The Art of Sales with Art Sobczak

When many people hear, "Why should I buy from you?", they reply with THEIR reasons. Which are probably not the same as the questioners.

The most effective way to answer, is with a question. In this e…

Most people don't like to hear "no."

But what is worse is hearing a lot of "maybe's."

In this episode, you'll hear why, and what to do to hear fewer "maybe's," save time, and get more decisions, and …

If you've been in sales for more than a few months, you likely have experienced this. If you're new, you probably will.

It's a slump. When nothing seems to be going your way.

The good news, is that i…

This sales question is often used inappropriately, therefore it fails, and comes across cheesy or salesy.

However, when used at the right time, in the right way, or with a variation of it, it can be …

Many sales are lost--or not even started--because of an issue with money and price. The SALESPERSON'S problem with it, not the buyers.

If you think your buyers only buy on price, or that your prices …

The word "script" in sales stirs lots of emotion, both for and against. But, the only possible way to be successful in sales, or any performance activity, is to use them.

In this episode you'll hear …

There is more free sales advice than ever available. Some of it is great. Some of it actually creates "no's" and other collateral damage.

For example, nonsense on scripts, going for a meeting in a ca…

Art takes an actual opening statement/voicemail message submitted by a client, breaks it down word by word, points out what is good, what is not, and then revises it.

You'll hear what not to do with …

If you THINK you sell the same thing as everyone else, you do.

The result of that usually is getting sucked into a price-dropping situation, which is not a profitable business strategy.

You'll hear t…

It's harder than ever to get people to reply to voice mail and emails. Most messages get ignored and deleted. Yet, a few DO get responses.

In this episode, you'll hear FIVE proven methods you can use…

The quality of your question determines the quality of your answer. Many sales and opportunities are lost, not because questions were not asked... but because GREAT questions were not asked.

You'll h…

Hearing "I want to think about it" from prospects is often frustrating, and too many times results in nothing ever happening.

Sometimes people DO need to think about it. Other times they are just pro…

"Rules are meant to be broken" is a saying that might apply to some things. But not sales. If you want to sell successfully, conversationally, and ethically, I have nine rules that should not be brok…

Best-selling author, Bob Burg, discusses lessons we can all use from his newest book, "The Go-Giver Influencer."

He shares his Five Secrets of Genuine Influence which we can use in sales, and all are…

They listen for the "lean in" comments from prospects and customers. These are things they say that can tell us exactly what it will take to h…

Nothing has ended more prospecting calls than the words, "I'm not interested."

Or, variations of it, like, "We're all good." Or "We're happy with what we have."

But, most salespeople who get blown of…

This past weekend I attended a regular meeting of a marketing and business mastermind/coaching group I belong to.

I have three days worth of ideas and best practices that I could use. But I won't. He…

We turn conventional sales belief and practice upside down in this episode. It's normal for salespeople to want to avoid no. In fact, the fear of it is what causes many to avoid calling, which means …

Most sales and prospecting voice mail messages get deleted because they are awful. Some are in the gray area of credibility. Others are flat out deceptive. 

Yet, skilled salespeople understand the ef…