Cover art for podcast The Art of Sales with Art Sobczak

The Art of Sales with Art Sobczak

166 EpisodesProduced by Art Sobczak, cold calling and sales trainerWebsite

Everyone sells, regardless of what your job title is, and this is your place for authentic, conversational sales and prospecting tips without the sleaze factor. Art Sobczak shares proven sales and cold calling (without the cold) tips that you’ll feel comfortable using, and that get the results you… read more

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168 GUEST: How to Generate Inbound Leads and Build Authority, with Sam Dunning

November 20th, 2020

31:27

Most salespeople need to be proactive to be successful. However, we all appreciate being contacted by interested prospects who seek us out, and want …

167 GUEST: Sales Trainer and Speaker Extraordinaire, Victor Antonio

November 12th, 2020

39:31

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, …

166 Election Results Never Matter as Much as This Regarding Your Destiny

November 5th, 2020

6:11

Regardless of your political preference, no election result, politician, or the government will ever affect your destiny and success as much as YOU …

165 A Professional Prospecting Email Approach that Creates Curiosity

October 30th, 2020

8:59

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 …

164 A 400-Year-Old "Trick" to Deal With Resistance

October 23rd, 2020

8:17

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 …

163 How to Be More Credible with Your Sales Messaging

October 16th, 2020

6:32

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 …

162 GUEST: Here's How to Sell Over Two Million Headsets Without "Selling." Mike Faith, CEO of Headsets.com

October 8th, 2020

26:55

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 …

161 Only THIS Determines if You'll Have a Great Day

October 1st, 2020

7:57

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 …

160 Include These Two Letters to Make Your Prospecting Emails More Effective

September 25th, 2020

6:37

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 …

159 How to Bring Value, and Not Just Be Viewed as a Vendor

September 18th, 2020

8:37

In tough economic environments, many sales reps fall into "cream skimming" mode. They get desperate and look for any business that could be out …

158 My 9/11 Message--From 2001 (Just as relevant today)

September 11th, 2020

6:53

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 …

157 GUEST: The 2020 British Women's Open Champion, Sophia Popov

September 4th, 2020

1:02:04

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 …

156 GUEST: Increasing Sales In Just 5 Minutes a Day, with Alex Goldfayn

August 24th, 2020

38:30

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 …

155 Prospects Care if You're Busy; Customers Don't

August 20th, 2020

6:41

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 …

154 GUEST: Sales and Motivation Tips from a Top Mortgage Professional, Laura Brandao

August 13th, 2020

29:57

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 …

153 Words to Use to Turn a Conversation Around

August 6th, 2020

8:05

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 …

152 GUEST: How to Rethink the Way You Sell When Things Go Sideways, with Jeff Bajorek

July 30th, 2020

35:00

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 …

151 GUEST: How to Follow Up Effectively, and Close the Sale, with Jeff Shore

July 23rd, 2020

22:58

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 …

150 Add This "Magic" Question to Your Objection-Handling Process

July 17th, 2020

8:19

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 …

149 Outrageous Techniques to "Get Past the Gatekeeper," and What TO Do

July 9th, 2020

9:44

It's amazing that there still are people believing and teaching nonsense about "getting past the gatekeeper."

They must not realize that the …

148 Art Places a Call Back in Time to 1983--to Himself!

June 30th, 2020

17:27

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 …

147 The Smart Calling Opening Statement What-to-Say Process

June 23rd, 2020

17:25

"Cold" calling is dumb and has little chance of success.

Doing Smart Call prospecting is proven to work to help you get through, get in, and selling …

146 How to Craft a Voicemail that Leaves Them Wanting to Know More

June 19th, 2020

8:43

Most sales prospecting voice mails create resistance (like the one in the last episode.)

But, there is a right way to create and leave a voice mail that leaves the prospecting wondering what you have, and wanting to …

145 Analysis of a Recorded Horrible Cold Call Voice Mail

June 12th, 2020

14:24

You 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 …

144 GUEST: Tips for Getting Through to Speak With Prospects, with Lori Richardson

June 4th, 2020

33:19

One of the biggest challenges in prospecting is actually getting through to and having a conversation with a buyer.

Sales trainer and consultant Lori …

143 How to Get New Business from Three Sources You Already Have

May 29th, 2020

19:45

Getting new business has always been essential for any business. And for many today, it is critical for their survival.

