The Art of Sales with Art Sobczak

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.

Join MK Mueller, an internationally respected authority on empowerment and author of the award-winning "8 to Great," as she transforms attitudes worldwide. She reveals how practicing gratitude can elevate resilience and well-being, even amid adversity. MK shares practical tips for cultivating a positive mindset and discusses the powerful impact of her 'power pyramid' concept on energy and connections. Learn engaging gratitude games to boost morale in any setting and discover how positivity can significantly enhance personal and collective success.

The election is over. Some are ecstatic, others angry. Those who rely on the results to determine their happiness and success will be greatly disappointed. Ultimately, if you want change, YOU need to change. No outside influence affects your destiny like you do. In this episode you'll hear how to take control of your own success. And, if this message resonates, get notified of my new coaching program that covers this very necessary aspect that is absolutely required to be the Ultimate Sales Professional. https://smartcalling.training/sales-pro-mastery-notify/

Discover the art of questioning in sales by swapping 'Why?' for 'How?' This shift creates a friendlier dialogue, encouraging openness rather than defensiveness. Gain insights into enhancing communication and building stronger relationships. Learn how to ask questions that lead to valuable information and increased sales. Transform your conversations and elevate your sales game with this simple yet powerful technique.

Probably the biggest roadblock to success for most salespeople is the fear of rejection. But, rejection doesn't actually exisit. It is the story that someone attaches to an experience. When we take control, and tell ourselves different, better, and positive stories, rejection doesn't happen. You'll hear exactly how to do this, and how to never be rejected again.

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.

Art, an experienced sales coach, shares insightful strategies for overcoming common price objections. He emphasizes transforming objections into constructive conversations by asking probing questions. This approach helps uncover the underlying concerns of prospects, encouraging them to reconsider their beliefs. Art offers practical techniques that focus on dialogue rather than adversarial rebuttals. Don’t miss his free objections masterclass for a deeper dive into mastering sales conversations!

A famous saying is that "You can't NOT communicate." Meaning that everything you do or say that is observed by someone, whether it is intentional or not, is creating feelings in others. We can be much more successful in sales, and in life, by focusing on how we can make more of those feelings positive. Art shares contrasting examples from a recent vacation to Cabo San Lucas where he experienced both great and negative feelings from simple interactions.  You'll also hear simple things you can do right now to make the lives of others better every day, including yours in the process.

Facing early pricing questions can derail a sales conversation. Learn to navigate these inquiries by focusing on the prospect's needs instead of jumping straight to costs. Real-life examples illustrate effective responses that shift the dialogue towards uncovering value. The aim is to help prospects understand what they truly want, allowing sales professionals to present pricing meaningfully and advantageously, creating a win-win situation.

James Muir, an expert on preventing stalled sales, shares his invaluable insights gleaned from his latest book. He delves into the critical issue of deals going stagnant and reveals the five common pitfalls that lead to this problem. Muir offers actionable strategies for maintaining momentum in sales processes, emphasizing proactive communication and securing executive support. He introduces innovative techniques for re-engaging clients, tackling uncertainties, and ultimately ensuring a successful close.