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
Jul 17, 2020 • 8min
150 Add This "Magic" Question to Your Objection-Handling Process
As Art has always taught, trying to "overcome" objections with slick rebuttals is dumb, since it is just telling someone they are wrong, which does not end well. Instead, we need to follow a conversational process. You'll hear this process, along with a new "magic" question that Art has added that helps people to open up, doubt their previous stance, and consider your offer in a different, more favorable way.
Jul 9, 2020 • 10min
149 Outrageous Techniques to "Get Past the Gatekeeper," and What TO Do
It's amazing that there still are people believing and teaching nonsense about "getting past the gatekeeper." They must not realize that the assistant--as that powerful person should be called-- works harder to keep out those who try to get "past" them, and works WITH those who respect them, and can justify why they have something of value. In this episode you'll hear some outrageous--and sometimes unethical-- examples of techniques some salespeople use, and what TO do to get the assistant working with us, to help us get through to the boss.
Jun 30, 2020 • 17min
148 Art Places a Call Back in Time to 1983--to Himself!
Ten years ago Art did a keynote presentation to an American Association of Inside Sales Professionals group. He called it "People 1.0" and wanted to illustrate the importance of the human connection in sales. To creatively show how, despite the technology available to us, we need to focus even more on the personal touch, he simulated a call back to 1983, to himself. You'll hear that entire "call" here. Enjoy!
Jun 23, 2020 • 17min
147 The Smart Calling Opening Statement What-to-Say Process
"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.
Jun 19, 2020 • 9min
146 How to Craft a Voicemail that Leaves Them Wanting to Know More
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.
Jun 12, 2020 • 14min
145 Analysis of a Recorded Horrible Cold Call Voice Mail
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.
Jun 4, 2020 • 33min
144 GUEST: Tips for Getting Through to Speak With Prospects, with Lori Richardson
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.
May 29, 2020 • 20min
143 How to Get New Business from Three Sources You Already Have
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.
May 20, 2020 • 50min
142 GUEST: Selling in a Crisis, The Go-Giver Way, with Bob Burg
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.
May 13, 2020 • 38min
141 GUEST: How to "Sell in Place" to Win Big Sales, with Tom Searcy
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.
