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
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.
May 20, 2019 • 6min
050 A Corporate Buyer Reveals What It Would Take to Sell to Him
A fundamental mistake that many salespeople make is that they sell they way they want to sell. All that matters is how a customer wants to buy. In this episode, Art tells how a corporate buyer shared what turns him off as a buyer, and what it takes to get him interested.
May 16, 2019 • 6min
049 What to Do Right Now to Instantly Get Bigger Results
Want to know the secret of those who get the biggest sales, and typically bring in the most overall revenue? It is so simple you can do it right now. It's simply thinking, and acting bigger. It takes as much energy and effort to go after something huge as it does something tiny. So why would you choose the latter. In this episode you'll hear some easy-to-implement ideas you can put into practice right now to get bigger results.
May 13, 2019 • 6min
048 React to No's Like Kids Do So You Never are Rejected
Every kid is a born salesperson. And, we can learn a lot by remembering how we reacted to no's when we were kids. Or by observing kids today. In this episode, you'll be reminded of, and motivated by kids' reactions to no's so that you are never deterred by them, and will then get more of what you want.
May 9, 2019 • 28min
047 GUEST: Real Estate Sales Success Secrets (that everyone can use) with Van Deeb
Today's guest is one of the most successful real estate professionals in the country, and he shares success principles that everyone can use. Van Deeb started DEEB Realty from the basement of his home, and grew it to over 350 agents, making it one of the largest independent firms in the U.S. Van sold his company, and today, inspires sales and service professionals, not only in the real estate business, but in all fields, on how to reach their potential and be more successful.
May 6, 2019 • 7min
046 Asking About Their Budget Actually Loses Sales
Many salespeople make the mistake of asking about a potential buyer's budget. Which typically gets a response similar to, "We've already spent it." Or, "There is no money available." And a sale is lost. It doesn't need to be that way. Hear what is most important, and how budget isn't an issue for most people, if you know how to approach the situation.
May 2, 2019 • 10min
045 Don't Use These Cheesey Screener Tactics
Unfortunately, many people still think they need to "Get past the screener" in order to speak with a decision maker. Worse, there are trainers who teach this nonsense. Assistants (we don't call them screeners) see through these tactics, and that pretty much ensures the salespeople never get through. You'll hear what to avoid, and what TO DO to get the assistant working with you in getting to the buyer.
Apr 29, 2019 • 12min
044 How Art Sold the Jury and Found the Guy Guilty
Sales situations are around us every day, and we can learn lessons from them when we look for them. Here's Art's story of how he was on a jury, and helped one dissenting juror finally come to the conclusion that was very obvious to everyone else.
Apr 25, 2019 • 9min
043 How to Avoid Calling With "I just want to introduce myself."
A go-nowhere approach that many salespeople use is when they are assigned names, is calling with the lame, "I just want to introduce myself." In this episode we discuss why that is ineffective and should be avoided, and exactly what should be said in a variety of situations to add value, and create interest and engagement.
