The Art of Sales with Art Sobczak
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
In this episode Art answers a couple of questions from fellow sales pros. They focus on how to deal with rejections and no's, and should someone focus on improving their closing rate, or finding more prospects to speak with.
If you'd like to submit a question to Art, emali him at ArtS@BusinessByPhone.com.
David Newman is the author of the great new book, .css-1t8gq41{border:none;background-image:none;background-color:transparent;box-shadow:none;color:#2F3133;cursor:pointer;font-size:inherit;padding:0;-webkit-text-decoration:inherit;text-decoration:inherit;width:-webkit-max-content;width:-moz-max-content;width:max-content;}.css-1t8gq41:hover,.css-1t8gq41:focus{-webkit-text-decoration:inherit;text-decoration:inherit;}
Too often sales reps suffer from call avoidance and fear of rejection because they are too attached to the outcome.
In this episode you'll hear how to change your thinking, and what to focus on so you do not fear rejection, make more calls, and get better results.
Everyone wants to save money, but most people ignore the overused term, "We can save you money."
In this episode you'll hear more creative ways to personalize and customzie your messaging, so people will lean in and take interest in how you can help them save money.
Often the simplest words, phrases, and actions can have the greatest impact on others.
Here are three simple techniques that everyone likely has the opportunity to use everyday, to help you help others, and to increase your sales as a result.
Many follow-up attempts die with the first words out of the mouth of the salesperson on the follow-up call.
You'll hear the mistakes to avoid that kill any chance of moving the sale forward, and the proven follow-up opening process to reengage them with the enthusiasm and interest they had on the previous call.
Art goes on a bit of a rant today, commenting on an article about the lack of soft skills in today's business environment.
You'll hear about the one soft skill that is extremely important in sales--and life in general-- and will help you, and everyone you come in contact with.
Too many sales calls wander aimlessly and end without accomplishing anything.
Often, that's because the "accomplishment" itself was never defined.
You'll hear how and why to set your "Primary Objective" for your sales calls, so you'll actually achieve them more often.
The fear of hearing "no" prevents activity and sales more than anything else.
It doesn't need to be that way, and shouldn't.
You'll hear how to focus on what is really most important, which makes you indifferent to no's, and motivated to do what you need to, to get the success you want.
It's a psychological principle that people's desire for things increase in relation to its scarcity.
There are many ways this is used in sales, and life in general. (It might be why the title of this episode intrigued you.)
You'll hear how you can use it in your own sales.
Many sales opportunities are lost due to the bad choices of words that salespeople use.
They say things to actually create objections that were never there in the first place.
In this episode you'll hear examples of these, and what to do to avoid them.
The old saying is true: "The fortune is in the follow up."
BUT, only if you actually get to prospects and customers to show up, and have done something since the previous contact.
Art shares a couple of simple questions to get them to set the follow-up date, AND agree to take some action that keeps the sales process moving.
A common complaint of salespeople is that prospects don’t move. They don’t take action. So pipelines get clogged up. And it's the salesperson's own fault.
In this episode Art shares a simple question that will help people actually see themselves taking action, which is a prerequisite for anyone doing anything.
You'll be abl...
A special Thanksgiving message today about gratefulness, that actually should be applied every day of the year. Your life will be enriched, as well as those around you.
Many prospecting calls start with, "Are you the person there who handles the purchasing of...?"
Which is the wrong thing to say.
Really, who says that? Salespeople. And it creates instant resistance.
Art shares what to say instead to create interest, and still be sure you are talking to the right person.
There is no magic pill, secret sauce, or easy button in sales, although many seek it.
Every ultra-successful sales pro has mastered the basics.
You can, and should too.
In this episode Art covers the steps in the sales process, the most important keys to success, and the mistakes to avoid.
Something that anyone who has ever made a prospecting call has experienced is the quick brush off attempt.
Most salespeople give up, and feel rejected.
That's the wrong thing to do, since it's not a real objection.
You'll hear exactly what to say, along with examples you can use on your own calls to salvage more opportunities.
Fear is one of the strongest human motivators. It causes people to take massive action, or do nothing because it paralyzes them.
And we should use it in our own sales. Professionally, and ethically of course. To help people.
You'll hear exactly how, in three different areas.
It's always better to let people tell you what they want, and sell themselves in the process, than YOU telling them what you want them to buy.
Art shares a simple, one sentence template that you can use by filling in two blanks.
In sales, too often the salesperson's emphasis is self-centered, with the focus on what they want... the meeting, the sale, the commission. And that is evidenced by product pitches, irrelevant and unfocused messaging that is not personalized.
Professional sales is all about relationships, not just getting the deal. Casey Jacox wrote the book on that, "Win the Relationship and Not the Deal,"and shares valuable, important rules we al...
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