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
Aug 22, 2019 • 40min
077 GUEST: Sales Secrets of a Software Entrepreneur- Brandon Bornancin
Brandon Bornancin--still in his 30's--has made millions in his sales career, lost it, and made it back again. He is CEO of Seamless.ai, "providing the best sales leads on the planet." Sign up free at http://SeamlessSmartCalling.com He shares his stories of rapid growth and sales success, and what you can do to skyrocket your results as well.
Aug 19, 2019 • 6min
076 A Conversational and Effective Objection Response
When a prospect or customer raises a concern, and then they hear a tired, old objection "rebuttal," they typically become even more defensive and adversarial. However, when the next response is unexpected, more like a real conversation, that is when they open up. Here is a very simple technique you can adapt to your own situations and use with the very next objection you hear.
Aug 15, 2019 • 6min
075 How to Blow Away the Objection Before it Comes Up
Objections are inevitable in sales. A great way to handle some is to address them before they even are said by the prospect. You'll hear how to do this, and get several word-for-word examples you can use right now.
Aug 12, 2019 • 52min
074 GUEST: Oren Klaff on Getting People to Think Your Idea is Their Idea
Oren Klaff, author of the million-copy-selling book, "Pitch Anything" shares fascinating insight from his brand new book, "Flip the Script---Getting People to think Your Idea is Their Idea." The ideal sale occurs when a buyer tells you "Let's do this," instead of having to use techniques to close him or her. Oren discusses using "Inception," and several of its components, that we all can use to help our customers decide to buy from us.
Aug 8, 2019 • 7min
073 RANT: Do Not Misrepresent Your Sales Intentions
A type of approach that gives sales a bad name in general is misrepresenting the purpose of a call or outreach. Hear examples of what these are, and what TO do instead to be totally upfront, AND successful with your efforts.
Aug 5, 2019 • 8min
072 Seven Tips for Getting Rid of Your Avoidance Behaviors
For many salespeople, their lack of production is not for a lack of being busy. It's because that "busyness" is typically "avoidance behavior." Avoidance behavior means we engage in things that cause us to NOT do the productive things we should be doing in sales: prospecting, following up, and speaking with prospects and customers. See examples of this avoidance behavior, and seven tips for getting rid of it so you can be be more productive by bringing in more sales and profits.
Aug 1, 2019 • 33min
071 GUEST: Trial Attorney Sales Secrets, with Jess Lorona
Trial attorneys need to be master influencers, and "sell" in many different ways and situations. Today's guest is a prominent, experienced litigator who shares some of his sales success secrets as they relate to interacting with clients, jurors, opposing attorneys, and judges. You'll be able to adapt these ideas and methods to your own interactions and sales situations.
Jul 29, 2019 • 6min
070 Question Like this TV Detective to Get Great Information
We can learn how to be better at sales by observing and studying other professions. Police detectives are very skilled questioners. A fictitious one from an old TV series, who used several great techniques was Columbo. Hear the techniques he used to get people to really open up, and how you can easily use them too.
Jul 25, 2019 • 31min
069 GUEST: He's Going for 1000 No's This Summer; Leo Quinn
One of the biggest fears of salespeople--or anyone--is hearing NO. Our guest today, Leo Quinn, is embracing the "Go for No" philosophy and is on a mission to hear 1000 NO's in the summer of 2019. You'll hear what is he doing, why, what he has experienced and learned, and how he has changed. And, you will be more motivated to put yourself out there more, laugh at no's, and get more success as a result.
Jul 22, 2019 • 5min
068 What if you asked this question more often?
Here's a question that is proven to unlock creativity and possibilities in the minds of people who hear it. And we should be asking it more of everyone, especially our prospects and customers.
