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 18, 2019 • 10min
067 Sales Lessons From Buying Hundreds of Tickets to Sold Out Games
Over the years Art has attended hundreds of sporting events while on the road doing training. Many of those events were popular and sold out. But he scored tickets at, or below face value. Hear his techniques, and the sales lessons learned, that you can use too.
Jul 15, 2019 • 6min
066 Don't Ask the Dumb Questions that Give Useless Answers
Picking up on the theme from the previous episode, there are indeed dumb questions in sales. They give us useless answers. You'll hear examples of these dumb questions--many of which you have heard, and possibly use. And you'll get what to say instead to get valuable information to help you help the customer buy.
Jul 11, 2019 • 9min
065 How to Avoid the Stupid Sales Questions
Perhaps you've heard the old saying, "There's no such thing as a dumb question." That's not true in sales. There are actually stupid questions that you should avoid. These are the ones that actually cause people to resent and resist the questioner. Hear what to avoid, and what to ask to get people to open up.
Jul 8, 2019 • 7min
064 Who's the Better Salesperson? Elton John or Billy Joel?
Art was at a concert where Billy Joel and Elton John performed together. They both did an amazing job with their music, but one was clearly the better salesperson regarding how he connected with the audience. Hear who that was, exactly what he did, and how you can model it in your own sales.
Jul 4, 2019 • 5min
063 Why Not Plan Your Sales Calls Like You Do Your Weekends?
We plan the things that are important to us. Like what we'll do on the weekend. Do you put that much prep, or more into your sales and prospecting calls? Here are some specific tips for the parts of your calls that need to be planned to get optimal success.
Jul 1, 2019 • 9min
062 How to Avoid Ever Hearing "I don't need that."
An objection that is ALWAYS caused by a salesperson is "I don't need that." And it's actually pretty easy to avoid ever hearing it again. You'll hear exactly what to say, and what NOT to say, so that you don't get this objection in any of your sales or or prospecting situations.
Jun 27, 2019 • 8min
061 Avoid This Early Question that Screams "Salesperson!"
Your opening is THE most important part of any sales or prospecting call. Yet most openings actually cause rejection by committing one of the many sales and prospecting mistakes. There is one question that falls into the mistake category that screams out, "I am trying to sell you something!" And that almost always causes resistance. Hear what it is so you can avoid it, and then exactly what you can say to create interest on your sales and prospecting calls.
Jun 24, 2019 • 25min
060 GUEST: How to Differentiate, and Sell at YOUR Price, with Lee Salz
Many salespeople think that they need to drop their price, or have the lowest prices to win business. And when they do drop prices, if they do get the deal, they are giving away profit, many time unnecessarily. To win deals at the prices you want, the needed strategy is differentiation. Lee Salz shows us how to create meaningful value and stand out from the competition so we can deliver value, and sell at full price.
Jun 20, 2019 • 8min
059 Can You Spot What is Wrong With This Cold Call Opening?
Art shares a cold calling opening suggestion he found in a post online. As is, it would likely get a user rejected. Can you spot what is wrong? You'll hear what it is, AND what could have been added to make it effective. Plus, you can model it for your own successful prospecting openings and voice mail messages.
Jun 17, 2019 • 7min
058 This Sales Question Should Require a Permit
Here's a sales question, that according to people in the car business, causes accidents during test drives. Hear what it is, why it works, and how you can adapt it to your own sales situations.
