Art breaks down a real-life sales experience with a local painting company and uncover the critical sales mistakes that cost them the job. From the first contact to the follow-up (or lack thereof), we’ll dissect what went wrong—and more importantly, how sales pros can avoid making these same costly errors.

You’ll learn:
-Why rigid qualifying questions can push buyers away
-The power of asking the right questions—and actually listening
-How unnecessary upselling can lose trust and sales
-Why speed and simplicity in quoting are game-changers
-The importance of following through on promises

Listen in and make sure you’re not making these common mistakes in your own sales process! 🎧

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.