The Art of Sales with Art Sobczak

A famous saying is that "You can't NOT communicate." Meaning that everything you do or say that is observed by someone, whether it is intentional or not, is creating feelings in others.

We can be muc…

Many prospects don't want to abide by our timetable. They want to know what the price is, before we are ready to go there. 

How you respond makes the difference between annoying them, giving them a p…

The best way to get voice mails responded to, and create instant interest on prospecting calls is to make your messaging relevant to them by personalizing and customizing it.

And the best source of i…

When a sales rep is told, "Just be yourself" on calls, instead of being totally prepared, that is some of the worst advice ever.

Unless the rep is a skilled, knowledgeable, experienced, prepared pers…

There is a difference between simple price comments, like, "Wow, that's more expensive than I thought," and real price objections, like, "We don't have that in the budget."

The problem for a lot of s…

The old mantra is that the ABC's of sales are "Always be closing."

Not only is that wrong, but it adds to the negative stereotype of salespeople.

The beneficial, real ABC of closing is "Always be cur…

Success in sales, and life for that matter, does not rely on having more information. Everyone has access to that.

It always relies on the person. Their identity and values.

One of the many component…

Voice mail can help make a positive impression, create curiosity and interest, or kill any chance of speaking with a prospect. 

Likewise with the greeting you leave for those who call you.

Art shares…

If you browse LinkedIn, you'll see lots of -new-to-the-scene "gurus" trying to pump up their Likes and Comments by saying things are old, outdated, dead, and don't work anymore.

Then they suggest wha…

If a salesperson avoids placing the prospecting or sales calls, in addition to the typical guilt they experience, and the potential lost opportunities, they are actually being selfish.

That's because…

Think about the last time you spoke with someone whose words were so foreign to you that you had no idea what they were saying. And by foreign, that could be being overly technical, or using jargon t…

A very simple--but not always followed--principle is that those who expect to win, do so more often than those who think they don't have a chance.

This applies to sports, and sales.

Art shares a stor…

Richard Weylman works with businesses worldwide, helping them create customer experiences that keeps them coming back.

In this episode, he shares what customers really want, that you can model in you…

Many people ask questions, then don't even listen to the answers. It's like driving somewhere, but when you arrive, don't remember anything about the drive because your mind was totally immersed in s…

The saying is that people buy from those they know, like, and trust. But, how is trust built?

There isn't a standard playbook for that. But, in this episdoe Art covers 13 strategies and tactics you c…

There are many things we should not assume, in life, and sales. One thing we can assume, though, is that someone is experiencing a pain or a problem (IF you have done your homework, and have targeted…

Most TV commercials are just plain dumb, and often annoying.

However, one company understands sales and persuasive messaging, and gets it right. That's Fisher Investments.

In this episode Art breaks …