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
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.
Nov 11, 2019 • 10min
Episode 100: "Shameless" Sales Tactics You Actually SHOULD Avoid
Art found an online article suggesting many lies and deceitful tactics that salespeople should use if they want to be successful. He takes each of these, points out how absurd they are for ethical salespeople, and what we should do to really be successful.
Nov 6, 2019 • 5min
099 How to Say Your Price, So You Aren't Asked to Drop It
Many times salespeople end up dropping their price, and it is a direct result of how they quote their price. There are a number of words and phrases you should avoid when stating your price so that you don't give the impression that you are willing to negotiate it. And, you'll hear precisely how to state your price, and respond if they still ask for a better price, so you still sell at your full price.
Nov 4, 2019 • 6min
098 Three Subtle Persuasion Techniques You Can Use (backed by science)
Here are three subtle, but powerful persuasion techniques--that likely have been used with you--that you can adapt to be more persuasive and influential with prospects, customers... friends, family... anyone really!
Oct 31, 2019 • 8min
097 Brief Sales Tips (maybe older than you)
In this episode, Art went into his vault and found some sales tips he first shared in the 80's and 90's... which are as relevant, and even more important today. You'll hear some brief tips on motivation, closing, building relationships. and more.
Oct 28, 2019 • 7min
096 Avoid Tom Cruise's Mistake: Stop When You Have Them at Hello
Remember in the movie, Jerry Macguire, Tom Cruise's impassioned make-up speech to his wife? And then after finishing she says, "You had me at hello." That is similar to what salespeople do every day... talking too much, when the customer already is sold. Often with negative outcomes. You'll hear what to avoid, and what TO say to close the deal, and not "buy it back."
Oct 23, 2019 • 40min
095 How to Cold Call Successfully, By Just Filling in These Blanks
This is a training session on how to easily develop your own interest-creating cold call opening script (without the cold), which also can be used as an effective voice mail, by just filling in the blanks on the free Smart Calling Template. You can download the template at http://SalesByPhone.com
Oct 21, 2019 • 5min
094 How to Use Seinfeld Techniques to Sell More
The wildly-popular show, Seinfeld, used a type of humor that made it easy for us to relate to the crazy situations the characters got themselves into. We can use similar methods in sales. When we can help prospects and customers relate to pains and problems in their mind, then it is easier for them to be open to our suggestions. You'll hear what to say, and what questions to ask in order to do that.
Oct 17, 2019 • 27min
093 GUEST: How to Get the Meeting Using Contact Marketing, with Stu Heinecke
Using Stu Heinecke's "Contact Marketing" campaigns, he, and his clients have achieved a 100% success rate of getting meetings with their high-level targeted prospects. In his book, "How to Get a Meeting With Anyone," introduced the concept of Contact Marketing, which is reaching out to prospects with unconventional approaches. In his new book, "Get the Meeting," Stu gives lots of examples and case studies of it in action, and in this episode, shares what it is, and how we all can use it.
