The Art of Sales with Art Sobczak

The reality is that a lot of the math we go through in high school and college is never used by most people.

What IS used more often is sales math.

You'll hear examples of how to use numbers in your messaging to be more persuasive and help more people buy.

As Art found out on a sales call he received, the tired, old, scripted "Feel-Felt-Found" technique is still being taught and used.

While the psychology behind it is sound, when it is used verbatim it usually sounds salesy and goofy.

Art shares a way to use a version of it, conversationally, and effectively, that you can easily modify.

Most every salesperson who prospects has been asked, or will be asked, "Are you a salesperson?" by the decision maker's assistant.

How you answer determines if you will be screened out, or be put through.

You'll hear suggestions from other sales pros as to how they answer, and Art shares his recommended way of answering.

Like it or not, the reality is that we are all judged every time we speak.

The good news is that you control how you speak, sound, and what you say.

Here are some suggestions so that your delivery and message are judged favorably.

If we react properly to what the prospect is trying to tell us, they will give us the exact words to use to help them buy.

And it is NOT pitching. It is recognizing "problem trigger" words and phrasing, and then prompting them to continue telling you more.

You'll hear examples of these words, and how to respond to get the information you'll use in your persuasive recommendation.