The Art of Sales with Art Sobczak
Art Sobczak, cold calling and sales trainer
The Art of Sales with Art Sobczak
Art Sobczak, cold calling and sales trainer
Friday 02 April 2021 : One way to get better at anything is to avoid the mistakes that cause failure. That is definitely true with sales and prospecting call...
Friday 26 March 2021 : Here's one of the most fundamental--but often not followed--rules of sales: people buy what they value, NOT what you think is important. Art...
Friday 12 March 2021 : The correct word or two can and does make the difference between success and failure in sales messaging. But, words don't operate on an...
Friday 05 March 2021 : If you watch Jeopardy!, you know of Ken Jennings, the winningest player of all time. But you probably don't know of the player who ended his...
Friday 26 February 2021 : Most sales training has it all wrong about how to respond to resistance and objections. Usually the suggestion is to come back with an...
Thursday 18 February 2021 : This cold caller made several fatal mistakes, even before he picked up the phone. And then he was arrogant, as you will hear. You'll also...
Friday 12 February 2021 : There's a common, fatal, mistake committed by sales reps in their openings, and voice mails. That is trying to get before they give. You'll...
Thursday 04 February 2021 : Some people suggest that on your calls you are simply natural, being yourself and let things flow. Others suggest you script out everything...
Tuesday 26 January 2021 : Art answers a question today from a listener about a scenario that many of us have encountered: How do you handle it when your contact is...
Friday 22 January 2021 : A popular debate is the one regarding whether to leave a voice message on a prospecting call. Art explains why it's beneficial and...
Friday 15 January 2021 : A major flaw in most sales training is that the emphasis is placed on presenting the "benefits." The problem is that benefits are not...
Friday 08 January 2021 : One technique that comics use to get laughs is the "callback." It's referring back to something specific that got a laugh earlier. You'll...
Thursday 17 December 2020 : Despite what many people think, the best sales pros are not those who specialize in talking a lot. You'll hear about the rep who called Art...
Wednesday 09 December 2020 : Often the simplest techniques are the most effective. Here's a conversational, natural way to respond when you hear an objection that will...
Friday 20 November 2020 : Most salespeople need to be proactive to be successful. However, we all appreciate being contacted by interested prospects who seek us out,...
Thursday 12 November 2020 : Victor Antonio is one of the top sales trainers in the business. In addition to being a compelling speaker and motivator, his methods are...
Thursday 05 November 2020 : Regardless of your political preference, no election result, politician, or the government will ever affect your destiny and success as much...
Friday 30 October 2020 : Most sales prospecting emails are horrible. They are ignored, or quickly deleted if they are by chance even opened. Here's a simple,...
Friday 23 October 2020 : We won't diffuse resistance by telling someone they are wrong. That just strengthens their defenses. The best way is to first agree with...
Friday 16 October 2020 : The old saying is that people buy from those they know, like, and trust. Today's brief episode gives a number of tips about how to make your...
Thursday 08 October 2020 : Headsets.com is the leading provider of headsets in North America, having sold well over a couple million over the past 20+ years. Mike...
Thursday 01 October 2020 : The only factor that determines whether or not you have a great day, is... ready for it... YOU! Things happen all day every day. And none of...
Friday 25 September 2020 : It is proven that the most read--and sometime the only read--part of direct mail is the PS. You can and should use it in your prospecting...
Friday 18 September 2020 : In tough economic environments, many sales reps fall into "cream skimming" mode. They get desperate and look for any business that could be...
Friday 11 September 2020 : The horrific events of 9/11/2001 rocked the world, and changed many things in the US. It devastated many segments of the economy. Many...
The Art of Sales with Art Sobczak
Art Sobczak, cold calling and sales trainer
182 Five Call Opening Mistakes that Guarantee Resistance
One way to get better at anything is to avoid the mistakes that cause failure. That is definitely true with sales and prospecting call...
181 They Might Value Bags of Prepared Food Instead of Cooking
Here's one of the most fundamental--but often not followed--rules of sales: people buy what they value, NOT what you think is important. Art...
