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
Mar 12, 2021 • 8min
180 Asking About "Feelings" vs. "Thoughts." Does it Matter?
The correct word or two can and does make the difference between success and failure in sales messaging. But, words don't operate on an island, they are interpreted in the context of the listener's situation. You'll hear whether or not it makes a difference to use "feel" vs. "think" in asking someone where they stand on your offer.
Mar 5, 2021 • 7min
179 Have the Attitude of this Jeopardy! Winner
If you watch Jeopardy!, you know of Ken Jennings, the winningest player of all time. But you probably don't know of the player who ended his legendary winning streak. Nancy Zerg had the attitude that someone was going to beat him, why not her? THAT is the attitude we must have as salespeople, instead of one where we are defeated before we even place a call. Hear what to do and avoid to be like Nancy.
Feb 26, 2021 • 4min
178 A Simple, Conversational Question to Respond to Resistance
Most sales training has it all wrong about how to respond to resistance and objections. Usually the suggestion is to come back with an argumentative rebuttal. Instead, get the other person to open up with this very simple, conversational question that you can easily adapt to your situation.
Feb 18, 2021 • 13min
177 A Recording of a Cringeworthy Cold Call Art Received
This cold caller made several fatal mistakes, even before he picked up the phone. And then he was arrogant, as you will hear. You'll also hear exactly what he should have said to build curiosity, interest, and get into an engaging sales conversation.
Feb 12, 2021 • 10min
176 A Review of a Common Opening/Voice Mail Mistake, and What TO Do
There's a common, fatal, mistake committed by sales reps in their openings, and voice mails. That is trying to get before they give. You'll hear a specific example of this in a call opening, what is wrong, and what to do instead.
Feb 4, 2021 • 10min
175 Script it, or Wing It?
Some people suggest that on your calls you are simply natural, being yourself and let things flow. Others suggest you script out everything you say. Neither is totally possible. Success lies in the middle, with more emphasis on one. Hear Art's suggestion on this, and what you should do to have optimal success on your calls, and sound smooth, natural, and confident.
Jan 26, 2021 • 6min
174 Q&A: What to Do When Your Contact is Not the Final Decision Maker
Art answers a question today from a listener about a scenario that many of us have encountered: How do you handle it when your contact is not the final decision maker, and that person does not want you to speak with their boss? If you have a question or situation you'd like Art to address, send it to him at ArtS@BusinessByPhone.com.
Jan 22, 2021 • 10min
173 Yes, You Should Leave a Prospecting Voice Mail; Here's What to Say
A popular debate is the one regarding whether to leave a voice message on a prospecting call. Art explains why it's beneficial and important, BUT to leave a good one, that also leaves a question in their mind, and does not sell. You'll also hear an example of a great one, and exactly how you can craft yours.
Jan 15, 2021 • 7min
172 Your Benefits Probably Aren't
A major flaw in most sales training is that the emphasis is placed on presenting the "benefits." The problem is that benefits are not universal, and only have value when it is perceived by the individual hearing them. Art shows exactly what to do to ensure that your benefits actually are benefits for your prospects and customers.
Jan 8, 2021 • 3min
171 Use a Stand-Up Comedy Technique to Sell More
One technique that comics use to get laughs is the "callback." It's referring back to something specific that got a laugh earlier. You'll hear how it's used, and how you can use it in several parts of sales conversations to connect more effectively, persuade, and close.
