anything.

You'll be able to adapt the question for your own calls, and get more people moving today.

 A special Thanksgiving message today about gratefulness, that actually should be applied every day of the year. Your life will be enriched, as well as those around you.

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.

There are many people who treat what they do as just a job. The highest earners are true professionals.

Like Leo, the limo driver.

Hear Art's experience with the ultimate in professionalism, from a driver his group had in Chicago.

And, you'll hear the common characteristics that all true sales PROfessionals have as well.

Lots of potential sales are squandered every day, with people who have actually proactively shown interest in a company's product/service.

You'll hear when and how to respond, and what to say to close more of these opportunities, more quickly. 

Ever have a prospect go silent on you?

Tired of sending countless emails and leaving repeated voice mails that essentially say, "I'm trying to get back in touch"?

You likely need to be more effective at following up. And part of that is setting up the follow up.

In this episode you'll hear exactly what to say to ensure there's a good reason to follow up, and that they will commit to do so.

As the intro to the show states, "everyone sells every day," regardless of whether it is someone's actual job.

In this episode Art shares an experience that most have had: listing something for sale and dealing with potential buyers. He shares mistakes to avoid, and what to do to get a sale, at full price.

There are many things we should not assume, in life, and sales. One thing we can assume, though, is that someone is experiencing a pain or a problem (IF you have done your homework, and have targeted your prospects well.)

By assuming a problem, we can avoid dumb, go-nowhere sales questions, and instead, ask great questions that get them to talk about that pain or problem.

These questions are easy for them to answer, as opposed to the dumb ones that give us answers we can't use, since we asked them to do too much work to answer.

You'll hear exactly how you can easily create your own Assumptive Problem questions to get people talking about problems you can help them with.

It's always better to let people tell you what they want, and sell themselves in the process, than YOU telling them what you want them to buy.

Art shares a simple, one sentence template that you can use by filling in two blanks.

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.

Think about the last time you spoke with someone whose words were so foreign to you that you had no idea what they were saying. And by foreign, that could be being overly technical, or using jargon that you never use in your world.

That's what some salespeople do, and it kills sales.

In this episode you'll hear examples of how that happened with Art, and specific what-to-do's in order to be sure you are speaking their language so you connect at a high level.

Most salespeople have experienced the prospect who seemed hot at one point, but then went cold.

Art answers a number of common questions about this situation, and gives examples of what to do to avoid it, and also revive those leads.

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.

When things don't go according to plan, as has been the case for everyone over the past few months, it's important to not panic, and do the things we can control to ensure success.

Recruiting at a high level is the ultimate practice of sales. Prospecting, getting an engagement, contacting applicants and persuading them to look at positions, negotiating contracts…all require expertise in the art and science of selling.

Scott Love is a highly successful recruiter in the legal field, and is on the phone every day. He also formerly ran a recruiting training company. In this episode he shares processes, methods, techniques and mindsets that he uses and teaches, and that all salespeople can benefit from.

Everyone would like the "Easy" button for most things. And like with most things, real success requires more than the easy route. 

However, there are some simple steps we can take in sales to indeed avoid mistakes, and get some quick wins.

Hear a simple way to put together an interest-creating message you can use in voice mails, emails, and call openings to grab instant interest and get replies.

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.

Art found an online article suggesting many lies and deceitful tactics that salespeople should use if they want to be successful.

He takes each of these, points out how absurd they are for ethical salespeople, and what we should do to really be successful.

This will certainly make some people mad--and they are the ones who need to hear it the most: YOU, and your habits, decisions, and actions up to this point in your life have determined where you are right now.

The great news, is that you also can decide to make things better. Right now. 

Art shares some common sense advice and facts that can help you make next year--or any part of your future--the best ever.

Everyone negotiates almost every day. Knowing some basic strategies and tactics can help you to get more of what you want, lose less, and still help the other person.

Art shares a number of negotiation tips you can use right now.

An objection that is ALWAYS caused by a salesperson is "I don't need that."

And it's actually pretty easy to avoid ever hearing it again.

You'll hear exactly what to say, and what NOT to say, so that you don't get this objection in any of your sales or or prospecting situations.

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.

It is proven that the most read--and sometime the only read--part of direct mail is the PS.

You can and should use it in your prospecting emails as well.

And there are some techniques that can make your PS more memorable and personal. You'll hear what that is, along with the simple process for putting together your own effective email.

"Cold" calling is indeed dead, and should never be done. There's no reason to, other than laziness.

However, the calling for new business IS very much alive, and being done in the Smart way by salespeople to generate massive amounts of new business.

