The Art of Sales with Art Sobczak

Closing is not, and should not be about techniques or hard sell manipulative tactics. When done professionally, it is a natural next step in a natural conversation.

James Muir has developed two simpl…

The people who directly interact with prospects and customers ARE the company to those buyers. One screw up by one person can cause them to never buy there again.

And most of these people who interac…

Old school, cheesy sales advice suggests you should always assume the sale, and use "assumptive" closing techniques.

Part of that is partially true, and the other part can either make the sales rep l…

Too many sales are lost because the salesperson uses weak language. They wish for the business or next step, instead of directly asking for it.

And, this is NOT being pushy when used correctly.

You'l…

If the title of this episode got your attention, you will be listening for the word "wine" when you hit "play." And you will hear it.

The sales point of this episode is that we look for what we expec…

Some sales training goes overboard on its insistence that you use or don't use certain words. The words we use in sales CAN make all of the difference. But WHERE they are used is much more important.

Almost all of the locals are salespeople in Cabo San Lucas, Mexico, as Art observed on vacation this week.

Beach vendors, kids working in jewelry stores, and more all provided valuable sales lessons-…

Often, using the most simple, conversational replies are the best ways to deal with mild resistance.

If someone doesn't have a good reason for their resistance, simply asking them to repeat it can he…

One of the best sales questions Art has ever heard was from the old TV show, Ally McBeal.

You can use this simple question to get people off of the fence, and either tell you they are not a prospect,…

Sometimes prospects ask salespeople extremely technical, or outrageous questions that catch them off-guard, and cause them to respond with a long string of nonsense.

We can avoid that, and it involve…

Do you tend to put things off?

How does that work out for you?

Procrastination rarely leads to anything positive, especially in sales.

Here are a few brief tips to help you take action on things you …

It should be obvious that inquiries are your best source of new business. Yet sales reps mishandle them every day, and lose opportunities, and cash.

Here are examples of how many reps made mistakes w…

Salespeople waste a lot of time needlessly by easily giving in to something like, "Give me a call back next month."

You'll hear what to say to learn if they even are a good prospect, and if so, why w…

Everyone who prospects for new business has heard, "We're satisfied with who we're using now," or some variation of that.

There's a lot of nonsense that has been taught about how to respond, such as,…

On the popular medical drama TV series from a few years ago, the surgeons would always ask one question with their new patients during the initial consultation.

This is a question that revealed very …

Art found an online article suggesting many lies and deceitful tactics that salespeople should use if they want to be successful.

He takes each of these, points out how absurd they are for ethical sa…

Many times salespeople end up dropping their price, and it is a direct result of how they quote their price. There are a number of words and phrases you should avoid when stating your price so that y…

In this episode, Art went into his vault and found some sales tips he first shared in the 80's and 90's... which are as relevant, and even more important today.

You'll hear some brief tips on motivat…

Remember in the movie, Jerry Macguire, Tom Cruise's impassioned make-up speech to his wife? And then after finishing she says, "You had me at hello."

That is similar to what salespeople do every day.…