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

289 THIS is Old, Outdated, Dead, and Doesn't Work; Here's What Does: If you browse LinkedIn, you'll see lots of -new-to-the-scene "gurus" trying to pump up their Likes and Comments by saying things are old, outdated, dead, and don't work anymore. Then they suggest what is "new." Art breaks this down, and shows that... by The Art of Sales with Art Sobczak

7 min listen

288 Call Avoidance is Actually Just Being Selfish: If 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... by The Art of Sales with Art Sobczak

8 min listen

287 Don't Speak Klingon--Unless You're Selling to Klingons: Think 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... by The Art of Sales with Art Sobczak

9 min listen

286 EXPECT 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... by The Art of Sales with Art Sobczak

7 min listen

285 GUEST- How to Create Customer Experiences that Causes them to Stay for Life, with Richard Weylman: Richard Weylman works with businesses worldwide, helping them create customer experiences that keeps them coming back. In this episode, he shares what customers really want, that you can model in your own business, and sales. He shares a number of... by The Art of Sales with Art Sobczak

42 min listen

284 GUEST- How to Turn Strangers into Paying Customers, with Jason Bay: Today's guest, Jason Bay, specializes in helping sales pros use outbound calling to get through to, and engage more new buyers. In this episode we discussed, -The two key components for prospecting success and getting to buyers... by The Art of Sales with Art Sobczak

34 min listen

283 How to Avoid "Sleepwalking" Through Your Questioning and Listening: Many people ask questions, then don't even listen to the answers. It's like driving somewhere, but when you arrive, don't remember anything about the drive because your mind was totally immersed in something else. This is "sleepwalking" through the... by The Art of Sales with Art Sobczak

9 min listen

282 GUESTS "Streetwise to Saleswise"- How to Become Objection Proof, with Bob Burg and Jeff C. West: Best-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... by The Art of Sales with Art Sobczak

38 min listen

281 Trust in Sales: 13 Ways to Build It: The 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... by The Art of Sales with Art Sobczak

20 min listen

280 It IS OK to Assume This: There are many things we should not assume, in life, and sales. One thing we can assume, though, is that someone is experiencing a pain or a problem (IF you have done your homework, and have targeted your prospects well.) By assuming a problem, we can... by The Art of Sales with Art Sobczak

10 min listen

279 Sales Lessons from a good TV commercial: Most 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... by The Art of Sales with Art Sobczak

7 min listen

278 How Millionaire Sales Professionals Think: The not so secret, "secret" of the top achievers in anything is that they THINK differently than those who do not come close to their levels of accomplishment. One of those important areas of thinking is having an abundance--not... by The Art of Sales with Art Sobczak

13 min listen

277 Getting Ghosted, and Taking an Easy Order Share the Same Problem: When someone whom you thought was a great prospect then goes silent on you, that's the sign of a problem you could have avoided. It's actually the same problem that occurs when you take an easy order from someone who just volunteers to buy quickly.... by The Art of Sales with Art Sobczak

17 min listen

276 ENCORE: How to Not Be a Cringey Creeper When Using Sales Intel: This popular episode is being presented to complement a free training webinar, "Get the Sales Meeting No One Else Can- Intel Secrets for Finding the Right Person, at the Right Time, with the Right Message." Sign up at . To be relevant in today’s... by The Art of Sales with Art Sobczak

11 min listen

275 GUEST: Sales Lessons of the World's Greatest Mentor, with Tim Rohrer: Can you imagine someone being so impacted by a mentor that they write an entire BOOK and publish it as thanks? That's exactly what sales pro Tim Rohrer did with his sales manager. His book, "Sales Lessons of the World's Greatest Mentor" details his... by The Art of Sales with Art Sobczak

29 min listen

273 One Simple Question to Eliminate an Objection Before Hearing It: THE best way to deal with objections is to prevent them from coming up in the first place. One way to do that is to be sure you are only talking about what the other person is interested in. The other is to get them visualize themselves already... by The Art of Sales with Art Sobczak

5 min listen

273 GUEST: Get Rid of Self-Destructive Sales Language and Replace it With Value, with Liz Wendling: Many salespeople destroy any chan"langce of having a meaningful conversation--much less a sale--by using language that creates immediate resistance. Today's guest, Liz Wendling, is a sales trainer specializing in helping salespeople avoid "language... by The Art of Sales with Art Sobczak

40 min listen

272 Change This to Get That Dream Customer: Most salespeople have a dream customer they would love to have, who would make a great impact on their business, income, and life. Yet, they have not pursued them yet. The reason usually lies within the salesperson's own mind. You'll hear what to say,... by The Art of Sales with Art Sobczak

6 min listen

271 Why Saying "Keep Us in Mind" is Worthless, and What TO Say to Get a Sale: So often when a sales call is reaching a dead end, the salesperson says, "Well, keep us in mind for the future." That's a waste of words, since the prospect has no intention of remembering the salesperson past the next 10 seconds. But, there might... by The Art of Sales with Art Sobczak

8 min listen

270 How to Respond when They Say "Not Now": When a prospect or customers says, "The timing isn't right, right now," what should you do? What you should NOT do is just offer to call back at future date. That could just move the next brush off further out. We do want to figure out, first,... by The Art of Sales with Art Sobczak

11 min listen

269 A Cold Caller Destroyed, Then Coached: Art 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... by The Art of Sales with Art Sobczak

13 min listen

268 Script it, or Wing It? Best: KNOW IT: The worst sales advice you could ever get is, "Just be yourself. Don't have a script. Let it flow." What if a doctor or lawyer did that? You'll always sound smoother when you're prepared, and the ultimate goal is to reach the level of "knowing" what... by The Art of Sales with Art Sobczak

13 min listen

267 There Must Be Agreement On Two Levels to Help Them Buy: Salespeople 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... by The Art of Sales with Art Sobczak

5 min listen

266 How to Turn Inquiries Into Sales, More Quickly: Lots of potential sales are squandered every day, with people who have actually proactively shown interest in a company's product/service. You'll hear when and how to respond, and what to say to close more of these opportunities, more quickly. by The Art of Sales with Art Sobczak

7 min listen

265 GUEST How to Present Like a Pro, with Michael Angelo Caruso: The ability to speak and communicate masterfully is one of our greatest assets in sales, and really life in general. Michael Angelo Caruso teaches people how to be better speakers and presenters so they can help more people and amp up their careers.... by The Art of Sales with Art Sobczak

34 min listen

264 Presenting Your Price So it's Lower Than the Value: What you ask, and say leading up to your presentation of price has everything to do with how it is perceived by the prospect. You'll hear a timeless technique that positions your price much lower than the perceived value they will receive. by The Art of Sales with Art Sobczak

7 min listen

263 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... by The Art of Sales with Art Sobczak

7 min listen

262 GUEST: David Newman, Author of "Do It! Selling": David Newman is the author of the great new book, In this episode David shares lots of how-to tips and messaging for prospecting, questioning, closing, and more. by The Art of Sales with Art Sobczak

42 min listen

261 Avoid Rejection By Not Being Attached to This: Too often sales reps suffer from call avoidance and fear of rejection because they are too attached to the outcome. In this episode you'll hear how to change your thinking, and what to focus on so you do not fear rejection, make more calls, and get... by The Art of Sales with Art Sobczak

4 min listen

260 Nineteen More Creative Ways to Say "We can save you money": Everyone wants to save money, but most people ignore the overused term, "We can save you money." In this episode you'll hear more creative ways to personalize and customzie your messaging, so people will lean in and take interest in how you can help... by The Art of Sales with Art Sobczak

6 min listen

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

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