Shows
The Art of Sales with Art SobczakWhat the Top Salesperson--Who Does Everything Wrong--Knows, That You Don't Ever wonder why Scott in the next cubicle breaks every sales rule you've learned... yet consistently crushes his numbers? Why some reps can open calls with "Got a minute?" and get prospects leaning in, while others use perfect technique and get hung up on? In this eye-opening episode, sales legend Art Sobczak reveals the hidden psychology behind why rule-breakers often outperform rule-followers. What You'll Discover: The real reason "perfect" sales techniques sometimes fail spectacularly Why prospects can instantly sense desperation through the phone (even when your words are flawless) The 5 components of "command presence"...2025-07-3121 minThe Art of Sales with Art SobczakHow to Win Every Sales Call (Even When You Get a NO)What if you could never lose on a sales call again - even when prospects say no? Most salespeople approach calls with one goal: get the sale or appointment. When that doesn't happen, they feel rejected and start avoiding the phone altogether. In this episode, Art reveals the "Secondary Objectives" strategy that turns every conversation into a win. Whether you're building rapport, gathering intelligence, or learning about their decision process - you'll discover multiple ways to succeed on every call. Plus: A simple 3-call challenge that will eliminate call reluctance and transform how...2025-06-2510 minThe Art of Sales with Art SobczakName-Dropping Can Help or Hurt- Use the "Three R's"Is name-dropping a powerful credibility booster or a fast track to sounding desperate? In this eye-opening episode, Art reveals the shocking truth about strategic name-dropping that most sales professionals get completely wrong. Discover why mentioning the right name can boost your email open rates by an astonishing 468%, while the wrong reference can instantly kill your deal. Art shares his embarrassing early-career mistake that taught him the "3 R's" framework for name-dropping that actually works. You'll learn: When name-dropping creates instant credibility (and when it backfires) The psychology behind why prospects are drawn to certain references...2025-03-3010 minThe Art of Sales with Art Sobczak308 Stop Asking IF There’s a Problem—And What TO Ask That Will Transform Your CallsAsking prospects “Do you have a problem?” is ineffective, and causes conversations to die. A better approach that gets them to open up is using "assumptive problem quesitons. These get them to relive their challenges, and create urgency for a solution. Art breaks down the psychology behind these questions, shares examples from different industries, and provides an actionable exercise to create your own. Learn how to turn conversations into results and position yourself as the trusted expert every prospect needs. Art also announced the opening of the new, revised Smart Calling College prospecting and sales train...2025-01-2710 minThe Art of Sales with Art SobczakHow to Be the Most Interesting Person in the Room (Or on the Call)We explore the art of being genuinely interested in others—both in social settings and sales conversations. Inspired by observations at recent holiday parties, Art shares how most people fail to listen effectively, turning conversations back to themselves instead of encouraging others to share. This behavior isn’t just socially frustrating—it’s costly in sales. Learn to recognize critical "problem/trigger words" like “We’re noticing…” or “The problem is…,” and discover simple, powerful questions to dig deeper, uncover pain points, and build trust. By staying curious, listening intently, and prompting prospects to share more, you’ll not only get better i...2024-12-1709 minThe Art of Sales with Art SobczakHow to Handle a Specific Price ObjectionAn objection some salespeople hear is, "I only want to pay if I get the results you say we'll get." Art shares how he suggested a fellow coach handle that actual objection that she received from a prospect, and the exact process that you can use to prepare for and address your own objections. And it's not by using silly, adversarial objection "rebuttal" techniques, but instead getting someone talking and explaining the reason behind their belief. The process is covered more in-depth in Art's free objections masterclass that you can get access to...2024-09-1707 minThe Art of Sales with Art SobczakHow to React to Price Comments, and Not Give Away ProfitsThere is a difference between simple price comments, like, "Wow, that's more expensive than I thought," and real price objections, like, "We don't have that in the budget." The problem for a lot of salespeople, is that at the first sound of a price comment, they begin dropping price. Unnecessarily. You'll hear Art's experience with a tree service owner who cut his profit in half, and what you can and should do when you hear simple price statements and comments. And, to get's Art's free masterclass, "How to Easily Handle Sales Resistance and...2024-07-0907 minThe Art of Sales with Art SobczakCall Avoidance is Actually Just Being SelfishIf a salesperson avoids placing the prospecting or sales calls, in addition to the typical guilt they experience, and the potential lost opportunities, they are actually being selfish. That's because they are depriving possible future customers of the value they could receive. In this episode Art explores this more, the causes of call avoidance, ane what to do to get rid of it, and quit being selfish. 