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 30, 2022 • 5min
229 What to Say Instead of "What else should I be asking you?"
A question used by some salespeople at the end of their discovery is, "What else should i be asking you that I haven't yet?" The theory behind it is good, but the delivery is not, since it places all of the burden of the thinking on the listener. There is a better alternative, that makes it easier for them to answer, anf for you to get great information. You'll hear the exact formula for this, so you can create your own, effective, "What else?" questions.
Apr 22, 2022 • 6min
228 Warren Buffett, and Name Dropping When Prospecting
Art answers a question about if, and when to drop the names of other clients when prospecting.
Apr 16, 2022 • 34min
228 GUEST: Police Detective Interviewing and Interrogation Secrets, with Mike Butera
There are many similarities between professional sales, and what police detectives do in their interview and interrogation process. Today's guest, Mike Butera, is a 24-year veteran of the Omaha Police Department, having served in almost every unit. And he now is a professor at Bellevue University, teaching new officers. Mike shares a number of strategies, tactics, processes, and other fascinating insights from his experiences, and we also relate them to sales.
Apr 8, 2022 • 10min
227 A Template for Responding to "What's this in Reference to?"
Most salespeople get the question, "What's this in reference to?" from assistants, or others who protect the time of the boss. The response either gets you screened out, or in. Here's a simple template you can use to create a response that piques curiousity, stirs emotion, and gets you in.
Apr 1, 2022 • 5min
226 How to Keep Your Vocabulary Simple
In sales, our words are our tools. They can craft a masterpiece, or totally botch up the job. Art shares tips on how you can stir emotions and move people into taking action.
Mar 25, 2022 • 5min
225 How to Be in the Present When Doing Repetitive Calling
Although selling and prospecting, when done professionally, is not a pure "numbers game," it does require repetitive, QUALITY activity. And with that, human nature can pull us into an assembly line mentality, which is dangerous, since the individuals you speak with do not respond well to that. Here are six quick tips to help you be in the present on your calls, and pay full attention to the other person.
Mar 19, 2022 • 9min
224 How to Motivate Yourself to Make Calls, Even During the Tough Times
Every successful salesperson has figured out a way to get, and stay motivated. Even during the tough times. Art shares a number of proven tips to help you keep your attitude, and actions, operating at the highest level, even when things get tough.
Mar 12, 2022 • 9min
223 Negotiation Tips to Help Win More and Lose Less
Everyone negotiates almost every day. Knowing some basic strategies and tactics can help you to get more of what you want, lose less, and still help the other person. Art shares a number of negotiation tips you can use right now.
Mar 4, 2022 • 6min
222 A Conversational Alternative to a Tired Objection Rebuttal
As Art found out on a sales call he received, the tired, old, scripted "Feel-Felt-Found" technique is still being taught and used. While the psychology behind it is sound, when it is used verbatim it usually sounds salesy and goofy. Art shares a way to use a version of it, conversationally, and effectively, that you can easily modify.
Feb 24, 2022 • 29min
GUEST: How to Sell, Without Selling Out (being salesy), with Andy Paul
Most people don't want to be viewed as that "salesy" salesperson. And most people don't want to be subjected, as a buyer or prospect, to that person either. Andy Paul, author of the new book, "Sell, Without Selling Out," is an expert in how to sell at the human level. He shares the four Sell In pillars that are the indispensable instruments of selling: Connection, Curiosity, Understanding, Generosity.
