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
Jan 30, 2020 • 6min
120 Never Assume they Know What You Know
A communication mistake many people make is assuming others know what we know. This is especially dangerous in sales. You'll hear how the airline gate agent thought Art asked a stupid question, but his perception was from his own world of aviation. You'll also hear other mistakes to avoid, and what to do to be clear and specific, and help your prospects and customers to be as well.
Jan 27, 2020 • 5min
119 How to Sell the Higher-Priced Option
Salespeople often leave a lot of money on the table because they are uncomfortable recommending a higher-priced option. That's a huge mistake, as you'll hear with the example of the Best Buy sales rep that Art shares. You'll hear mistakes to avoid, and what to do to easily increase your average order size.
Jan 23, 2020 • 7min
118 The "Easy" Way to Create Interest
Everyone would like the "Easy" button for most things. And like with most things, real success requires more than the easy route. However, there are some simple steps we can take in sales to indeed avoid mistakes, and get some quick wins. Hear a simple way to put together an interest-creating message you can use in voice mails, emails, and call openings to grab instant interest and get replies.
Jan 20, 2020 • 15min
117 Are You a Sales Professional, or Dabbler?
There are many people who treat what they do as just a job. The highest earners are true professionals. Like Leo, the limo driver. Hear Art's experience with the ultimate in professionalism, from a driver his group had in Chicago. And, you'll hear the common characteristics that all true sales PROfessionals have as well.
Jan 16, 2020 • 5min
116 How to Handle What You Might Think is a Price Objection, But Really Isn't
Most things that salespeople hear from prospects regarding price are not real objections. Just statements or comments. The danger is when the reps don't know how to respond, and end up giving away profits. Here's an example of how the golf pro did this with Art, and sold his golf balls at a much higher price than they sell for online. And you'll hear what you can do, too.
Jan 13, 2020 • 21min
115 GUEST: The Perfect Close, with James Muir
Closing is not, and should not be about techniques or hard sell manipulative tactics. When done professionally, it is a natural next step in a natural conversation. James Muir has developed two simple questions that have been proven to be the most effective steps to take to get prospects to move forward in the sales process, and buy. You'll hear the exact words, and how to use them.
Jan 9, 2020 • 10min
114 The Mishandled $8000 Pizza Order
The people who directly interact with prospects and customers ARE the company to those buyers. One screw up by one person can cause them to never buy there again. And most of these people who interact with buyers don't realize the true lifetime value of a customer. Such was the case of the pizza shop owner Art had tried to order from. This will get you thinking about the real value of your customers, how important every interaction is, and what you can do to maximize them.
Jan 6, 2020 • 10min
113 When We Must Assume in Sales, and When to Not
Old school, cheesy sales advice suggests you should always assume the sale, and use "assumptive" closing techniques. Part of that is partially true, and the other part can either make the sales rep look like a fool, or be the exact thing to do. It depends on the situation. All of this is explained in this episode so you will have a clear plan as to when to assume and what to do, and when to never to do it.
Dec 30, 2019 • 8min
112 Don't Wish for the Business, ASK for It
Too many sales are lost because the salesperson uses weak language. They wish for the business or next step, instead of directly asking for it. And, this is NOT being pushy when used correctly. You'll hear lots of tips and word-for-word closes and commitment questions you can use right now.
Dec 23, 2019 • 7min
111 Listen for "Wine" in this Episode
If the title of this episode got your attention, you will be listening for the word "wine" when you hit "play." And you will hear it. The sales point of this episode is that we look for what we expect. And you should do the same thing when you send anything to a prospect or customer after a sales call. Then, there's a greater chance they will actually pay attention to what you send. You'll hear Art's wine story, and how he got what he expected at a wine tasting.