2024-04-2507 minThe Art of Sales with Art SobczakDon't Speak Klingon--Unless You're Selling to KlingonsThink about the last time you spoke with someone whose words were so foreign to you that you had no idea what they were saying. And by foreign, that could be being overly technical, or using jargon that you never use in your world. That's what some salespeople do, and it kills sales. In this episode you'll hear examples of how that happened with Art, and specific what-to-do's in order to be sure you are speaking their language so you connect at a high level.2024-04-1608 minThe Art of Sales with Art SobczakEXPECT to Win Them All (Like George Brett)A very simple--but not always followed--principle is that those who expect to win, do so more often than those who think they don't have a chance. This applies to sports, and sales. Art shares a story about what George Brett had to say about this, and explains how it applies to all of your calls, and how you can win more of them.2024-04-0507 minThe Art of Sales with Art SobczakGUESTS "Streetwise to Saleswise"- How to Become Objection Proof, with Bob Burg and Jeff C. WestBest-selling authors Bob Burg, and Jeff C. West have teamed up to write an excellent new sales parable in book form. Filled with lessons on leadership, sales skills, music, and entertainment, it’s a short, fun read, which will both new and veteran sales pros, or anyone who communicates. In this special video episode, Bob and Jeff share with Art lessons from the book, the inspiration for it, what it's like to collaborate on a book, and more.2024-02-1338 minThe Art of Sales with Art SobczakTrust in Sales: 13 Ways to Build ItThe saying is that people buy from those they know, like, and trust. But, how is trust built? There isn't a standard playbook for that. But, in this episdoe Art covers 13 strategies and tactics you can use to build more trust and credibility with prospects and customers. This is an excerpt from a comprehensive training Art did for his coaching members. You can get that at http://ArtSobczak.training/Know-Like-Trust.2024-02-0120 minThe Art of Sales with Art SobczakSales Lessons from a good TV commercialMost TV commercials are just plain dumb, and often annoying. However, one company understands sales and persuasive messaging, and gets it right. That's Fisher Investments. In this episode Art breaks down one of their commercials and points out the sales techniques at work, and how you can use them too.2023-12-0707 minThe Art of Sales with Art SobczakA Cold Caller Destroyed, Then CoachedArt answered the coldest of cold calls, where the rep made four fatal mistakes in just the opening sentences, then it got worse. Sadly, it's typical of some of the nonsense that is taught about prospecting. Instead of just getting rid of the clueless caller, Art used it as an opportunity to coach him on what could and should have been said to create interest and engage. Hear what you should avoid, and do, on prospecting calls to take out the "cold," make them Smart, and actually have meaningful conversations with curious, interested buyers.2023-07-2112 minThe Art of Sales with Art SobczakThere Must Be Agreement On Two Levels to Help Them BuySalespeople often waste time with people who have no intention of doing anything about their problem or situation. That's why it's important to get agreement on two different levels. You'll hear what these are, and Art's personal example of how a grill cleaner did not do it with him. And you'll get questions you can use in your own sales situations.2023-06-2605 minThe Art of Sales with Art Sobczak263 Q&A- Dealing with Rejection; Better Conversion, or More Leads?In this episode Art answers a couple of questions from fellow sales pros. They focus on how to deal with rejections and no's, and should someone focus on improving their closing rate, or finding more prospects to speak with. If you'd like to submit a question to Art, emali him at ArtS@BusinessByPhone.com.2023-05-1006 minThe Art of Sales with Art SobczakThis "Soft Skill" Will Make You Hard MoneyArt 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--and life in general-- and will help you, and everyone you come in contact with.2023-03-1006 minThe Art of Sales