Cold prospecting is certainly …

142 GUEST: Selling in a Crisis, The Go-Giver Way, with Bob Burg

May 20th, 2020

49:43

As we pull out of the pandemic and on the road to recovery, it will be more important than ever to deliver value, build strong relationships, and …

141 GUEST: How to "Sell in Place" to Win Big Sales, with Tom Searcy

May 13th, 2020

38:21

The "new normal" moving forward is, and will continue to be dramatically changed in sales. Selling remotely will continue to be a primary practice, even when it's not required.

Tom Searcy is an expert at closing big …

140 GUEST: How to Look and Sound Great on Your Zoom Calls, with Julie Hansen

May 6th, 2020

35:40

In today's radically-changed environment, video meetings have become the norm. And with the technology being new to so many, common mistakes prevail …

139 GUEST: Selling from the Heart, with Larry Levine

April 28th, 2020

32:37

Today, more than ever, success in sales relies on being authentic, and delivering value with substance.

Our guest, Larry Levine, author of the top-selling book, "Selling from the Heart," has made delivering that message …

137 GUEST: He Was Personally Mentored by Napolean Hill, Ben Gay's Daily Success System

April 16th, 2020

39:51

Ben Gay, author of the classic and best-selling "The Closer's" series of books, arguably has more sales knowledge, and has personally interacted with more of the legendary sales and personal development experts than …

136 GUEST: How to Use Personal Video to Rehumanize Your Sales, with Ethan Beute

April 9th, 2020

40:53

Video is here to stay, and it is revolutionizing the way salespeople connect, prospect, sell, and service.

Ethan Beute, author of "Rehumanize Your …

135 GUEST: How to find Positives and Opportunities in Adversity, with Scott Love

April 2nd, 2020

32:54

With adversity comes change, and with that, opportunities. It is always a matter of our thinking, and resultant actions.

Scott Love, one of the top …

133 GUEST: How to Have a Mind for Sales, with Mark Hunter

March 19th, 2020

28:16

What is much more important than techniques and processes as it relates to our sales success, is our mind and our thoughts.

Mark Hunter, "The Sales Hunter," has written a new book addressing this, "A Mind for Sales."

In …

131 Six Tips for Getting Prospects--and Kids--to Open Up

March 9th, 2020

6:57

How we effectively communicate with kids is similar to what we should do with prospects and customers to get them to share more and better …

130 How to Smile Your Way to Sales--and Life--Success

March 5th, 2020

9:21

It's one of the simplest things we do every day, yet most people don't do it often enough.

Smiling has numerous emotional and physical benefits, both for the sender and receiver. You'll hear a number of those, and you …

129 A Recording of a Failed Prospecting Call, and Art's Review

March 2nd, 2020

8:17

You'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 …

128 Two Myths and a Truth from the Movie, "Boiler Room"

February 27th, 2020

7:21

In the movie "Boiler Room," about an unscrupulous stock brokerage firm and its managers and brokers, there are the typical stereotypes of salespeople.

127 GUEST: How to Be Relevant to Your Prospects and Customers, with Bill Cates

February 24th, 2020

43:49

Our prospects and customers receive thousands of marketing messages every day, and ignore most of them. The ONLY chance we have of getting attention is by being relevant.

Today's guest, Bill Cates, is an expert at the …

126 How to Be More Credible and Believable

February 20th, 2020

7:36

You can make claims and statements about how great you, your company, and your products/services are. But, they can be viewed with skepticism.

Or, you can use these techniques that people place credibility in, which is …

125 Here's What Technology Will Never Be Able to Replace: You

February 17th, 2020

8:30

Technology has provided amazing tools to us as salespeople. It also hinders people who hide behind it.

No tool can ever replace a human when it comes …

124 How to Do "Extreme Listening"

February 13th, 2020

8:57

Everyone knows how to listen. Yet, most of us do it very poorly.

The highest performing sales professionals do it at an extreme level.  You'll hear how to do that in this episode.

123 A Horrible Prospecting Call Review and Makeover

February 10th, 2020

7:36

Art 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 …

122 Nine Tips for Taking a Quantum Leap With Your Sales Results

February 6th, 2020

5:35

Most people would like to do better, and have more than where they are right now.

Yet, most also continue to get the same results.

A few however, are …

121 How to Turn More Inquiries Into Sales

February 3rd, 2020

6:29

Salespeople, and businesses in general, often make two huge mistakes with the inquiries they receive, causing them to miss out on sales.

