Asking prospects “Do you have a problem?” is ineffective, and causes conversations to die. A better approach that gets them to open up is using "assumptive problem quesitons. These get them to relive their challenges, and create urgency for a solution.

Art breaks down the psychology behind these questions, shares examples from different industries, and provides an actionable exercise to create your own. Learn how to turn conversations into results and position yourself as the trusted expert every prospect needs.

Art also announced the opening of the new, revised Smart Calling College prospecting and sales training program: http://SmartCallingCollege.com

There are four pillars that comprise being the Ultimate Sales Professional, and not someone who just does sales.

1. Being fearless and rejection-proof,
2. Being others-focused in your thinking and actions,
3. Mastering a proven prospecting and sales process, and messaging,
4. Having the discipline, habits, and radical responsibility to do the work.
   
   You'll hear the problems and challenges you might experience when someone is lacking in any of these areas, and what to do to excel in all of them.
   
   To learn about Art's new Smart Calling Ultimate Sales Pro Mastery coaching and training program mentioned in this episode, go to http://SmartCalling.com/coaching.

We explore the art of being genuinely interested in others—both in social settings and sales conversations. Inspired by observations at recent holiday parties, Art shares how most people fail to listen effectively, turning conversations back to themselves instead of encouraging others to share. This behavior isn’t just socially frustrating—it’s costly in sales.

Learn to recognize critical "problem/trigger words" like “We’re noticing…” or “The problem is…,” and discover simple, powerful questions to dig deeper, uncover pain points, and build trust. By staying curious, listening intently, and prompting prospects to share more, you’ll not only get better information but also create emotional connections that drive results.

You'll hear how to master the techniques of “Tell me more about that” and “What’s causing this?” to transform your conversations, make yourself more interesting, and ultimately close more sales.