with Art SobczakHow to Get Them to Set a Follow-Up Date They Will Show Up ForThe 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 of simple questions to get them to set the follow-up date, AND agree to take some action that keeps the sales process moving.2023-01-0905 minThe Art of Sales with Art SobczakA Simple Question to Help Them Take ActionA 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 that will help people actually see themselves taking action, which is a prerequisite for anyone doing anything. You'll be able to adapt the question for your own calls, and get more people moving today.2022-12-0504 minThe Art of Sales with Art SobczakDo NOT Ask if They are the Decision MakerMany 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. Art shares what to say instead to create interest, and still be sure you are talking to the right person.2022-11-1607 minThe Art of Sales with Art SobczakThe Boring Fundamentals Always Have, and Always Will WorkThere 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 steps in the sales process, the most important keys to success, and the mistakes to avoid.2022-11-0611 minThe Art of Sales with Art SobczakA Simple One-Question Template to Help People Sell ThemselvesIt'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 use by filling in two blanks.2022-09-2104 minThe Art of Sales with Art SobczakHow to Handle Prospects Who are in "Panic Mode" (and not get ghosted)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 on buying from you. In this episode, Art shows how to sort through and find the real buyers, and not waste time with those who will never buy from you.2022-08-2909 minThe Art of Sales with Art Sobczak242 Asking About Budget Usually Means You Get NO MoneyAsking "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 is strong enough, they will find a way to get the money. Art shares a story about a call he received where the rep killed the call with his question, and what he--and you could do instead to get people talking about buying what they want.2022-08-1606 minThe Art of Sales with Art Sobczak241 How to Recommend What They'll Buy, Instead of Presenting What They'll Object ToThe 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 things the right way. To recommend instead of present. But it needs to be done in the right way, at the right time. Art shares his simple four-step process for doing just that, so you can get more agreement, and fewer objections.2022-08-0608 minThe Art of Sales with Art SobczakBelieve You'll Win Every Time--Like George BrettMany 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 importance of your thoughts going into any sales situation--or competition--and shares a personal story.2022-07-2906 minThe Art of Sales with Art Sobczak239 How Casino Dealers Sell (and sold us)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 were the ultimate sales pros.2022-07-2211 minThe Art of Sales with Art Sobczak237 How to Sell a Craigslist InquiryAs the intro to the show states, "everyone sells every day," regardless of whether it is someone's actual job. In this episode Art shares an experience that most have had: listing something for sale and dealing with potential buyers. He shares mistakes to avoid, and what to do to get a sale, at full price.2022-07-0808 minThe Art of Sales with Art SobczakHow to Avoid Creating ObjectionsSales reps create more objections than were ever there to begin with. They do so by talking too much about things the other person is not interested in. It's simple to avoid. Art shares specifics as to how.2022-06-1605 minThe Art of Sales with Art SobczakA Follow-Up Mistake to Avoid, and What TO DoMany sales are lost due to non-existent, or poor follow-up. Art shares an example of a common mistake sales reps make that cost them, and what to do to turn more follow-ups into sales.2022-06-1007 minThe Art of Sales with Art SobczakEncore Presentation of How to Never Be Rejected AgainThe fear of rejection is what stops many salespeople from being successful, and has prevented many others from even getting into sales. It should not, and does not need to be that way. Art discusses what rejection really is, how you can avoid it, never feel rejected again in sales, and even accomplish things when you get no's. 2022-06-0211 minThe Art of Sales with Art SobczakHow to Avoid the "I,I" Mistake that Kills SalesFar too many people have the "I, I's," meaning they mostly talk about themselves and what they think. That's not a good idea for life in general, and it is fatal for sales reps. Art shares an example of how it happened to him, and what we should do to make our recommendations more sensory, and all about the listener, so that they take the action you want.2022-05-2007 minThe Art of Sales with Art SobczakA Prospecting Opening/Voice Mail ReviewIn this episode Art reviews an opening from a sales pro who when