The Art of Sales with Art Sobczak

Art Sobczak, cold calling and sales trainer
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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.
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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.
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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.
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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.
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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.
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Apr 22, 2019 • 35min

042 GUEST: Sales Success Secrets of a Master Headhunter, Scott Love

Recruiting at a high level is the ultimate practice of sales. Prospecting, getting an engagement, contacting applicants and persuading them to look at positions, negotiating contracts…all require expertise in the art and science of selling. Scott Love is a highly successful recruiter in the legal field, and is on the phone every day. He also formerly ran a recruiting training company. In this episode he shares processes, methods, techniques and mindsets that he uses and teaches, and that all salespeople can benefit from.
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Apr 18, 2019 • 8min

041 If You Send Samples or Demos, Do this to Sell More of Them

If your sales process involves sending out samples and demos--or even proposals-- you might be leaving a lot of money on the table. In this episode you will hear the mistakes that salespeople make that results in prospects not even paying attention to what is sent, or not caring if they do look at. And you'll get exactly what to say to learn how and why people will buy, and how to get them to do that after they receive what you send.
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Apr 15, 2019 • 8min

040 How to Avoid Forcing People to Lie to You

There are a few worthless phrases and questions that salespeople use at the end of sales conversations that cause prospects to lie. They are things like, "Keep us in mind, OK?", or, "Keep my number in case you need anything." In this episode you will hear exactly what to do to avoid saying these things so you can determine if someone is, or could be a good prospect, and to get them to actually contact you if things do change.
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Apr 11, 2019 • 41min

039 Guest: The "Home Service Millionaire," Tommy Mello

Every business is a sales business. Hear how this young entrepreneur took a garage door business from $50K in debt, to over $30 million in sales in seven years, using customer-oriented sales methods and processes. You'll hear processes and methods that any sales pro can use in any industry.
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Apr 8, 2019 • 8min

038 How to Use Fear to Sell

Fear is a motivator. And you can use fear, professionally and ethically in sales. You'll hear the three areas in which you can create questions, using fear, to help people take action.

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