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
Nov 16, 2022 • 7min
249 Do NOT Ask if They are the Decision Maker
Many prospecting calls start with, "Are you the person there who handles the purchasing of...?" Which is the wrong thing to say. Really, who says that? Salespeople. And it creates instant resistance. Art shares what to say instead to create interest, and still be sure you are talking to the right person.
Nov 6, 2022 • 11min
248 The Boring Fundamentals Always Have, and Always Will Work
There is no magic pill, secret sauce, or easy button in sales, although many seek it. Every ultra-successful sales pro has mastered the basics. You can, and should too. In this episode Art covers the steps in the sales process, the most important keys to success, and the mistakes to avoid.
Oct 28, 2022 • 7min
247 How to Respond to the Immediate, "I'm Not Interested"
Something that anyone who has ever made a prospecting call has experienced is the quick brush off attempt. Most salespeople give up, and feel rejected. That's the wrong thing to do, since it's not a real objection. You'll hear exactly what to say, along with examples you can use on your own calls to salvage more opportunities.
Oct 5, 2022 • 8min
246 Fear and Scaring- How to Use These Motivators to Help People
Fear is one of the strongest human motivators. It causes people to take massive action, or do nothing because it paralyzes them. And we should use it in our own sales. Professionally, and ethically of course. To help people. You'll hear exactly how, in three different areas.
Sep 21, 2022 • 4min
245 A Simple One-Question Template to Help People Sell Themselves
It's always better to let people tell you what they want, and sell themselves in the process, than YOU telling them what you want them to buy. Art shares a simple, one sentence template that you can use by filling in two blanks.
Sep 16, 2022 • 44min
244 GUEST: How to Win the Relationship, and Not the Deal, With Casey Jacox
In sales, too often the salesperson's emphasis is self-centered, with the focus on what they want... the meeting, the sale, the commission. And that is evidenced by product pitches, irrelevant and unfocused messaging that is not personalized. Professional sales is all about relationships, not just getting the deal. Casey Jacox wrote the book on that, "Win the Relationship and Not the Deal,"and shares valuable, important rules we all can benefit from.
Aug 29, 2022 • 10min
243 How to Handle Prospects Who are in "Panic Mode" (and not get ghosted)
We all love to hear from prospects who contact us and seem ready to buy. Some are in a great hurry to get price quote, proposal and other information urgently. But, all of those do not really intend on buying from you. In this episode, Art shows how to sort through and find the real buyers, and not waste time with those who will never buy from you.
Aug 16, 2022 • 6min
242 Asking About Budget Usually Means You Get NO Money
Asking "What is your budget?", or "Do you have anything left in your budget?" typically results in an objection. The fact is, if you are talking to the right person, and the need for what they want is strong enough, they will find a way to get the money. Art shares a story about a call he received where the rep killed the call with his question, and what he--and you could do instead to get people talking about buying what they want.
Aug 6, 2022 • 8min
241 How to Recommend What They'll Buy, Instead of Presenting What They'll Object To
The biggest problem in sales is people presenting what they want to sell, without regard for what the other person might be interested in. And that causes objections. It's really not that tough to do things the right way. To recommend instead of present. But it needs to be done in the right way, at the right time. Art shares his simple four-step process for doing just that, so you can get more agreement, and fewer objections.
Jul 28, 2022 • 6min
240 Believe You'll Win Every Time--Like George Brett
Many sales calls are doomed because the sales rep told himself so before the call. You might not win them all, but if you don't think you'll win, you'll likely get very few. Art discusses the importance of your thoughts going into any sales situation--or competition--and shares a personal story.