You'll hear the mistakes to avoid, and what TO do to turn more more of the …

120 Never Assume they Know What You Know

January 30th, 2020

5:46

A 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 …

119 How to Sell the Higher-Priced Option

January 27th, 2020

4:43

Salespeople 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.

118 The "Easy" Way to Create Interest

January 23rd, 2020

6:34

Everyone would like the "Easy" button for most things. And like with most things, real success requires more than the easy route. 

However, there are …

117 Are You a Sales Professional, or Dabbler?

January 20th, 2020

15:03

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 …

116 How to Handle What You Might Think is a Price Objection, But Really Isn't

January 16th, 2020

5:21

Most 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 …

115 GUEST: The Perfect Close, with James Muir

January 13th, 2020

21:18

Closing is not, and should not be about techniques or hard sell manipulative tactics. When done professionally, it is a natural next step in a …

114 The Mishandled $8000 Pizza Order

January 9th, 2020

9:40

The 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 …

113 When We Must Assume in Sales, and When to Not

January 6th, 2020

9:57

Old school, cheesy sales advice suggests you should always assume the sale, and use "assumptive" closing techniques.

Part of that is partially true, …

112 Don't Wish for the Business, ASK for It

December 30th, 2019

8:06

Too many sales are lost because the salesperson uses weak language. They wish for the business or next step, instead of directly asking for it.

And, this is NOT being pushy when used correctly.

You'll hear lots of tips …

111 Listen for "Wine" in this Episode

December 23rd, 2019

7:12

If 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 …

110 Asking about "Feelings" vs. "Thoughts"

December 19th, 2019

5:45

Some sales training goes overboard on its insistence that you use or don't use certain words. The words we use in sales CAN make all of the difference. But WHERE they are used is much more important.

You'll hear this …

109 Sell Like the Locals in Cabo

December 9th, 2019

6:21

Almost 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 …

108 One of the Simplest Sales Questions Ever

December 9th, 2019

2:37

Often, using the most simple, conversational replies are the best ways to deal with mild resistance.

If someone doesn't have a good reason for their resistance, simply asking them to repeat it can help them to open up …

107 A Great Sales Question (from a TV show)

December 9th, 2019

4:07

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 …

106 How to Avoid Sounding Like a Babbling Fool

December 5th, 2019

5:38

Sometimes prospects ask salespeople extremely technical, or outrageous questions that catch them off-guard, and cause them to respond with a long …

105 If You Plan to Listen to This Later, You are Guilty of It

December 2nd, 2019

5:07

Do you tend to put things off?

How does that work out for you?

Procrastination rarely leads to anything positive, especially in sales.

Here are a few brief tips to help you take action on things you have been putting …

104 How Sales Reps Mishandled My Inquiry, and How One Got the Sale

November 24th, 2019

6:57

It should be obvious that inquiries are your best source of new business. Yet sales reps mishandle them every day, and lose opportunities, and cash.

103 How to Handle Stalls and Delays

November 21st, 2019

5:12

Salespeople waste a lot of time needlessly by easily giving in to something like, "Give me a call back next month."

You'll hear what to say to learn if they even are a good prospect, and if so, why waiting is even …

102 How to Steal Business from the Competition

November 18th, 2019

6:57

Everyone who prospects for new business has heard, "We're satisfied with who we're using now," or some variation of that.

There's a lot of nonsense that has been taught about how to respond, such as, "What do you like …

101 Ask the Plastic Surgery Question from "Nip/Tuck"

November 14th, 2019

4:44

On the popular medical drama TV series from a few years ago, the surgeons would always ask one question with their new patients during the initial …

Episode 100: "Shameless" Sales Tactics You Actually SHOULD Avoid

November 11th, 2019

9:33

Art found an online article suggesting many lies and deceitful tactics that salespeople should use if they want to be successful.

He takes each of …

099 How to Say Your Price, So You Aren't Asked to Drop It

November 6th, 2019

5:19

Many times salespeople end up dropping their price, and it is a direct result of how they quote their price. There are a number of words and phrases …

098 Three Subtle Persuasion Techniques You Can Use (backed by science)

November 4th, 2019

5:31

Here are three subtle, but powerful persuasion techniques--that likely have been used with you--that you can adapt to be more persuasive and …

097 Brief Sales Tips (maybe older than you)

October 31st, 2019

7:40

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 …

096 Avoid Tom Cruise's Mistake: Stop When You Have Them at Hello

October 28th, 2019

6:30

Remember in the movie, Jerry Macguire, Tom Cruise's impassioned make-up speech to his wife? And then after finishing she says, "You had me at hello."

