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 30 July 2021 : Olympic athletes have achieved their levels through lots of hard work and practice. There are lots of similarities with sales pros. Further,...
Friday 16 July 2021 : Many sales reps blow it after they finally get a meeting with a prospect, and then just begin pitching their product. Which usually results...
Friday 09 July 2021 : Here's a very simple, but powerful questioning formula you can adapt within seconds to help your prospects sell themselves, and explain why...
Friday 25 June 2021 : Art received a question from a listener about a lack of success with his prospecting opening. He shared what he was saying and asking, and...
Thursday 17 June 2021 : We need to plan our sales messaging for sure, but much of our calls rely on reacting and responding. But many salespeople find it...
Friday 11 June 2021 : Many salespeople send out lots of horrible sales emails that quickly get deleted. And that's If they even get opened. Most are way too long....
Friday 04 June 2021 : There are a number of mistakes at the start of calls and voice mails that actually cause resistance. You'll hear a number of the common...
Friday 21 May 2021 : It's not that tough to radically increase your performance and production. When you focus on doing the right things, you can see massive...
Thursday 13 May 2021 : It's long been taught that we need to find the pain and solve it. Well, that's half right. According to guest expert Dan Seidman, gain is...
Thursday 06 May 2021 : Using "how" questions is powerful in many parts of the sales process. Art shares 76 "how" questions that you can use or adapt in your own...
Monday 26 April 2021 : Negative assumptions in sales typically become reality. From whether it be the quality of a lead, or if someone is qualified to buy, if we...
Friday 23 April 2021 : In negotiating and sales, it often pays to create a scenario either much higher or lower than the one that you'll ultimately settle for. In...
Thursday 15 April 2021 : When you get an inquiry from a prospect, and they just seem too eager to get information from you right now, giving the impression they are...
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...
The Art of Sales with Art Sobczak
Art Sobczak, cold calling and sales trainer
195 How to Perform Like an Olympic-Level Sales Pro
Olympic athletes have achieved their levels through lots of hard work and practice. There are lots of similarities with sales pros. Further,...
194 What to Say to Open Up Your Meeting to Get the Prospect Talking
Many sales reps blow it after they finally get a meeting with a prospect, and then just begin pitching their product. Which usually results...
193 An Incredibly Simple, Yet Powerful Question Formula
Here's a very simple, but powerful questioning formula you can adapt within seconds to help your prospects sell themselves, and explain why...
192 A Detailed Answer About a Prospecting Problem
Art received a question from a listener about a lack of success with his prospecting opening. He shared what he was saying and asking, and...
191 GUEST: How to Use Improv to Be More Effective in Sales, with Gina Trimarco
We need to plan our sales messaging for sure, but much of our calls rely on reacting and responding. But many salespeople find it...
190 How to Get Results with a One-Sentence Email
Many salespeople send out lots of horrible sales emails that quickly get deleted. And that's If they even get opened. Most are way too long....
189 Call Opening Do's and Don'ts
There are a number of mistakes at the start of calls and voice mails that actually cause resistance. You'll hear a number of the common...
188 How to Increase Your Production By 25%
It's not that tough to radically increase your performance and production. When you focus on doing the right things, you can see massive...
187 GUEST: How to Use Pain and Gain to Sell, with Dan Seidman
It's long been taught that we need to find the pain and solve it. Well, that's half right. According to guest expert Dan Seidman, gain is...
186 Here are 76 "How" Questions You Can Use
Using "how" questions is powerful in many parts of the sales process. Art shares 76 "how" questions that you can use or adapt in your own...
185 Negative Sales Assumptions Usually Come True
Negative assumptions in sales typically become reality. From whether it be the quality of a lead, or if someone is qualified to buy, if we...
184 Mrs. Doubtfire, and the Theory of Contrast
In negotiating and sales, it often pays to create a scenario either much higher or lower than the one that you'll ultimately settle for. In...
183 If It Sounds Too Good to Be True, Question More
When you get an inquiry from a prospect, and they just seem too eager to get information from you right now, giving the impression they are...
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...
