The Art of Sales with Art Sobczak

The reality is that a lot of the math we go through in high school and college is never used by most people.

What IS used more often is sales math.

You'll hear examples of how to use numbers in your …

Like it or not, the reality is that we are all judged every time we speak.

The good news is that you control how you speak, sound, and what you say.

Here are some suggestions so that your delivery an…

A situation most people who prospect by phone have experienced is the immediate, "I'm not interested," or, "We're all good," followed by a hang up.

So, what should you do in this situation.

It is NOT…

Most every salesperson who prospects has been asked, or will be asked, "Are you a salesperson?" by the decision maker's assistant.

How you answer determines if you will be screened out, or be put thr…

In a time where people are more connected to electronics, devices, and social media than ever, we are actually less connected to fellow humans.

Today Art tells a personal story of an interaction that…

You can have what you want, IF you ask yourself the right questions, and act on the answers.

Here are questions to help you do just that.

(Get a transcript of these at http://TheArtofSales.com so you…

This will certainly make some people mad--and they are the ones who need to hear it the most: YOU, and your habits, decisions, and actions up to this point in your life have determined where you are …

No one want to be subjected to, or sound like the typical stereotype of a salesperson.

To avoid that, what we do BEFORE making a recommendation is key.

You'll hear a simple, unique approach to help g…

When we get a tough question, and answer it without first knowing why the person asked it, we could dig a hole for ourselves. Salespeople do all of the time.

The best option is to find out why they a…

Often salespeople speak with people in an organization who might not be able to give the final yes, but they do play a role in the sales process.

As tempted as we might be to go over them (as is the …

Most salespeople have experienced the prospect who seemed hot at one point, but then went cold.

Art answers a number of common questions about this situation, and gives examples of what to do to avoi…

Too many salespeople send samples/demos/links to content/proposals, and then wonder why they are not successful on their follow up calls.

The reason usually is because of what they did NOT ask before…

Most voice mails from salespeople are ignored and deleted. Usually as a result of the mistakes the salesperson makes with the message.

You'll hear these common mistakes to avoid, and what TO DO and s…

Lots of opportunities are lost every day because one small detail is absent from conversations: agreeing on a time when something will actually happen.

In this brief episode you'll hear the simple wa…

To be relevant in today's noise-filled sales world, we need to customize and personalize our messaging so it is all about the prospect and customer.

Some say that is being creepy. It could be, when u…

Art reviews the opening statement of a sales rep who made a number of mistakes in his opening. This rep was calling on leads from a sales rep who had left the company.

And you'll hear what the rep sh…

There's a saying in golf that when a golfer doesn't have the skill or confidence to aim and trust a putt by hitting to the higher side of cup's elevation, that they "missed on the amateur side."

A si…

In today’s sales and marketing environment, in order to have any chance of success we must be able to cut through all of the noise, get attention, and stand out from the competition.

Today’s guest, L…

Art shares an experience where he was the customer at a small clothing boutique in Positano, Italy.

The salesperson only needed a couple of words, used several times, to win a very nice sale.

You can…