That is similar to what salespeople do every day... talking too much, …

095 How to Cold Call Successfully, By Just Filling in These Blanks

October 23rd, 2019

40:04

This is a training session on how to easily develop your own interest-creating cold call opening script (without the cold), which also can be used as …

094 How to Use Seinfeld Techniques to Sell More

October 21st, 2019

5:18

The wildly-popular show, Seinfeld, used a type of humor that made it easy for us to relate to the crazy situations the characters got themselves into.

093 GUEST: How to Get the Meeting Using Contact Marketing, with Stu Heinecke

October 17th, 2019

27:13

Using Stu Heinecke's "Contact Marketing" campaigns, he, and his clients have achieved a 100% success rate of getting meetings with their high-level targeted prospects.

In his book, "How to Get a Meeting With Anyone," …

092 How to Connect with Anyone, Using THEIR Language

October 14th, 2019

6:17

The way some salespeople--or people in general, for that matter--communicate, it sounds as if they are speaking a foreign language.

Of course, the language anyone understands best is their own.

As salespeople, we must …

091 How to Follow Up Effectively and Get to the Close More Quickly

October 10th, 2019

7:26

Ever have a prospect go silent on you?

Tired of sending countless emails and leaving repeated voice mails that essentially say, "I'm trying to get …

090 GUEST: How to Quickly and Easily Get Sales Intelligence About Prospects, with Sam Richter

October 7th, 2019

40:40

Sam Richter is recognized as the world's leader in how to use the Internet and the "invisible web" to get intel on prospects, their organizations, and situations.

We of course can than use this intel in our outreach and …

089 Do NOT Ask What They Like Best About Their Present Vendor

October 3rd, 2019

6:29

A lot of sales training suggests that when a prospect says, "We are happy with who we are using now," you should respond with, "Oh, what do you like …

088 An Easy Way to Deal With the Fear of Calling

September 30th, 2019

4:59

Fear hinders many in sales to not reach their potential.

Much of that fear is absurd.

And THAT is one psychologically-proven way to deal with that …

087 Here are the Numbers that Matter Regarding Your Sales Success

September 26th, 2019

6:21

Lots of stats are thrown around every day regarding sales... how many calls or touches it takes, how many times you need to close, how many objections you'll hear before someone will buy... and it's all irrelevant.

086 Calling Their Baby Ugly is Not a Good Prospecting Approach

September 23rd, 2019

7:11

Some 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 …

085 Nothing Happens Unless You Both are Clear on This

September 19th, 2019

5:33

One simple way to get people to actual keep their commitments is to attach time frames to them.

Otherwise, it's too easy for people to blow things off, which they do more and more today.

See actual questions and phrases …

084 GUEST: How to Get Your Cold Emails Replied To

September 16th, 2019

38:00

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 …

083 Do You Believe in What You Sell? You Must!

September 12th, 2019

6:15

If a salesperson doesn't believe in what they sell, how could they possibly get someone else excited about it.

This episode has some straight talk …

082 Sales Mistakes By a Waitress

September 9th, 2019

6:32

This was a situation I encountered the other day.

A waitress made several sales mistakes in asking for what she wanted, and they are the same mistakes many salespeople make every day.

You'll hear what she did, how …

081 GUEST: Sales Legend, Ben Gay III

September 5th, 2019

52:26

Ben Gay’s accomplishments as a sales pro, speaker, author, and trainer are unmatched.

Today Ben shares several interesting stories about just a few of the many sales and motivational celebrities he has worked with, …

080 The Easiest, and Most Profitable Sales Technique Ever

September 2nd, 2019

5:17

There are hundreds of millions of dollars left on the table every day simple because people do not use this simple technique.

Regardless of what you …

079 Don't Call to "Just Touch Base"

August 29th, 2019

3:46

Too many sales calls start out with "I'm just touching base to see how it's going."   That is horrible, and provides no value to the listener.   Hear …

078 How to "Seduce" Buyers with Passion Techniques

August 26th, 2019

6:32

An article in Men's Health magazine discussed how "Words, wielded wisely, can be a powerful instrument of seduction." It gave five romantic scenarios …

077 GUEST: Sales Secrets of a Software Entrepreneur- Brandon Bornancin

August 22nd, 2019

40:05

Brandon Bornancin--still in his 30's--has made millions in his sales career, lost it, and made it back again.

