The Art of Sales with Art Sobczak

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 agreeing to send something out. You'll hear what that is in this episode, along with examples you can adapt and use to turn more of your follow ups into sales.

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 say to get more prospects interested and replying to you.

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 way to do this, so you will help people take action.

While video has become a big part of the lives of many sales pros, most do not use it as effectively as they could. And many more are just awful. Julie Hansen, actor and sales author and trainer, shares eye-opening and essential techniques used by on-camera pros for creating a near in-person experience to build deeper relationships, and communicating with greater influence and credibility.

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 used the wrong way. You'll hear the right way, along with examples, to make your messaging stand out, and engage prospects and customers.

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 should have said to have been successful on the call.

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 similar correlation can be made in sales situations when the sales rep doesn't dig deep enough with their questions and takes the easy way out. Hear what you should do instead to turn more conversations...

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, Lee Salz, shows us exactly how to do that.

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 use these two words as well with similar results.

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. One of the best ways to get the intel to do that is a process called Social Engineering where you speak with people other than your decision maker. You'll hear the exact process to create your own scrip...

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 simple type of question to help you do just that, especially in situations where you hear resistance.

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 with enough passion, other things become minor. I learned this early in life, with high school basketball. I'll share my story, and hopefully it will resonate with you and what you desire.

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 performers from the good performers. You'll hear exactly what that is, and how you can reach that level too.

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 talking about exactly what they want and need, and how you can adapt it for your prospects.

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 blanks.

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 instead to get better results. You can model this, adapt it, and use it to get a good response too.

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 feet.  Master improv instructor, Gina Trimarco discusses how to leverage the same techniques that actors and comedians use to improvise in the moment while on stage and still appear brilliant (and on scri...

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 has gotten results. See how you might be able to use it.

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 prospects and customers want to speak with you.

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 that right now.

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, and then what to do with it. Dan shows us how, with examples in this episode.

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 erroneously, which could cause us to lose sales. See what we should think and do instead to make our assumptions positive.

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 get what you want, including how Robin Williams did it as Mrs. Doubtfire.

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 should do to be certain you have a real buyer.