180 Asking About "Feelings" vs. "Thoughts." Does it Matter?
The correct word or two can and does make the difference between success and failure in sales messaging. But, words don't operate on an...
179 Have the Attitude of this Jeopardy! Winner
If you watch Jeopardy!, you know of Ken Jennings, the winningest player of all time. But you probably don't know of the player who ended his...
178 A Simple, Conversational Question to Respond to Resistance
Most sales training has it all wrong about how to respond to resistance and objections. Usually the suggestion is to come back with an...
177 A Recording of a Cringeworthy Cold Call Art Received
This cold caller made several fatal mistakes, even before he picked up the phone. And then he was arrogant, as you will hear. You'll also...
176 A Review of a Common Opening/Voice Mail Mistake, and What TO Do
There's a common, fatal, mistake committed by sales reps in their openings, and voice mails. That is trying to get before they give. You'll...
175 Script it, or Wing It?
Some people suggest that on your calls you are simply natural, being yourself and let things flow. Others suggest you script out everything...
174 Q&A: What to Do When Your Contact is Not the Final Decision Maker
Art answers a question today from a listener about a scenario that many of us have encountered: How do you handle it when your contact is...
173 Yes, You Should Leave a Prospecting Voice Mail; Here's What to Say
A popular debate is the one regarding whether to leave a voice message on a prospecting call. Art explains why it's beneficial and...
172 Your Benefits Probably Aren't
A major flaw in most sales training is that the emphasis is placed on presenting the "benefits." The problem is that benefits are not...
171 Use a Stand-Up Comedy Technique to Sell More
One technique that comics use to get laughs is the "callback." It's referring back to something specific that got a laugh earlier. You'll...
170 This Guy Was TELLING, Not Selling
Despite what many people think, the best sales pros are not those who specialize in talking a lot. You'll hear about the rep who called Art...
169 A Simple, Conversational Way to Respond to an Objection
Often the simplest techniques are the most effective. Here's a conversational, natural way to respond when you hear an objection that will...
168 GUEST: How to Generate Inbound Leads and Build Authority, with Sam Dunning
Most salespeople need to be proactive to be successful. However, we all appreciate being contacted by interested prospects who seek us out,...
167 GUEST: Sales Trainer and Speaker Extraordinaire, Victor Antonio
Victor Antonio is one of the top sales trainers in the business. In addition to being a compelling speaker and motivator, his methods are...
166 Election Results Never Matter as Much as This Regarding Your Destiny
Regardless of your political preference, no election result, politician, or the government will ever affect your destiny and success as much...
165 A Professional Prospecting Email Approach that Creates Curiosity
Most sales prospecting emails are horrible. They are ignored, or quickly deleted if they are by chance even opened. Here's a simple,...
164 A 400-Year-Old "Trick" to Deal With Resistance
We won't diffuse resistance by telling someone they are wrong. That just strengthens their defenses. The best way is to first agree with...
163 How to Be More Credible with Your Sales Messaging
The old saying is that people buy from those they know, like, and trust. Today's brief episode gives a number of tips about how to make your...
162 GUEST: Here's How to Sell Over Two Million Headsets Without "Selling." Mike Faith, CEO of Headsets.com
Headsets.com is the leading provider of headsets in North America, having sold well over a couple million over the past 20+ years. Mike...
161 Only THIS Determines if You'll Have a Great Day
The only factor that determines whether or not you have a great day, is... ready for it... YOU! Things happen all day every day. And none of...
160 Include These Two Letters to Make Your Prospecting Emails More Effective
It is proven that the most read--and sometime the only read--part of direct mail is the PS. You can and should use it in your prospecting...
159 How to Bring Value, and Not Just Be Viewed as a Vendor
In tough economic environments, many sales reps fall into "cream skimming" mode. They get desperate and look for any business that could be...
158 My 9/11 Message--From 2001 (Just as relevant today)
The horrific events of 9/11/2001 rocked the world, and changed many things in the US. It devastated many segments of the economy. Many...
