The Art of Sales with Art Sobczak

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 …

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--a…

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 Objecti…

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 y…

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…

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 …

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…

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…

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.

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…

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 …

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 o…

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 …

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 un…

We all love to hear from prospects who contact us and seem ready to buy.

Some are in a great hurry to get price quote, proposal and other information urgently.

But, all of those do not really intend …

Asking "What is your budget?", or "Do you have anything left in your budget?" typically results in an objection.

The fact is, if you are talking to the right person, and the need for what they want i…

The biggest problem in sales is people presenting what they want to sell, without regard for what the other person might be interested in.

And that causes objections.

It's really not that tough to do…

Many sales calls are doomed because the sales rep told himself so before the call.

You might not win them all, but if you don't think you'll win, you'll likely get very few.

Art discusses the importa…

Many jobs that aren't considered sales, actually involve a lot of selling.

Casino dealers are in that category.

Art shares his recent, positive Las Vegas experience and how the dealers at one casino …