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
Dec 19, 2019 • 6min
110 Asking about "Feelings" vs. "Thoughts"
Some sales training goes overboard on its insistence that you use or don't use certain words. The words we use in sales CAN make all of the difference. But WHERE they are used is much more important. You'll hear this explained using the "feel" vs. "thinking" example.
Dec 9, 2019 • 6min
109 Sell Like the Locals in Cabo
Almost all of the locals are salespeople in Cabo San Lucas, Mexico, as Art observed on vacation this week. Beach vendors, kids working in jewelry stores, and more all provided valuable sales lessons--including how to deal with rejection--that we all can use.
Dec 9, 2019 • 3min
108 One of the Simplest Sales Questions Ever
Often, using the most simple, conversational replies are the best ways to deal with mild resistance. If someone doesn't have a good reason for their resistance, simply asking them to repeat it can help them to open up more to your offer. You'll hear how to do that in this very brief episode.
Dec 9, 2019 • 4min
107 A Great Sales Question (from a TV show)
One of the best sales questions Art has ever heard was from the old TV show, Ally McBeal. You can use this simple question to get people off of the fence, and either tell you they are not a prospect, or get them to move forward. Both of which are better than a "maybe."
Dec 5, 2019 • 6min
106 How to Avoid Sounding Like a Babbling Fool
Sometimes prospects ask salespeople extremely technical, or outrageous questions that catch them off-guard, and cause them to respond with a long string of nonsense. We can avoid that, and it involves actually NOT answering the question immediately. You'll hear how to respond, and why.
Dec 2, 2019 • 5min
105 If You Plan to Listen to This Later, You are Guilty of It
Do you tend to put things off? How does that work out for you? Procrastination rarely leads to anything positive, especially in sales. Here are a few brief tips to help you take action on things you have been putting off--now!
Nov 24, 2019 • 7min
104 How Sales Reps Mishandled My Inquiry, and How One Got the Sale
It should be obvious that inquiries are your best source of new business. Yet sales reps mishandle them every day, and lose opportunities, and cash. Here are examples of how many reps made mistakes when Art wanted to buy now, and what one person did to get the business.
Nov 21, 2019 • 5min
103 How to Handle Stalls and Delays
Salespeople waste a lot of time needlessly by easily giving in to something like, "Give me a call back next month." You'll hear what to say to learn if they even are a good prospect, and if so, why waiting is even necessary. You'll save time, and sell more.
Nov 18, 2019 • 7min
102 How to Steal Business from the Competition
Everyone who prospects for new business has heard, "We're satisfied with who we're using now," or some variation of that. There's a lot of nonsense that has been taught about how to respond, such as, "What do you like best about them?" That actually gets them to reinforce their decision to work with their vendor. You'll hear what TO say instead, to get them talking, which then opens up the chance they will work with you.
Nov 14, 2019 • 5min
101 Ask the Plastic Surgery Question from "Nip/Tuck"
On the popular medical drama TV series from a few years ago, the surgeons would always ask one question with their new patients during the initial consultation. This is a question that revealed very important things about them. It's the same type of question we should use with prospects and customers to learn about them, and which will help them buy from us.
