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
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.
Apr 4, 2019 • 10min
037 How to Be Interesting to Distracted People
We operate in an instant-gratification, ADD-affected environment. For most people, listening to this nine-minute episode would be too much for them. When YOU do, you will hear some simple tips for dealing with your own distractions, and how to be more interesting to those whose attention you need in order to help them.
Apr 1, 2019 • 10min
036 Are These Sales "Tricks," or Good Strategy?
Many people view attempts to sell them with skepticism. And rightfully so, since there is so much awful salesmanship being practiced every day. However, many things that are used by successful salespeople, marketers, negotiators as based on sound, scientifically-proven psychological and behavioral principles. Which you should be using too, in your own efforts to help people buy. You'll hear Art break down 10 sales "tricks" cited in an online article, and how you can actually use them for helpful purposes in your own sales.
Mar 28, 2019 • 6min
035 How to Respond to "Why should I buy from you?"
When many people hear, "Why should I buy from you?", they reply with THEIR reasons. Which are probably not the same as the questioners. The most effective way to answer, is with a question. In this episode you will find out what that question is, and how you can use it (and its variations) so that you can then actually get them to buy from you.
Mar 25, 2019 • 6min
034 "Maybe's" are Worse Than "No's"
Most people don't like to hear "no." But what is worse is hearing a lot of "maybe's." In this episode, you'll hear why, and what to do to hear fewer "maybe's," save time, and get more decisions, and "yes" answers in the process.
Mar 21, 2019 • 10min
033 Breaking a Sales Slump With Sports Psychology
If you've been in sales for more than a few months, you likely have experienced this. If you're new, you probably will. It's a slump. When nothing seems to be going your way. The good news, is that it's temporary, IF you apply the right thinking. Hear how one sales rep modeled what Hall of Fame Major League Baseball pitcher John Smoltz did when he ran into a rough stretch of disappointing performance, and what you can do too.
Mar 18, 2019 • 7min
032 This Question is Awful. Or Good. Depending on How it's Used
This sales question is often used inappropriately, therefore it fails, and comes across cheesy or salesy. However, when used at the right time, in the right way, or with a variation of it, it can be VERY effective. Hear what to avoid, and how to use it to move more of your own sales forward.
Mar 14, 2019 • 8min
031 Is it YOU Who Has the Real Issue with Money and Price?
Many sales are lost--or not even started--because of an issue with money and price. The SALESPERSON'S problem with it, not the buyers. If you think your buyers only buy on price, or that your prices are too high, you are already beaten. In this episode we cover what you need to do and think in order to sell at your full price, and deliver tremendous value to your buyers.
Mar 11, 2019 • 11min
030 Scripts: Why and How You MUST Use them to Be Successful
The word "script" in sales stirs lots of emotion, both for and against. But, the only possible way to be successful in sales, or any performance activity, is to use them. In this episode you'll hear the why, and how and where to use them to be successful in your own selling.
Mar 7, 2019 • 39min
029 CEO Guest: Dan Hoemke Shares How to Sell to the Top
Our guest gives the unique sales perspective from not only having been a top producing sales executive at large companies, but also the CEO of an insurance giant. Dan reveals what is important when selling to the top, the "secrets" to getting through, and the mistakes to avoid.