through his Smart Calling training. You'll hear the successful Smart Calling prospecting opening process and messaging, and how even good openings can be improved with a few words added or deleted.2022-05-1310 minThe Art of Sales with Art SobczakWarren Buffett, and Name Dropping When ProspectingArt answers a question about if, and when to drop the names of other clients when prospecting.2022-04-2205 minThe Art of Sales with Art Sobczak226 How to Keep Your Vocabulary SimpleIn sales, our words are our tools. They can craft a masterpiece, or totally botch up the job. Art shares tips on how you can stir emotions and move people into taking action.2022-04-0104 minThe Art of Sales with Art Sobczak224 How to Motivate Yourself to Make Calls, Even During the Tough TimesEvery successful salesperson has figured out a way to get, and stay motivated. Even during the tough times. Art shares a number of proven tips to help you keep your attitude, and actions, operating at the highest level, even when things get tough.2022-03-2008 minThe Art of Sales with Art SobczakNegotiation Tips to Help Win More and Lose LessEveryone negotiates almost every day. Knowing some basic strategies and tactics can help you to get more of what you want, lose less, and still help the other person. Art shares a number of negotiation tips you can use right now.2022-03-1209 minThe Art of Sales with Art SobczakA Conversational Alternative to a Tired Objection RebuttalAs Art found out on a sales call he received, the tired, old, scripted "Feel-Felt-Found" technique is still being taught and used. While the psychology behind it is sound, when it is used verbatim it usually sounds salesy and goofy. Art shares a way to use a version of it, conversationally, and effectively, that you can easily modify.2022-03-0405 minThe Art of Sales with Art SobczakWhat to Do After an Immediate Brush Off on a CallA 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 to call back immediately. Art shares the mental, and tactical steps to take in order to not feel rejected, and to still have a chance with this seemingly uninterested prospect.2022-01-2109 minThe Art of Sales with Art SobczakAnswering the Assistant's Question, "Are you a salesperson?"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 through. You'll hear suggestions from other sales pros as to how they answer, and Art shares his recommended way of answering.2022-01-1406 minThe Art of Sales with Art SobczakSlow Down, Unplug, Take Interest, and Really ConnectIn 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 really hit home and impacted him, and how we all can improve our connections, and impact.2022-01-0705 minThe Art of Sales with Art SobczakOnly YOU are to Applaud--or Blame--for your Situation, and What to Do Moving ForwardThis 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 right now. The great news, is that you also can decide to make things better. Right now. Art shares some common sense advice and facts that can help you make next year--or any part of your future--the best ever.2021-12-1714 minThe Art of Sales with Art SobczakDon't Take a "No" from Someone Unable to Give a "Yes"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 case when we are buyers in our personal life, as Art explains) there is a more effective way to do it. You'll hear how, along with specific messaging to use.2021-11-1908 minThe Art of Sales with Art SobczakHow to Revive Leads That Have Gone SilentMost 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 avoid it, and also revive those leads.2021-11-1208 minThe Art of Sales with Art SobczakBrief Sales and Motivation Tips (possibly older than you)This week Art went into his golden vault of sales tips and methods and pulled out lots of brief nuggets that will help motivate you, get you through more often, and selling more.2021-11-0512 minThe Art of Sales with Art SobczakA Review of a Prospecting Opening with Lots of MistakesArt 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.2021-09-2206 minThe Art of Sales with Art SobczakHow a Two-Word Close Turned Into a $700 BreakfastArt 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.2021-09-0305 minThe Art of Sales with Art SobczakA Detailed Answer About a Prospecting ProblemArt 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.2021-06-2508 minThe Art of Sales with Art SobczakHow to Increase Your Production By 25%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.2021-05-2104 minThe Art of Sales with Art SobczakHere are 76 "How" Questions You Can UseUsing "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.2021-05-0608 minThe Art of Sales with Art SobczakFive Call Opening Mistakes that Guarantee ResistanceOne 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 call mistakes that cause prospects and customers to delete voice mails, and respond with objections to salespeople.2021-04-0207 