He is CEO of Seamless.ai, "providing the best sales leads on the planet." Sign up free at

076 A Conversational and Effective Objection Response

August 19th, 2019

6:18

When a prospect or customer raises a concern, and then they hear a tired, old objection "rebuttal," they typically become even more defensive and …

075 How to Blow Away the Objection Before it Comes Up

August 15th, 2019

5:55

Objections are inevitable in sales.

A great way to handle some is to address them before they even are said by the prospect.

You'll hear how to do this, and get several word-for-word examples you can use right now.

074 GUEST: Oren Klaff on Getting People to Think Your Idea is Their Idea

August 12th, 2019

52:06

Oren Klaff, author of the million-copy-selling book, "Pitch Anything" shares fascinating insight from his brand new book, "Flip the Script---Getting People to think Your Idea is Their Idea."   The ideal sale occurs …

073 RANT: Do Not Misrepresent Your Sales Intentions

August 8th, 2019

6:36

A type of approach that gives sales a bad name in general is misrepresenting the purpose of a call or outreach.

Hear examples of what these are, and …

072 Seven Tips for Getting Rid of Your Avoidance Behaviors

August 5th, 2019

7:50

For many salespeople, their lack of production is not for a lack of being busy. It's because that "busyness" is typically "avoidance behavior."

Avoidance behavior means we engage in things that cause us to NOT do the …

071 GUEST: Trial Attorney Sales Secrets, with Jess Lorona

August 1st, 2019

33:28

Trial attorneys need to be master influencers, and "sell" in many different ways and situations.

Today's guest is a prominent, experienced litigator who shares some of his sales success secrets as they relate to …

070 Question Like this TV Detective to Get Great Information

July 29th, 2019

6:10

We can learn how to be better at sales by observing and studying other professions.

Police detectives are very skilled questioners. A fictitious one …

069 GUEST: He's Going for 1000 No's This Summer; Leo Quinn

July 25th, 2019

30:52

One of the biggest fears of salespeople--or anyone--is hearing NO.

Our guest today, Leo Quinn, is embracing the "Go for No" philosophy and is on a mission to hear 1000 NO's in the summer of 2019.

You'll hear what is he …

068 What if you asked this question more often?

July 22nd, 2019

5:03

Here's a question that is proven to unlock creativity and possibilities in the minds of people who hear it.

And we should be asking it more of …

067 Sales Lessons From Buying Hundreds of Tickets to Sold Out Games

July 18th, 2019

9:51

Over 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 …

066 Don't Ask the Dumb Questions that Give Useless Answers

July 15th, 2019

5:53

Picking up on the theme from the previous episode, there are indeed dumb questions in sales. They give us useless answers.

You'll hear examples of these dumb questions--many of which you have heard, and possibly use.

065 How to Avoid the Stupid Sales Questions

July 11th, 2019

9:09

Perhaps you've heard the old saying, "There's no such thing as a dumb question."

That's not true in sales. There are actually stupid questions that …

064 Who's the Better Salesperson? Elton John or Billy Joel?

July 8th, 2019

7:23

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 …

063 Why Not Plan Your Sales Calls Like You Do Your Weekends?

July 4th, 2019

4:30

We plan the things that are important to us. Like what we'll do on the weekend.

Do you put that much prep, or more into your sales and prospecting calls?

Here are some specific tips for the parts of your calls that need …

062 How to Avoid Ever Hearing "I don't need that."

July 1st, 2019

8:46

An objection that is ALWAYS caused by a salesperson is "I don't need that."

And it's actually pretty easy to avoid ever hearing it again.

You'll hear exactly what to say, and what NOT to say, so that you don't get this …

061 Avoid This Early Question that Screams "Salesperson!"

June 27th, 2019

7:33

Your opening is THE most important part of any sales or prospecting call. Yet most openings actually cause rejection by committing one of the many sales and prospecting mistakes.

There is one question that falls into …

060 GUEST: How to Differentiate, and Sell at YOUR Price, with Lee Salz

June 24th, 2019

25:00

Many salespeople think that they need to drop their price, or have the lowest prices to win business.  And when they do drop prices, if they do get the deal, they are giving away profit, many time unnecessarily.

