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
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.
Jun 13, 2019 • 43min
057 GUEST: Sales Truth, with Mike Weinberg
There has been a lot of false and misleading advice spread about sales and prospecting, and what does and does not work. Mike Weinberg has stepped up and called BS on a lot of it, in a big way, in his new book, "Sales Truth." In this episode, he shares with Art some of the nonsense that is out there, and the Truth about what is working--still.
Jun 10, 2019 • 10min
056 Sales Lessons from a World Champion Poker Player
There are many similarities between poker and sales. Art had the opportunity to be at a dinner with world champion poker player (and author, and Celebrity Apprentice finalist) Annie Duke. Annie shared her thoughts on "tilt," "bad beats," and other ideas that are directly applicable to our sales success.
Jun 6, 2019 • 8min
055 Warren Buffett, You, and Never Feeling Rejected in Sales
Warren Buffett is a big believer in turning setbacks into opportunities. Which is precisely what we need to do in sales to maximize our success. You'll hear what Warren did--and does--AND Art's simple process for never being rejected again in your prospecting and sales.
Jun 3, 2019 • 11min
054 One of the Best, Most Relevant Value Statements I've Ever Heard
It's essential for us to have value statements for our prospects IF we want to have any chance at all of getting them interested. Art shares one of the best he ever heard, since it was timely and relevant. And he discusses exactly how you can do the same thing with yours to get more people responding to you, speaking with you, and ultimately buying from you.
May 30, 2019 • 8min
053 I Learned This One Good Thing from a Pushy, Hard Sell Sales Rep
Hard sell, "pitchy," pushy sales reps give us all a bad name. They are part of the reason many people resist salespeople. I encountered one of these. He was all of the above. But there was one thing about him that we call can learn from, and profit from. It's pretty simple, yet many sales reps don't do it, and it costs them money. Hear my experience, and what you can do to get more sales.
May 27, 2019 • 6min
052 How to Get Your Competitor to Admit You are the Better Choice
If you ever have prospects who say they are going to shop around with your competitors, how would you like those competitors to actually admit that your offer is better? You can, when you say the right things when speaking with your prospect. Hear exactly what to do so that you win more of those competitive situations.
May 23, 2019 • 11min
051 The Prospecting Objective is Not to JUST Set the Appointment
One myth that has been around for a long time, is that the first prospecting call should be to just set the appointment. Nothing more. And, that causes salespeople to miss opportunities, and waste time. You'll hear how and why, and a case study makeover of one rep's former approach, and the modified, more effective strategy and tactics, which you can model too.