minThe Art of Sales with Art Sobczak181 They Might Value Bags of Prepared Food Instead of CookingHere'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 exercise to come up with questions to use so that you are sure to sell value every time.2021-03-2606 minThe Art of Sales with Art SobczakA Recording of a Cringeworthy Cold Call Art ReceivedThis cold caller made several fatal mistakes, even before he picked up the phone. And then he was arrogant, as you will hear. You'll also hear exactly what he should have said to build curiosity, interest, and get into an engaging sales conversation.2021-02-1813 minThe Art of Sales with Art SobczakScript it, or Wing It?Some people suggest that on your calls you are simply natural, being yourself and let things flow. Others suggest you script out everything you say. Neither is totally possible. Success lies in the middle, with more emphasis on one. Hear Art's suggestion on this, and what you should do to have optimal success on your calls, and sound smooth, natural, and confident.2021-02-0409 minThe Art of Sales with Art SobczakQ&A: What to Do When Your Contact is Not the Final Decision MakerArt answers a question today from a listener about a scenario that many of us have encountered: How do you handle it when your contact is not the final decision maker, and that person does not want you to speak with their boss? If you have a question or situation you'd like Art to address, send it to him at ArtS@BusinessByPhone.com.2021-01-2605 minThe Art of Sales with Art SobczakYes, You Should Leave a Prospecting Voice Mail; Here's What to SayA popular debate is the one regarding whether to leave a voice message on a prospecting call. Art explains why it's beneficial and important, BUT to leave a good one, that also leaves a question in their mind, and does not sell. You'll also hear an example of a great one, and exactly how you can craft yours.2021-01-2209 minThe Art of Sales with Art SobczakYour Benefits Probably Aren'tA major flaw in most sales training is that the emphasis is placed on presenting the "benefits." The problem is that benefits are not universal, and only have value when it is perceived by the individual hearing them. Art shows exactly what to do to ensure that your benefits actually are benefits for your prospects and customers.2021-01-1507 minThe Art of Sales with Art SobczakThis Guy Was TELLING, Not SellingDespite what many people think, the best sales pros are not those who specialize in talking a lot. You'll hear about the rep who called Art and spoke for over two minutes straight, TELLING about his product... which he did not sell. You'll also hear a simple technique you can use right now to get others talking more.2020-12-1705 minThe Art of Sales with Art Sobczak166 Election Results Never Matter as Much as This Regarding Your DestinyRegardless 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.2020-11-0506 minThe Art of Sales with Art SobczakOnly THIS Determines if You'll Have a Great DayThe 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.2020-10-0207 minThe Art of Sales with Art SobczakMy 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.2020-09-1106 minThe Art of Sales with Art SobczakProspects Care if You're Busy; Customers Don'tBeing 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. 2020-08-2106 minThe Art of Sales with Art SobczakAdd This "Magic" Question to Your Objection-Handling ProcessAs 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.2020-07-1708 minThe Art of Sales with Art SobczakArt Places a Call Back in Time to 1983--to Himself!Ten years ago Art did a keynote presentation to an American Association of Inside Sales Professionals group. He called it "People 1.0" and wanted to illustrate the importance of the human connection in sales. To creatively show how, despite the technology available to us, we need to focus even more on the personal touch, he simulated a call back to 1983, to himself. You'll hear that entire "call" here. Enjoy!2020-07-0117 minThe Art of Sales with Art SobczakAnalysis of a Recorded Horrible Cold Call Voice MailYou might not believe what you hear in this cold call voice mail. The caller makes numerous mistakes in just a few seconds. Art analyzes it, and shows what the caller could have done to make it a successful, Smart Call. The same things you can do on your calls.2020-06-1214 minThe Art of Sales with Art Sobczak132 How to Sell and Service in a Coronavirus-Infected Business EnvironmentWe have experienced more and different changes in our world in the past week than probably at any point in history. What's important, is that business is still going on. Which means there are tremendous opportunities to be of service and sell. Art shares a number of specific tips and strategies for how to weather the storm, and even thrive during these times, AND be of greater service to our customers