To win …

059 Can You Spot What is Wrong With This Cold Call Opening?

June 20th, 2019

7:46

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?

058 This Sales Question Should Require a Permit

June 17th, 2019

6:56

Here's a sales question, that according to people in the car business, causes accidents during test drives.

Hear what it is, why it works, and how you can adapt it to your own sales situations.

057 GUEST: Sales Truth, with Mike Weinberg

June 13th, 2019

42:33

There 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 …

056 Sales Lessons from a World Champion Poker Player

June 10th, 2019

9:44

There 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 …

055 Warren Buffett, You, and Never Feeling Rejected in Sales

June 6th, 2019

7:47

Warren 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 …

054 One of the Best, Most Relevant Value Statements I've Ever Heard

June 3rd, 2019

10:36

It'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 …

053 I Learned This One Good Thing from a Pushy, Hard Sell Sales Rep

May 30th, 2019

7:31

Hard sell, "pitchy," pushy sales reps give us all a bad name. They are part of the reason many people resist salespeople.

I encountered one of these. He was all of the above.

But there was one thing about him that we …

052 How to Get Your Competitor to Admit You are the Better Choice

May 27th, 2019

5:39

If you ever have prospects who say they are going to shop around with your competitors, how would you like those competitors to actually admit that …

051 The Prospecting Objective is Not to JUST Set the Appointment

May 23rd, 2019

10:32

One myth that has been around for a long time, is that the first prospecting call should be to just set the appointment. Nothing more.   And, that …

050 A Corporate Buyer Reveals What It Would Take to Sell to Him

May 20th, 2019

5:45

A 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 …

049 What to Do Right Now to Instantly Get Bigger Results

May 16th, 2019

6:03

Want to know the secret of those who get the biggest sales, and typically bring in the most overall revenue?

It is so simple you can do it right now.

It's simply thinking, and acting bigger.

It takes as much energy and …

048 React to No's Like Kids Do So You Never are Rejected

May 13th, 2019

6:15

Every kid is a born salesperson. And, we can learn a lot by remembering how we reacted to no's when we were kids. Or by observing kids today.

In this episode, you'll be reminded of, and motivated by kids' reactions to …

047 GUEST: Real Estate Sales Success Secrets (that everyone can use) with Van Deeb

May 9th, 2019

27:46

Today's guest is one of the most successful real estate professionals in the country, and he shares success principles that everyone can use.

Van …

046 Asking About Their Budget Actually Loses Sales

May 6th, 2019

6:55

Many salespeople make the mistake of asking about a potential buyer's budget. Which typically gets a response similar to, "We've already spent it." Or, "There is no money available."

And a sale is lost.

It doesn't need …

045 Don't Use These Cheesey Screener Tactics

May 2nd, 2019

10:13

Unfortunately, many people still think they need to "Get past the screener" in order to speak with a decision maker. Worse, there are trainers who teach this nonsense.

Assistants (we don't call them screeners) see …

044 How Art Sold the Jury and Found the Guy Guilty

April 29th, 2019

12:29

Sales 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 …

043 How to Avoid Calling With "I just want to introduce myself."

April 25th, 2019

8:41

A go-nowhere approach that many salespeople use is when they are assigned names, is calling with the lame, "I just want to introduce myself."

In this …

042 GUEST: Sales Success Secrets of a Master Headhunter, Scott Love

April 22nd, 2019

35:11

Recruiting at a high level is the ultimate practice of sales. Prospecting, getting an engagement, contacting applicants and persuading them to look …

041 If You Send Samples or Demos, Do this to Sell More of Them

April 18th, 2019

7:45

If your sales process involves sending out samples and demos--or even proposals-- you might be leaving a lot of money on the table.

In this episode …

040 How to Avoid Forcing People to Lie to You

April 15th, 2019

8:05

There are a few worthless phrases and questions that salespeople use at the end of sales conversations that cause prospects to lie.

They are things like, "Keep us in mind, OK?", or, "Keep my number in case you need …

039 Guest: The "Home Service Millionaire," Tommy Mello

April 11th, 2019

41:27

Every business is a sales business. Hear how this young entrepreneur took a garage door business from $50K in debt, to over $30 million in sales in seven years, using customer-oriented sales methods and processes. …

038 How to Use Fear to Sell

April 8th, 2019

7:40

Fear is a motivator.

