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
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.
Mar 4, 2019 • 17min
028 RANT: Beware of Bad Sales Advice that Can Harm You
There is more free sales advice than ever available. Some of it is great. Some of it actually creates "no's" and other collateral damage. For example, nonsense on scripts, going for a meeting in a call opening, sales being just a numbers game, and more. In this episode, you'll hear Art going off on these topics, and more. Plus, he'll give you suggestions on what TO do instead.
Feb 28, 2019 • 10min
027 A Prospecting Call Opening/Voicemail Makeover
Art takes an actual opening statement/voicemail message submitted by a client, breaks it down word by word, points out what is good, what is not, and then revises it. You'll hear what not to do with your own call openings and voice mails, and what to include so that you can create interest and get prospects engaging with you.
Feb 25, 2019 • 9min
026 How to Sell Your VALUE, not a Commodity
If you THINK you sell the same thing as everyone else, you do. The result of that usually is getting sucked into a price-dropping situation, which is not a profitable business strategy. You'll hear tips on how to position the value of what you sell, so you don't need to sell on price, and get your full price every time.
Feb 21, 2019 • 10min
025 How to Get Responses to Voice Mail and Email
It's harder than ever to get people to reply to voice mail and emails. Most messages get ignored and deleted. Yet, a few DO get responses. In this episode, you'll hear FIVE proven methods you can use in your own messaging to get people to reply to you.
Feb 18, 2019 • 8min
024 How to Ask Better Questions, to Get Better Answers
The quality of your question determines the quality of your answer. Many sales and opportunities are lost, not because questions were not asked... but because GREAT questions were not asked. You'll hear examples of weak questions, and the better alternatives, AND specific techniques you can use to ask your own great questions.
Feb 14, 2019 • 9min
023 How to Handle "I want to think about it."
Hearing "I want to think about it" from prospects is often frustrating, and too many times results in nothing ever happening. Sometimes people DO need to think about it. Other times they are just procrastinating and can move forward more quickly. And yet other times they are just getting rid of you. In this episode you'll hear how to identify the prospect's intention, and how to respond to get movement quicker.