and future customers.2020-03-1715 minThe Art of Sales with Art SobczakA Recording of a Failed Prospecting Call, and Art's ReviewYou'll hear a recording of an actual prospecting call Art received. There was one fatal mistake that caused the call to fail, and a few other errors Art points out. To his credit, the caller did do a couple of things right, and you'll hear those as well. To ensure your prospecting calls don't contain these mistakes, get Art's free Cold Calling (without the cold) Fill-in-the-Blanks Template and free video training at http://SalesByPhone.com2020-03-0208 minThe Art of Sales with Art SobczakTwo Myths and a Truth from the Movie, "Boiler Room"In the movie "Boiler Room," about an unscrupulous stock brokerage firm and its managers and brokers, there are the typical stereotypes of salespeople. Art points out two of the myths perpetuated in the film, and the one good piece of sales advice they suggest.2020-02-2707 minThe Art of Sales with Art SobczakA Horrible Prospecting Call Review and MakeoverArt shares a prospecting call he received, and points out the numerous mistakes the caller made in just a few seconds. And you'll hear what he could have said to grab interest and attention and have success on the call. You can easily do the same with Art's free Cold Call Fill-in-the-Blanks template (and free video) at http://SalesByPhone.com.2020-02-1007 minThe Art of Sales with Art SobczakNever Assume they Know What You KnowA communication mistake many people make is assuming others know what we know. This is especially dangerous in sales. You'll hear how the airline gate agent thought Art asked a stupid question, but his perception was from his own world of aviation. You'll also hear other mistakes to avoid, and what to do to be clear and specific, and help your prospects and customers to be as well.2020-01-3005 minThe Art of Sales with Art SobczakHow to Sell the Higher=Priced OptionSalespeople often leave a lot of money on the table because they are uncomfortable recommending a higher-priced option. That's a huge mistake, as you'll hear with the example of the Best Buy sales rep that Art shares. You'll hear mistakes to avoid, and what to do to easily increase your average order size.2020-01-2704 minThe Art of Sales with Art SobczakAre You a Sales Professional, or Dabbler?There are many people who treat what they do as just a job. The highest earners are true professionals. Like Leo, the limo driver. Hear Art's experience with the ultimate in professionalism, from a driver his group had in Chicago. And, you'll hear the common characteristics that all true sales PROfessionals have as well.2020-01-2015 minThe Art of Sales with Art Sobczak116 How to Handle What You Might Think is a Price Objection, But Really Isn'tMost things that salespeople hear from prospects regarding price are not real objections. Just statements or comments. The danger is when the reps don't know how to respond, and end up giving away profits. Here's an example of how the golf pro did this with Art, and sold his golf balls at a much higher price than they sell for online. And you'll hear what you can do, too.2020-01-1605 minThe Art of Sales with Art SobczakThe Mishandled $8000 Pizza OrderThe people who directly interact with prospects and customers ARE the company to those buyers. One screw up by one person can cause them to never buy there again. And most of these people who interact with buyers don't realize the true lifetime value of a customer. Such was the case of the pizza shop owner Art had tried to order from. This will get you thinking about the real value of your customers, how important every interaction is, and what you can do to maximize them.2020-01-0909 minThe Art of Sales with Art SobczakListen for "Wine" in this EpisodeIf the title of this episode got your attention, you will be listening for the word "wine" when you hit "play." And you will hear it. The sales point of this episode is that we look for what we expect. And you should do the same thing when you send anything to a prospect or customer after a sales call. Then, there's a greater chance they will actually pay attention to what you send. You'll hear Art's wine story, and how he got what he expected at a wine tasting.2019-12-2307 minThe Art of Sales with Art SobczakSell Like the Locals in CaboAlmost all of the locals are salespeople in Cabo San Lucas, Mexico, as Art observed on vacation this week. Beach vendors, kids working in jewelry stores, and more all provided valuable sales lessons--including how to deal with rejection--that we all can use.2019-12-0906 minThe Art of Sales with Art SobczakA Great Sales Question (from a TV show)One of the best sales questions Art has ever heard was from the old TV show, Ally McBeal. You can use this simple question to get people off of the fence, and either tell you they are not a prospect, or get