And you can use fear, professionally and ethically in sales. You'll hear the three areas in which you can create questions, using fear, to help people take action.

037 How to Be Interesting to Distracted People

April 4th, 2019

9:57

We operate in an instant-gratification, ADD-affected environment. For most people, listening to this nine-minute episode would be too much for them.

036 Are These Sales "Tricks," or Good Strategy?

April 1st, 2019

10:12

Many people view attempts to sell them with skepticism. And rightfully so, since there is so much awful salesmanship being practiced every day.

035 How to Respond to "Why should I buy from you?"

March 28th, 2019

5:44

When many people hear, "Why should I buy from you?", they reply with THEIR reasons. Which are probably not the same as the questioners.

The most …

034 "Maybe's" are Worse Than "No's"

March 25th, 2019

6:14

Most people don't like to hear "no."

But what is worse is hearing a lot of "maybe's."

In this episode, you'll hear why, and what to do to hear fewer "maybe's," save time, and get more decisions, and "yes" answers in the …

033 Breaking a Sales Slump With Sports Psychology

March 21st, 2019

9:47

If you've been in sales for more than a few months, you likely have experienced this. If you're new, you probably will.

It's a slump. When nothing seems to be going your way.

The good news, is that it's temporary, IF …

032 This Question is Awful. Or Good. Depending on How it's Used

March 18th, 2019

7:02

This sales question is often used inappropriately, therefore it fails, and comes across cheesy or salesy.

However, when used at the right time, in the right way, or with a variation of it, it can be VERY effective.

Hear …

031 Is it YOU Who Has the Real Issue with Money and Price?

March 14th, 2019

8:06

Many sales are lost--or not even started--because of an issue with money and price. The SALESPERSON'S problem with it, not the buyers.

If you think your buyers only buy on price, or that your prices are too high, you …

030 Scripts: Why and How You MUST Use them to Be Successful

March 11th, 2019

11:13

The word "script" in sales stirs lots of emotion, both for and against. But, the only possible way to be successful in sales, or any performance …

029 CEO Guest: Dan Hoemke Shares How to Sell to the Top

March 7th, 2019

38:57

Our guest gives the unique sales perspective from not only having been a top producing sales executive at large companies, but also the CEO of an insurance giant.   Dan reveals what is important when selling to the …

028 RANT: Beware of Bad Sales Advice that Can Harm You

March 4th, 2019

17:28

There 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 …

027 A Prospecting Call Opening/Voicemail Makeover

February 28th, 2019

10:22

Art 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 …

026 How to Sell Your VALUE, not a Commodity

February 25th, 2019

9:23

If you THINK you sell the same thing as everyone else, you do.

The result of that usually is getting sucked into a price-dropping situation, which is …

025 How to Get Responses to Voice Mail and Email

February 21st, 2019

10:03

It's harder than ever to get people to reply to voice mail and emails. Most messages get ignored and deleted. Yet, a few DO get responses.

In this episode, you'll hear FIVE proven methods you can use in your own …

024 How to Ask Better Questions, to Get Better Answers

February 18th, 2019

7:43

The quality of your question determines the quality of your answer. Many sales and opportunities are lost, not because questions were not asked... but because GREAT questions were not asked.

You'll hear examples of weak …

023 How to Handle "I want to think about it."

February 14th, 2019

9:09

Hearing "I want to think about it" from prospects is often frustrating, and too many times results in nothing ever happening.

Sometimes people DO …

022 My 9 Unbreakable Rules of Sales

February 11th, 2019

11:51

"Rules are meant to be broken" is a saying that might apply to some things. But not sales. If you want to sell successfully, conversationally, and …

021 Guest: Bob Burg, co-author of "The Go-Giver," and "The Go-Giver Influencer"

February 7th, 2019

44:16

Best-selling author, Bob Burg, discusses lessons we can all use from his newest book, "The Go-Giver Influencer."

He shares his Five Secrets of Genuine Influence which we can use in sales, and all areas of life.

And …

020 When You Hear These, They Are the Reasons Someone Will Buy

February 4th, 2019

7:30

The top earning salespeople listen at a different level.

They listen for the "lean in" comments from prospects and customers. These are things they say that can tell us exactly what it will take to help them buy.

