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The Art of Sales with Art Sobczak
31 minutes | 10 days ago
168 GUEST: How to Generate Inbound Leads and Build Authority, with Sam Dunning
Most salespeople need to be proactive to be successful. However, we all appreciate being contacted by interested prospects who seek us out, and want to talk about our products/services. Sam Dunning is an expert in how to do just that. He shares how sales pros can use content to differentiate, build authority and credibility, and a steady flow of inbound leads.
40 minutes | 17 days ago
167 GUEST: Sales Trainer and Speaker Extraordinaire, Victor Antonio
Victor Antonio is one of the top sales trainers in the business. In addition to being a compelling speaker and motivator, his methods are real world, conversational, and based on psychology and years of experience both as sales pro, executive, and trainer. You'll hear insights and tips you will be able to use right away, regardless of what you sell.
6 minutes | 24 days ago
166 Election Results Never Matter as Much as This Regarding Your Destiny
Regardless of your political preference, no election result, politician, or the government will ever affect your destiny and success as much as YOU do. Want change? Change yourself. Here are Art's thoughts on how to do that, beginning right now.
9 minutes | a month ago
165 A Professional Prospecting Email Approach that Creates Curiosity
Most sales prospecting emails are horrible. They are ignored, or quickly deleted if they are by chance even opened. Here's a simple, out-of-the-ordinary approach that sells nothing--but it does create curiosity and deliver value.
8 minutes | a month ago
164 A 400-Year-Old "Trick" to Deal With Resistance
We won't diffuse resistance by telling someone they are wrong. That just strengthens their defenses. The best way is to first agree with their side of the position, and then help them see the other side. There are writings that show this was taught 400 years ago. You'll hear how it was used then, and how you can use it now.
7 minutes | a month ago
163 How to Be More Credible with Your Sales Messaging
The old saying is that people buy from those they know, like, and trust. Today's brief episode gives a number of tips about how to make your messages more credible, therefore adding to the trust factor.
27 minutes | 2 months ago
162 GUEST: Here's How to Sell Over Two Million Headsets Without "Selling." Mike Faith, CEO of Headsets.com
Headsets.com is the leading provider of headsets in North America, having sold well over a couple million over the past 20+ years. Mike Faith founded the company with an idea, and a desire to provide exceptional customer service. And that is their sales philosophy. Mike shares how they don't upsell, they "right sell," which providing the customer exactly what they need. You'll also hear some of Mike's outrageous publicity tactics that have gotten him millions of dollars worth of free promotion.
8 minutes | 2 months ago
161 Only THIS Determines if You'll Have a Great Day
The only factor that determines whether or not you have a great day, is... ready for it... YOU! Things happen all day every day. And none of it has meaning until you give it meaning. Art shares several personal examples to make this point, and how you can make it a great day in sales, every day.
7 minutes | 2 months ago
160 Include These Two Letters to Make Your Prospecting Emails More Effective
It is proven that the most read--and sometime the only read--part of direct mail is the PS. You can and should use it in your prospecting emails as well. And there are some techniques that can make your PS more memorable and personal. You'll hear what that is, along with the simple process for putting together your own effective email.
9 minutes | 2 months ago
159 How to Bring Value, and Not Just Be Viewed as a Vendor
In tough economic environments, many sales reps fall into "cream skimming" mode. They get desperate and look for any business that could be out there. As a result, they often are viewed as a commodity, and fall into price-dropping battles. To be successful, and of the utmost service, we need to add real value for our customers. Here are tips to avoid "cream skimming," and differentiate yourself from those who are viewed as just vendors.
7 minutes | 3 months ago
158 My 9/11 Message--From 2001 (Just as relevant today)
The horrific events of 9/11/2001 rocked the world, and changed many things in the US. It devastated many segments of the economy. Many people and businesses recovered much quickly than others. Today, we find ourselves in changed, uncertain times as well. And many are not only surviving, but thriving. Listen to Art's message after 9/11/2001. It is just as applicable today as it was then.
62 minutes | 3 months ago
157 GUEST: The 2020 British Women's Open Champion, Sophia Popov
The reigning Women's British Open golf champion, Sophia Popov, overcame many obstacles to go from the 304th ranked player in the world, to world champion. She tells her many examples of overcoming health and mindset challenges in her journey to achieving a Major championship.
39 minutes | 3 months ago
156 GUEST: Increasing Sales In Just 5 Minutes a Day, with Alex Goldfayn
Some people think you need to place 100 calls a day--or some ridiculous number-- to be effective and successful in sales. Not at all, according to Alex Goldfayn, author of the new book, "5 Minute Selling." Alex explains his system for putting in just five minutes per day--following his system consistently-- which is proven to increase your sales.
7 minutes | 3 months ago
155 Prospects Care if You're Busy; Customers Don't
Being busy, popular, and in-demand is good in business and sales. It can help you get more business, or lose some of what you have. How, when, and to whom you communicate it makes all of the difference, which you'll hear. Along with a couple of personal examples Art just experienced.
30 minutes | 4 months ago
154 GUEST: Sales and Motivation Tips from a Top Mortgage Professional, Laura Brandao
Today's guest, Laura Brandao, shares her journey from the call center to the C-suite, to become one of the most influential women in the mortgage industry. Her sales, mindset, and life advice applies to everyone in all industries.
8 minutes | 4 months ago
153 Words to Use to Turn a Conversation Around
Words do matter. Especially in sales, and certainly on phone calls. An alternative word or phrase can mean the difference between interest and resistance. Acceptance or rejection. Curiosity or an objection. In this episode you'll hear a number of words and phrases to use in place of others that have been proven to be more effective.
35 minutes | 4 months ago
152 GUEST: How to Rethink the Way You Sell When Things Go Sideways, with Jeff Bajorek
When things don't go according to plan, as has been the case for everyone over the past few months, it's important to not panic, and do the things we can control to ensure success. Especially in sales. Jeff Bajorek reminds us of the fundamental that work in any environment, and are especially important in a pandemic and economic downturns.
23 minutes | 4 months ago
151 GUEST: How to Follow Up Effectively, and Close the Sale, with Jeff Shore
If you want to be successful in sales, you need to be effective with follow-up. Far too many opportunities are lost because sales reps don't follow up effectively, or don't do it all. Jeff Shore is an expert at follow up. He wrote an entire book on it, and in this episode shares what to do so you can turn your follow ups into sales.
8 minutes | 4 months ago
150 Add This "Magic" Question to Your Objection-Handling Process
As Art has always taught, trying to "overcome" objections with slick rebuttals is dumb, since it is just telling someone they are wrong, which does not end well. Instead, we need to follow a conversational process. You'll hear this process, along with a new "magic" question that Art has added that helps people to open up, doubt their previous stance, and consider your offer in a different, more favorable way.
10 minutes | 5 months ago
149 Outrageous Techniques to "Get Past the Gatekeeper," and What TO Do
It's amazing that there still are people believing and teaching nonsense about "getting past the gatekeeper." They must not realize that the assistant--as that powerful person should be called-- works harder to keep out those who try to get "past" them, and works WITH those who respect them, and can justify why they have something of value. In this episode you'll hear some outrageous--and sometimes unethical-- examples of techniques some salespeople use, and what TO do to get the assistant working with us, to help us get through to the boss.
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