them to move forward. Both of which are better than a "maybe."2019-12-0904 minThe Art of Sales with Art SobczakHow Sales Reps Mishandled My Inquiry, and How One Got the SaleIt should be obvious that inquiries are your best source of new business. Yet sales reps mishandle them every day, and lose opportunities, and cash. Here are examples of how many reps made mistakes when Art wanted to buy now, and what one person did to get the business.2019-11-2406 minThe Art of Sales with Art Sobczak"Shameless" Sales Tactics You Actually SHOULD AvoidArt found an online article suggesting many lies and deceitful tactics that salespeople should use if they want to be successful. He takes each of these, points out how absurd they are for ethical salespeople, and what we should do to really be successful.2019-11-1109 minThe Art of Sales with Art SobczakBrief Sales Tips (maybe older than you)In this episode, Art went into his vault and found some sales tips he first shared in the 80's and 90's... which are as relevant, and even more important today. You'll hear some brief tips on motivation, closing, building relationships. and more.2019-10-3107 minThe Art of Sales with Art SobczakCalling Their Baby Ugly is Not a Good Prospecting ApproachSome salespeople use the "Your Baby is Ugly" approach. It directly tells the prospect that they have a problem, or are doing something wrong. And it should be avoided. You'll hear how Art received this approach in an email, why it should be avoided, and how you can actually use a more subtle, nuanced approach to help them reach the conclusion on their own that they have a problem.2019-09-2307 minThe Art of Sales with Art SobczakGUEST: How to Get Your Cold Emails Replied To Email can be an effective tool in prospecting, when used the right way, not the spammy way. Today's guest, Jason Bay is an expert in cold email prospecting, and shares his REPLY Method, which you can adapt and implement as well to capture the interest of cold prospects. In fact, he used this method with Art to get on the podcast.2019-09-1638 minThe Art of Sales with Art SobczakHow to "Seduce" Buyers with Passion TechniquesAn article in Men's Health magazine discussed how "Words, wielded wisely, can be a powerful instrument of seduction." It gave five romantic scenarios with what not to say, a better alternative, and why it worked. Art takes each of those scenarios and adapts them to sales. You'll be able to use them in your own sales situations as well.2019-08-2606 minThe Art of Sales with Art SobczakSales Lessons From Buying Hundreds of Tickets to Sold Out EventsOver the years Art has attended hundreds of sporting events while on the road doing training. Many of those events were popular and sold out. But he scored tickets at, or below face value. Hear his techniques, and the sales lessons learned, that you can use too.2019-07-1809 minThe Art of Sales with Art SobczakWho's the Better Salesperson? Elton John or Billy Joel?Art was at a concert where Billy Joel and Elton John performed together. They both did an amazing job with their music, but one was clearly the better salesperson regarding how he connected with the audience. Hear who that was, exactly what he did, and how you can model it in your own sales.2019-07-0807 minThe Art of Sales with Art SobczakCan You Spot What is Wrong With This Cold Call Opening?Art shares a cold calling opening suggestion he found in a post online. As is, it would likely get a user rejected. Can you spot what is wrong? You'll hear what it is, AND what could have been added to make it effective. Plus, you can model it for your own successful prospecting openings and voice mail messages.2019-06-2007 minThe Art of Sales with Art SobczakGUEST: Sales Truth, with Mike WeinbergThere has been a lot of false and misleading advice spread about sales and prospecting, and what does and does not work. Mike Weinberg has stepped up and called BS on a lot of it, in a big way, in his new book, "Sales Truth." In this episode, he shares with Art some of the nonsense that is out there, and the Truth about what is working--still.2019-06-1342 minThe Art of Sales with Art SobczakSales Lessons from a World Champion Poker PlayerThere are many similarities between poker and sales. Art had the opportunity to be at a dinner with world champion poker player (and author, and Celebrity Apprentice finalist) Annie Duke. Annie shared her thoughts on "tilt," "bad beats," and other ideas that are directly applicable to our sales success.2019-06-1009 minThe Art of Sales with Art SobczakWarren Buffett, You, and Never Feeling Rejected in SalesWarren Buffett is a big believer in turning setbacks into opportunities. Which is precisely what we need to do in sales to maximize our success. You'll hear what Warren did--and does--AND Art's simple process for never being rejected again in your prospecting and sales.2019-06-0607 