The Art of Sales with Art Sobczak
Art Sobczak, cold calling and sales trainer
Everyone sells, regardless of what your job title is, and this is your place for authentic, conversational sales and prospecting tips without the sleaze factor. Art Sobczak shares proven sales and cold calling (without the cold) tips that you'll feel comfortable using, and that get the results you want. You'll help people buy, instead of pushing them into being sold. Over the past 30 years Art has helped hundreds of thousands through his books, newsletters, audios, videos, online courses, public seminars, customized company training and keynotes, and now, this podcast.
Episodes
Mentioned books
Sep 22, 2021 • 7min
202 A Review of a Prospecting Opening with Lots of Mistakes
Art reviews the opening statement of a sales rep who made a number of mistakes in his opening. This rep was calling on leads from a sales rep who had left the company. And you'll hear what the rep should have said to have been successful on the call.
Sep 15, 2021 • 4min
201 Don't Miss on the Amateur Side--in Golf and Sales
There's a saying in golf that when a golfer doesn't have the skill or confidence to aim and trust a putt by hitting to the higher side of cup's elevation, that they "missed on the amateur side." A similar correlation can be made in sales situations when the sales rep doesn't dig deep enough with their questions and takes the easy way out. Hear what you should do instead to turn more conversations into sales.
Sep 10, 2021 • 32min
200 GUEST: How to Sell Different, with Lee Salz
In today's sales and marketing environment, in order to have any chance of success we must be able to cut through all of the noise, get attention, and stand out from the competition. Today's guest, Lee Salz, shows us exactly how to do that.
Sep 3, 2021 • 6min
199 How a Two-Word Close Turned Into a $700 Breakfast
Art shares an experience where he was the customer at a small clothing boutique in Positano, Italy. The salesperson only needed a couple of words, used several times, to win a very nice sale. You can use these two words as well with similar results.
Aug 27, 2021 • 11min
198 The Secret that Gets Calls Returned, and Gets You In
The key to cutting through all of the noise and clutter you are competing with every day is to make your message relevant. That means customizing, personalizing, and tailoring it for your prospect. One of the best ways to get the intel to do that is a process called Social Engineering where you speak with people other than your decision maker. You'll hear the exact process to create your own script and begin using it right away.
Aug 19, 2021 • 5min
197 A Type of Question Everyone Should Use Instead of Statements
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.
Aug 13, 2021 • 8min
196 How Determination Shaped my Life, and Can Change Yours Too
Regardless of whatever you have experienced to this point in your life, or your net worth, education, or social status, one thing independent of all of that is one's desire. If you want something with enough passion, other things become minor. I learned this early in life, with high school basketball. I'll share my story, and hopefully it will resonate with you and what you desire.
Jul 30, 2021 • 10min
195 How to Perform Like an Olympic-Level Sales Pro
Olympic athletes have achieved their levels through lots of hard work and practice. There are lots of similarities with sales pros. Further, there's one specific area that sets apart the very top performers from the good performers. You'll hear exactly what that is, and how you can reach that level too.
Jul 16, 2021 • 13min
194 What to Say to Open Up Your Meeting to Get the Prospect Talking
Many sales reps blow it after they finally get a meeting with a prospect, and then just begin pitching their product. Which usually results in an objection. Here is what to say instead to get them talking about exactly what they want and need, and how you can adapt it for your prospects.
Jul 9, 2021 • 7min
193 An Incredibly Simple, Yet Powerful Question Formula
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.
