The Art of Sales with Art Sobczak

Objections are inevitable in sales.

A great way to handle some is to address them before they even are said by the prospect.

You'll hear how to do this, and get several word-for-word examples you can…

A type of approach that gives sales a bad name in general is misrepresenting the purpose of a call or outreach.

Hear examples of what these are, and what TO do instead to be totally upfront, AND succ…

For many salespeople, their lack of production is not for a lack of being busy. It's because that "busyness" is typically "avoidance behavior."

Avoidance behavior means we engage in things that cause…

Trial attorneys need to be master influencers, and "sell" in many different ways and situations.

Today's guest is a prominent, experienced litigator who shares some of his sales success secrets as th…

We can learn how to be better at sales by observing and studying other professions.

Police detectives are very skilled questioners. A fictitious one from an old TV series, who used several great tech…

One of the biggest fears of salespeople--or anyone--is hearing NO.

Our guest today, Leo Quinn, is embracing the "Go for No" philosophy and is on a mission to hear 1000 NO's in the summer of 2019.

You…

Here's a question that is proven to unlock creativity and possibilities in the minds of people who hear it.

And we should be asking it more of everyone, especially our prospects and customers.

Over the years Art has attended hundreds of sporting events while on the road doing training.

Many of those events were popular and sold out. But he scored tickets at, or below face value.

Hear his t…

Picking up on the theme from the previous episode, there are indeed dumb questions in sales. They give us useless answers.

You'll hear examples of these dumb questions--many of which you have heard, …

Perhaps you've heard the old saying, "There's no such thing as a dumb question."

That's not true in sales. There are actually stupid questions that you should avoid. These are the ones that actually …

Art was at a concert where Billy Joel and Elton John performed together. They both did an amazing job with their music, but one was clearly the better salesperson regarding how he connected with the …

We plan the things that are important to us. Like what we'll do on the weekend.

Do you put that much prep, or more into your sales and prospecting calls?

Here are some specific tips for the parts of …

An objection that is ALWAYS caused by a salesperson is "I don't need that."

And it's actually pretty easy to avoid ever hearing it again.

You'll hear exactly what to say, and what NOT to say, so that…

Your opening is THE most important part of any sales or prospecting call. Yet most openings actually cause rejection by committing one of the many sales and prospecting mistakes.

There is one questio…

Many salespeople think that they need to drop their price, or have the lowest prices to win business.  And when they do drop prices, if they do get the deal, they are giving away profit, many time un…

Art shares a cold calling opening suggestion he found in a post online.

As is, it would likely get a user rejected.

Can you spot what is wrong?

You'll hear what it is, AND what could have been added …

Here's a sales question, that according to people in the car business, causes accidents during test drives.

Hear what it is, why it works, and how you can adapt it to your own sales situations.

There has been a lot of false and misleading advice spread about sales and prospecting, and what does and does not work.

Mike Weinberg has stepped up and called BS on a lot of it, in a big way, in hi…

There are many similarities between poker and sales.

Art had the opportunity to be at a dinner with world champion poker player (and author, and Celebrity Apprentice finalist) Annie Duke.

Annie share…