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The Art of Sales with Art Sobczak

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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.

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.
More Information

Location:

United States

Description:

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.

Twitter:

@ArtSobczak

Language:

English

Contact:

4806990958


Episodes

051 The Prospecting Objective is Not to JUST Set the Appointment

5/23/2019
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One myth that has been around for a long time, is that the first prospecting call should be to just set the appointment. Nothing more. And, that causes salespeople to miss opportunities, and waste time. You'll hear how and why, and a case study makeover of one rep's former approach, and the modified, more effective strategy and tactics, which you can model too.

Duration:00:10:31

050 A Corporate Buyer Reveals What It Would Take to Sell to Him

5/20/2019
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A fundamental mistake that many salespeople make is that they sell they way they want to sell. All that matters is how a customer wants to buy. In this episode, Art tells how a corporate buyer shared what turns him off as a buyer, and what it takes to get him interested.

Duration:00:05:44

049 What to Do Right Now to Instantly Get Bigger Results

5/16/2019
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Want to know the secret of those who get the biggest sales, and typically bring in the most overall revenue? It is so simple you can do it right now. It's simply thinking, and acting bigger. It takes as much energy and effort to go after something huge as it does something tiny. So why would you choose the latter. In this episode you'll hear some easy-to-implement ideas you can put into practice right now to get bigger results.

Duration:00:06:02

048 React to No's Like Kids Do So You Never are Rejected

5/13/2019
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Every kid is a born salesperson. And, we can learn a lot by remembering how we reacted to no's when we were kids. Or by observing kids today. In this episode, you'll be reminded of, and motivated by kids' reactions to no's so that you are never deterred by them, and will then get more of what you want.

Duration:00:06:14

047 GUEST: Real Estate Sales Success Secrets (that everyone can use) with Van Deeb

5/9/2019
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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.

Duration:00:27:44

046 Asking About Their Budget Actually Loses Sales

5/6/2019
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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.

Duration:00:06:54

045 Don't Use These Cheesey Screener Tactics

5/2/2019
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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.

Duration:00:10:12

044 How Art Sold the Jury and Found the Guy Guilty

4/29/2019
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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.

Duration:00:12:28

043 How to Avoid Calling With "I just want to introduce myself."

4/25/2019
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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.

Duration:00:08:40

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

4/22/2019
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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...

Duration:00:35:10

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

4/18/2019
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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.

Duration:00:07:43

040 How to Avoid Forcing People to Lie to You

4/15/2019
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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.

Duration:00:08:04

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

4/11/2019
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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.

Duration:00:41:26

038 How to Use Fear to Sell

4/8/2019
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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.

Duration:00:07:39

037 How to Be Interesting to Distracted People

4/4/2019
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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.

Duration:00:09:56

036 Are These Sales "Tricks," or Good Strategy?

4/1/2019
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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...

Duration:00:10:11

035 How to Respond to "Why should I buy from you?"

3/28/2019
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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.

Duration:00:05:43

034 "Maybe's" are Worse Than "No's"

3/25/2019
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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.

Duration:00:06:13

033 Breaking a Sales Slump With Sports Psychology

3/21/2019
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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.

Duration:00:09:46

032 This Question is Awful. Or Good. Depending on How it's Used

3/18/2019
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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.

Duration:00:07:01