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...
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 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...
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...
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...
The Art of Sales with Art Sobczak
Art Sobczak, cold calling and sales trainer
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