The Art of Sales with Art Sobczak

The key to cutting through all of the noise and clutter you are competing with every day is to make your message relevant. That means customizing, personalizing, and tailoring it for your prospect.

O…

It's a simple psychological principle that we all believe more of our own thoughts than what someone tells us we should think.

And more people should employ that principle in their sales.

Here is a s…

Regardless of whatever you have experienced to this point in your life, or your net worth, education, or social status, one thing independent of all of that is one's desire.

If you want something wit…

Olympic athletes have achieved their levels through lots of hard work and practice.

There are lots of similarities with sales pros.

Further, there's one specific area that sets apart the very top per…

Many sales reps blow it after they finally get a meeting with a prospect, and then just begin pitching their product. Which usually results in an objection.

Here is what to say instead to get them ta…

Here's a very simple, but powerful questioning formula you can adapt within seconds to help your prospects sell themselves, and explain why they should buy from you.

You only need to fill in two blan…

Art received a question from a listener about a lack of success with his prospecting opening. He shared what he was saying and asking, and Art gave a detailed recommendation about what he should say …

We need to plan our sales messaging for sure, but much of our calls rely on reacting and responding. But many salespeople find it challenging to get off script, be spontaneous, and think on their fee…

Many salespeople send out lots of horrible sales emails that quickly get deleted. And that's If they even get opened. Most are way too long.

Here's a technique that uses simply one sentence. And it h…

There are a number of mistakes at the start of calls and voice mails that actually cause resistance.

You'll hear a number of the common ones, along to what TO DO to create interest and bring value so…

It's not that tough to radically increase your performance and production. When you focus on doing the right things, you can see massive results.

Art shares three questions that will help you do just…

It's long been taught that we need to find the pain and solve it. Well, that's half right. According to guest expert Dan Seidman, gain is just as big of a motivator.

The key is how to identify it, an…

Using "how" questions is powerful in many parts of the sales process.

Art shares 76 "how" questions that you can use or adapt in your own sales situations.

Negative assumptions in sales typically become reality. From whether it be the quality of a lead, or if someone is qualified to buy, if we assume negatively, we usually make it come true.

Sometimes e…

In negotiating and sales, it often pays to create a scenario either much higher or lower than the one that you'll ultimately settle for.

In this episode, you'll see many examples of how to do this to…

When you get an inquiry from a prospect, and they just seem too eager to get information from you right now, giving the impression they are ready to buy quickly, don't be fooled.

Here's what you shou…

One way to get better at anything is to avoid the mistakes that cause failure. That is definitely true with sales and prospecting call openings and voice mails.

Art shares five of the most common cal…

Here's one of the most fundamental--but often not followed--rules of sales: people buy what they value, NOT what you think is important.

Art shares an example from the grocery store, and a simple exe…

The correct word or two can and does make the difference between success and failure in sales messaging.

But, words don't operate on an island, they are interpreted in the context of the listener's s…

If you watch Jeopardy!, you know of Ken Jennings, the winningest player of all time. But you probably don't know of the player who ended his legendary winning streak.

Nancy Zerg had the attitude that…