minThe Art of Sales with Art SobczakOne of the Best, Most Relevant Value Statement I've Ever HeardIt's essential for us to have value statements for our prospects IF we want to have any chance at all of getting them interested. Art shares one of the best he ever heard, since it was timely and relevant. And he discusses exactly how you can do the same thing with yours to get more people responding to you, speaking with you, and ultimately buying from you.2019-06-0310 minThe Art of Sales with Art SobczakA Corporate Buyer Reveals What It Would Take to Sell to HimA fundamental mistake that many salespeople make is that they sell they way they want to sell. All that matters is how a customer wants to buy. In this episode, Art tells how a corporate buyer shared what turns him off as a buyer, and what it takes to get him interested.2019-05-2005 minThe Art of Sales with Art SobczakHow Art Sold the Jury and Found the Guy GuiltySales situations are around us every day, and we can learn lessons from them when we look for them. Here's Art's story of how he was on a jury, and helped one dissenting juror finally come to the conclusion that was very obvious to everyone else.2019-04-2912 minThe Art of Sales with Art SobczakSales Success Secrets of a Master Headhunter, Scott LoveRecruiting at a high level is the ultimate practice of sales. Prospecting, getting an engagement, contacting applicants and persuading them to look at positions, negotiating contracts…all require expertise in the art and science of selling. Scott Love is a highly successful recruiter in the legal field, and is on the phone every day. He also formerly ran a recruiting training company. In this episode he shares processes, methods, techniques and mindsets that he uses and teaches, and that all salespeople can benefit from.2019-04-2235 minThe Art of Sales with Art SobczakAre These Sales "Tricks," or Good Strategy?Many people view attempts to sell them with skepticism. And rightfully so, since there is so much awful salesmanship being practiced every day. However, many things that are used by successful salespeople, marketers, negotiators as based on sound, scientifically-proven psychological and behavioral principles. Which you should be using too, in your own efforts to help people buy. You'll hear Art break down 10 sales "tricks" cited in an online article, and how you can actually use them for helpful purposes in your own sales.2019-04-0110 minThe Art of Sales with Art SobczakRANT: Beware of Bad Sales Advice that Can Harm YouThere is more free sales advice than ever available. Some of it is great. Some of it actually creates "no's" and other collateral damage. For example, nonsense on scripts, going for a meeting in a call opening, sales being just a numbers game, and more. In this episode, you'll hear Art going off on these topics, and more. Plus, he'll give you suggestions on what TO do instead.2019-03-0417 minThe Art of Sales with Art SobczakA Prospecting Call Opening/Voicemail MakeoverArt takes an actual opening statement/voicemail message submitted by a client, breaks it down word by word, points out what is good, what is not, and then revises it. You'll hear what not to do with your own call openings and voice mails, and what to include so that you can create interest and get prospects engaging with you.2019-02-2810 minThe Art of Sales with Art SobczakArt is Called by the Clueless Cold Caller, Al SmolskiArt receives a call, on-air, from the clueless cold caller, Al Smolski. Al makes every mistake in the book, and Art gently schools him and what he's doing wrong, and what he should do instead at the opening of prospecting calls. We're not sure if Al gets it yet, but you can learn from it in this episode.2019-01-1710 minThe Art of Sales with Art SobczakHow to Never Be Rejected AgainThe fear of rejection is what stops many salespeople from being successful, and has prevented many others from even getting into sales. It should not, and does not need to be that way. Art discusses what rejection really is, how you can avoid it, never feel rejected again in sales, and even accomplish things when you get no's.2018-12-0310 minThe Art of Sales with Art SobczakStop Talking About Your ThingMany sales reps create objections by talking about their "thing." People don't buy things, they buy results. Listen as Art explains how to define your results, why and when your buyers want them, and how to use them to get more people buying.2018-11-2115 minThe Art of Sales with Art SobczakThe Art of Sales Show introductionYou'll hear exactly what will be covered in the show and how you'll be able to use it in your sales and prospecting, AND everyday life. You'll hear what sales really is, and is not. Art gives a brief professional and personal background summary. Subscribe now so you don't miss any of the upcoming value-packed episodes.2018-11-0916 min