The Art of Sales with Art Sobczak

"Cold" calling is dumb and has little chance of success. Doing Smart Call prospecting is proven to work to help you get through, get in, and selling to new buyers. You'll hear examples of both, why the cold calls don't work, why the Smart Call does. And you'll get the exact step-by-step process you can use right now to make your own successful Smart Calls. You can get the book at http://Smart-Calling.com.

Most sales prospecting voice mails create resistance (like the one in the last episode.) But, there is a right way to create and leave a voice mail that leaves the prospecting wondering what you have, and wanting to hear more. And THAT is the goal for prospecting voice mails. You'll hear what to say, along with examples you can model for your own calls.

You might not believe what you hear in this cold call voice mail. The caller makes numerous mistakes in just a few seconds. Art analyzes it, and shows what the caller could have done to make it a successful, Smart Call. The same things you can do on your calls.

One of the biggest challenges in prospecting is actually getting through to and having a conversation with a buyer. Sales trainer and consultant Lori Richardson has helped thousands of sales pros get through to buyers, and turn those prospects into customers. In this episode she shares a number of instantly-usable, practical tips for getting through, getting in, and selling successfully.

Getting new business has always been essential for any business. And for many today, it is critical for their survival. Cold prospecting is certainly one way to do it, but every business has three categories of potential new business already in their database where the odds are higher to bring in new sales. You'll hear what these groups are, what not to say, and what to say on your calls when contacting them.

As we pull out of the pandemic and on the road to recovery, it will be more important than ever to deliver value, build strong relationships, and focus on the customer. Bob Burg, co-author of the wildly popular "Go-Giver" series of books, shares how the five principles of the Go-Giver are especially relevant today, and how they will continue to be moving forward. You'll hear what you can do to provide massive value to your prospects and customers, and get extraordinary results yourself.

The "new normal" moving forward is, and will continue to be dramatically changed in sales. Selling remotely will continue to be a primary practice, even when it's not required. Tom Searcy is an expert at closing big sales, having done it himself with four different companies, and now showing almost half of the Fortune 500 how to do it. You'll hear what you can do to close big deals without ever seeing your buyer in person.

In today's radically-changed environment, video meetings have become the norm. And with the technology being new to so many, common mistakes prevail that hinder the impression they are trying to make. Julie Hansen has been teaching presentation skills to sales pros for years, for both remote and in-person presentations. As a former actor she also brings techniques from that field into her training. In this episode, you'll hear what to avoid, and do on your own remote calls so you look and sound like a polished professional.

Today, more than ever, success in sales relies on being authentic, and delivering value with substance. Our guest, Larry Levine, author of the top-selling book, "Selling from the Heart," has made delivering that message his life's work.  In this episode he shares how to be of greater service to more prospects and customers, and how to enjoy overwhelming success in the process.

Yes, we should be prospecting in today's challenging environment. But not in exactly the same way as before. In this special video podcast,  shares three scripts that you can easily modify and use for your own calls to have meaningful conversations, and can result in future, or maybe even immediate new business, while helping people in the process.