Hear what should be avoided, and what to do so you can Smart Call to get through, get in, and sell to more interested buyers.

It should be obvious that inquiries are your best source of new business. Yet sales reps mishandle them every day, and lose opportunities, and cash.

Here are examples of how many reps made mistakes when Art wanted to buy now, and what one person did to get the business.

Art answers a question about if, and when to drop the names of other clients when prospecting.

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.

Today's guest, Laura Brandao, shares her journey from the call center to the C-suite, to become one of the most influential women in the mortgage industry.

Her sales, mindset, and life advice applies to everyone in all industries.

A situation most people who prospect by phone have experienced is the immediate, "I'm not interested," or, "We're all good," followed by a hang up.

So, what should you do in this situation.

It is NOT to call back immediately.

Art shares the mental, and tactical steps to take in order to not feel rejected, and to still have a chance with this seemingly uninterested prospect.

Art was at a concert where Billy Joel and Elton John performed together. They both did an amazing job with their music, but one was clearly the better salesperson regarding how he connected with the audience.

Hear who that was, exactly what he did, and how you can model it in your own sales.

Art shares a number of proven tips to help you keep your attitude, and actions, operating at the highest level, even when things get tough.

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.

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.

Perhaps you've heard the old saying, "There's no such thing as a dumb question."

That's not true in sales. There are actually stupid questions that you should avoid. These are the ones that actually cause people to resent and resist the questioner.

Hear what to avoid, and what to ask to get people to open up.

Too many salespeople send samples/demos/links to content/proposals, and then wonder why they are not successful on their follow up calls.

The reason usually is because of what they did NOT ask before agreeing to send something out.

You'll hear what that is in this episode, along with examples you can adapt and use to turn more of your follow ups into sales.

They listen for the "lean in" comments from prospects and customers. These are things they say that can tell us exactly what it will take to help them buy.

Yet, many salespeople hear them, but don't even realize it.

You'll hear exactly what these are, and how to react to them so you can get more sales and appointments.

It's essential for us to have value statements for our prospects IF we want to have any chance at all of getting them interested.

Art shares one of the best he ever heard, since it was timely and relevant. And he discusses exactly how you can do the same thing with yours to get more people responding to you, speaking with you, and ultimately buying from you.

Can you imagine someone being so impacted by a mentor that they write an entire BOOK and publish it as thanks?

That's exactly what sales pro Tim Rohrer did with his sales manager. His book, "Sales Lessons of the World's Greatest Mentor" details his relationship with his sales manager, and the many life and sales lessons he learned on the way to becoming a top sales producer. 

We all will benefit from these insightul, real-world tips and strategies.

Fear is one of the strongest human motivators. It causes people to take massive action, or do nothing because it paralyzes them.

And we should use it in our own sales. Professionally, and ethically of course. To help people.

You'll hear exactly how, in three different areas.

Nothing has ended more prospecting calls than the words, "I'm not interested."

Or, variations of it, like, "We're all good." Or "We're happy with what we have."

But, most salespeople who get blown off the phone by these things don't understand that these are NOT real objections.

Prospects WILL stay on the phone with you, and ultimately agree to meet with and buy from you, when you respond the right way.

In this episode you will hear what these prospect responses really are, and exactly how to reply so you keep them talking, get them interested, and ultimately buying from you.

The best way to get voice mails responded to, and create instant interest on prospecting calls is to make your messaging relevant to them by personalizing and customizing it.

And the best source of intel to do that is other people who will give it to you. You ask questions, doing Social Engineering.

You'll get the simple, proven, four-step process, with word-for-word messaging you can use and adapt to begin collecting that information today.

And once you have it, you can plug it into the Smart Calling voice mail and opening process with the free fill-in-the-blanks template you can get at http://salesbyphone.com.

Closing is not, and should not be about techniques or hard sell manipulative tactics. When done professionally, it is a natural next step in a natural conversation.

James Muir has developed two simple questions that have been proven to be the most effective steps to take to get prospects to move forward in the sales process, and buy. You'll hear the exact words, and how to use them.

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.

The horrific events of 9/11/2001 rocked the world, and changed many things in the US. It devastated many segments of the economy.

Many people and businesses recovered much quickly than others.

Today, we find ourselves in changed, uncertain times as well. And many are not only surviving, but thriving.

Listen to Art's message after 9/11/2001. It is just as applicable today as it was then.

The response either gets you screened out, or in.

Here's a simple template you can use to create a response that piques curiousity, stirs emotion, and gets you in.

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.