Yet, …

019 How to Respond to "I'm not interested."

January 31st, 2019

10:29

Nothing has ended more prospecting calls than the words, "I'm not interested."

Or, variations of it, like, "We're all good." Or "We're happy with what we have."

But, most salespeople who get blown off the phone by these …

018 (Personal story) What I Did This Weekend that You Can Use Too

January 28th, 2019

11:09

This past weekend I attended a regular meeting of a marketing and business mastermind/coaching group I belong to.

I have three days worth of ideas …

017 Guest: "Go for No" Co-author, Andrea Waltz

January 24th, 2019

33:33

We turn conventional sales belief and practice upside down in this episode. It's normal for salespeople to want to avoid no. In fact, the fear of it is what causes many to avoid calling, which means they have zero …

016 Voice Mail: What to Avoid, and Say to Get to More Buyers

January 21st, 2019

25:36

Most sales and prospecting voice mail messages get deleted because they are awful. Some are in the gray area of credibility. Others are flat out …

015 Art is Called by the Clueless Cold Caller, Al Smolski

January 17th, 2019

10:26

Art 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 …

014 What to Say to Avoid Dropping Your Price

January 14th, 2019

13:40

Many salespeople give away pure profits unnecessarily. It's when they hear what is actually just a price comment or statement, and then feel compelled to drop price, or get into a price negotiation.

In this episode …

013 How to Avoid Data Dumping and Creating Objections

January 10th, 2019

9:21

Many salespeople talk too much about their products/services, dumping on prospects with things that are not of interest. And that creates objections.

In this episode you'll hear how to avoid data dumping, and what TO do …

012 "Good Enough" Does Not Cut It in Sales

January 4th, 2019

8:09

To be really successful in sales, being "good enough," or doing a "good enough" job doesn't cut it. Hear how going the extra mile is the secret of …

011- What to Say Instead of "Just Checking In"

January 3rd, 2019

14:35

One of the most worthless things to say at the beginning of a call to a prospect or customer is "I'm just checking in with you." (The "Probation Officer" call.)  Or, another variation is the "Baseball Opening," which is …

010 Guest: Jim Domanski. "Sending Notes to Stand Out, and Make a Major Personal Impact"

December 27th, 2018

50:46

In today's impersonal digital world, would you like a little something that would help set you apart from your competition?

Something that gets you …

009 - "How are you today?" - Use It, or Not?

December 20th, 2018

18:55

Should you start out your phone calls with the "How are you today?" question? Or ANY small talk?

Some people say, that just screams out "Salesperson?"

008 Size DOES Matter as it Relates to This

December 17th, 2018

21:43

The size of your thinking is the most important component that determines your sales success. It affects all areas of your potential, from the size of the potential customer you feel you can pursue, to the amount of …

007- The Most Important Sales Skill Everyone Uses Every Day

December 13th, 2018

9:58

The most important skill in being wildly successful in sales--and in most human interactions-- is not talking, but listening. Everyone knows how to …

006- Close More Sales Without Using Goofy Closing Techniques

December 10th, 2018

8:47

The words "close," "closer," and "closing" are synonymous with sales. However, many people have it all wrong when it comes to closing, and that …

005 - How to Get Through Gatekeepers and Screeners; DON'T

December 6th, 2018

13:39

Lots of conventional sales material says to "get past" the gatekeeper, or is about "going through" the screener. And that is bad information, which actually salespeople to get shut down and turned away.

You'll hear the …

004 - How to Never Be Rejected Again

December 3rd, 2018

10:40

The fear of rejection is what stops many salespeople from being successful, and has prevented many others from even getting into sales. It should …

003 - The "Cold" is Dead, But Not the Calling; How to Prospect the Smart Way

November 27th, 2018

18:04

"Cold" calling is indeed dead, and should never be done. There's no reason to, other than laziness.

However, the calling for new business IS very …

002 - How to Get People to Do What You Want--Without TELLING Them to Do It

November 26th, 2018

12:14

When you tell someone what you thing they should do or think, and they haven't gone there yet with their own thinking, AND if the suggestion is …

001- Stop Talking About Your Thing

November 20th, 2018

15:36

Many sales reps create objections by talking about their "thing." People don't buy things, they buy results. Listen as Art explains how to define …

The Art of Sales Show Introduction- What you'll get and how you'll benefit

November 9th, 2018

16:57

You'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 …

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