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
Jun 25, 2021 • 8min
192 A Detailed Answer About a Prospecting Problem
Art received a question from a listener about a lack of success with his prospecting opening. He shared what he was saying and asking, and Art gave a detailed recommendation about what he should say instead to get better results. You can model this, adapt it, and use it to get a good response too.
Jun 17, 2021 • 41min
191 GUEST: How to Use Improv to Be More Effective in Sales, with Gina Trimarco
We need to plan our sales messaging for sure, but much of our calls rely on reacting and responding. But many salespeople find it challenging to get off script, be spontaneous, and think on their feet. Master improv instructor, Gina Trimarco discusses how to leverage the same techniques that actors and comedians use to improvise in the moment while on stage and still appear brilliant (and on script) to the audience.
Jun 11, 2021 • 4min
190 How to Get Results with a One-Sentence Email
Many salespeople send out lots of horrible sales emails that quickly get deleted. And that's If they even get opened. Most are way too long. Here's a technique that uses simply one sentence. And it has gotten results. See how you might be able to use it.
Jun 4, 2021 • 11min
189 Call Opening Do's and Don'ts
There are a number of mistakes at the start of calls and voice mails that actually cause resistance. You'll hear a number of the common ones, along to what TO DO to create interest and bring value so prospects and customers want to speak with you.
May 21, 2021 • 5min
188 How to Increase Your Production By 25%
It's not that tough to radically increase your performance and production. When you focus on doing the right things, you can see massive results. Art shares three questions that will help you do just that right now.
May 13, 2021 • 26min
187 GUEST: How to Use Pain and Gain to Sell, with Dan Seidman
It's long been taught that we need to find the pain and solve it. Well, that's half right. According to guest expert Dan Seidman, gain is just as big of a motivator. The key is how to identify it, and then what to do with it. Dan shows us how, with examples in this episode.
May 6, 2021 • 8min
186 Here are 76 "How" Questions You Can Use
Using "how" questions is powerful in many parts of the sales process. Art shares 76 "how" questions that you can use or adapt in your own sales situations.
Apr 26, 2021 • 10min
185 Negative Sales Assumptions Usually Come True
Negative assumptions in sales typically become reality. From whether it be the quality of a lead, or if someone is qualified to buy, if we assume negatively, we usually make it come true. Sometimes erroneously, which could cause us to lose sales. See what we should think and do instead to make our assumptions positive.
Apr 23, 2021 • 8min
184 Mrs. Doubtfire, and the Theory of Contrast
In negotiating and sales, it often pays to create a scenario either much higher or lower than the one that you'll ultimately settle for. In this episode, you'll see many examples of how to do this to get what you want, including how Robin Williams did it as Mrs. Doubtfire.
Apr 15, 2021 • 4min
183 If It Sounds Too Good to Be True, Question More
When you get an inquiry from a prospect, and they just seem too eager to get information from you right now, giving the impression they are ready to buy quickly, don't be fooled. Here's what you should do to be certain you have a real buyer.
