Best Art Sobczak Podcasts (2024)

1
298 How to Respond to the Too Early "What's it cost?" Question 8:41

16h ago8:41

8:41

Many prospects don't want to abide by our timetable. They want to know what the price is, before we are ready to go there. How you respond makes the difference between annoying them, giving them a price that seems unreasonable for them, OR helping them realize you need to learn more about what they really want so that you can give them the best pri…

1
297 GUEST: How to Prevent Stuck Deals, and Get them Unstuck if they Do, with James Muir 31:35

1h ago31:35

31:35

An even bigger problem than losing out to a competitor is losing a deal due to no decision. James Muir wrote an entire book on how to prevent deals from getting stuck in the first place, and then how to get them unstuck. In this episode he shares what to do to prevent stalls, the five issues that cause deals to stick, and exactly what to do and say…

1
296 How to Get the Best Intel to Make Your Prospecting Relevant 11:25

5d ago11:25

11:25

The best way to get voice mails responded to, and create instant interest on prospecting calls is to make your messaging relevant to them by personalizing and customizing it. And the best source of intel to do that is other people who will give it to you. You ask questions, doing Social Engineering. You'll get the simple, proven, four-step process,…

1
295 "Just be yourself" is Some of the Worst Sales Advice Ever 8:34

27d ago8:34

8:34

When a sales rep is told, "Just be yourself" on calls, instead of being totally prepared, that is some of the worst advice ever. Unless the rep is a skilled, knowledgeable, experienced, prepared person already, just being themself can result in disaster. Maybe you've been there. Art breaks this down, and discusses what we DO need to do in order to …

1
294 How to React to Price Comments, and Not Give Away Profits 7:37

2M ago7:37

7:37

There 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 o…

1
293 Do this Instead of Trying to OVERCOME Objections 6:06

2M ago6:06

6:06

Most sales training on objections contradicts how normal people think and speak. Because, it suggests you tell someone they are wrong. And what is the result of that? The opposite of the intended result: they become more defensive. And it feels sleazy for the person saying it. In this episode Art gives the professional, conversational process to he…

1
292 Here are the Real ABC's of Sales 5:18

3M ago5:18

5:18

The old mantra is that the ABC's of sales are "Always be closing." Not only is that wrong, but it adds to the negative stereotype of salespeople. The beneficial, real ABC of closing is "Always be curious." Art explains why, and what you can do to enhance your curiousity muscle.By Art Sobczak

1
291 Three Letters that can Change Your Sales, Life, and that of Others 8:16

3M ago8:16

8:16

Success in sales, and life for that matter, does not rely on having more information. Everyone has access to that. It always relies on the person. Their identity and values. One of the many components that go into BEing a truce sales professional is being others-focused. In this episode Art shares a three-letter acronym, that when you use it to rem…

1
290 Voice Mail Message, and Greeting Tips to Make the Best Impression 8:00

3M ago8:00

8:00

Voice mail can help make a positive impression, create curiosity and interest, or kill any chance of speaking with a prospect. Likewise with the greeting you leave for those who call you. Art shares tips on what to say and avoid on voice mail so that you are perceived like the professional you are.By Art Sobczak

1
289 THIS is Old, Outdated, Dead, and Doesn't Work; Here's What Does 6:50

4M ago6:50

6:50

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 what supposedly is new, always worked, and always will, and what specifically we need to do as sales p…

1
288 Call Avoidance is Actually Just Being Selfish 7:48

4M ago7:48

7:48

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 value they could receive. In this episode Art explores this more, the causes of call avoidance, an…

1
287 Don't Speak Klingon--Unless You're Selling to Klingons 8:55

5M ago8:55

8:55

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 salespeople do, and it kills sales. In this episode you'll hear examples of how that happened with Ar…

1
286 EXPECT to Win Them All (Like George Brett) 7:11

5M ago7:11

7:11

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.…

1
285 GUEST- How to Create Customer Experiences that Causes them to Stay for Life, with Richard Weylman 41:49

6M ago41:49

41:49

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 instantly-useable, how-to's and what-to-say messaging examples that you might not have heard before, a…

1
284 GUEST- How to Turn Strangers into Paying Customers, with Jason Bay 33:43

6M ago33:43

33:43

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 today. -How to increase your "pick up rate," which is the percentage of people actually answering your call. -How to respo…

1
283 How to Avoid "Sleepwalking" Through Your Questioning and Listening 8:43

6M ago8:43

8:43

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 communcation process, and it is dangerous for us as sales pros. You'll hear specific how-to's on how …

1
282 GUESTS "Streetwise to Saleswise"- How to Become Objection Proof, with Bob Burg and Jeff C. West 38:16

7M ago38:16

38:16

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 sales pros, or anyone who communicates. In this special video episode, Bob and Jeff share with Art les…

1
281 Trust in Sales: 13 Ways to Build It 20:12

7M ago20:12

20:12

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 prospects and customers. This is an excerpt from a comprehensive training Art did for his coaching memb…

1
280 It IS OK to Assume This 10:00

7M ago10:00

10:00

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 avoid dumb, go-nowhere sales questions, and instead, ask great questions that get them to talk abo…

1
279 Sales Lessons from a good TV commercial 7:25

9M ago7:25

7:25

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 sales techniques at work, and how you can use them too.…

1
278 How Millionaire Sales Professionals Think 12:44

10M ago12:44

12:44

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 scarcity--mindset. In this episode you'll hear specific examples and actions you can take to model that thinking in your …

1
277 Getting Ghosted, and Taking an Easy Order Share the Same Problem 17:29

10M ago17:29

17:29

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. It's not knowing WHY someone might, will, or does buy. In the former case, the result is evident. No …

1
276 ENCORE: How to Not Be a Cringey Creeper When Using Sales Intel 10:59

11M ago10:59

10:59

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 http://salesbyphone.com/webinar. To be relevant in today’s noise-filled sales world, we need to customize and personalize our messag…

1
275 GUEST: Sales Lessons of the World's Greatest Mentor, with Tim Rohrer 29:26

11M ago29:26

29:26

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 relationship with his sales manager, and the many life and sales lessons he learned on the way to bec…

1
274 One Simple Question to Eliminate an Objection Before Hearing It 5:23

11M ago5:23

5:23

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 owning, using, and getting value from your product or service. We do that with one simple question. You'l…

1
273 GUEST: Get Rid of Self-Destructive Sales Language and Replace it With Value, with Liz Wendling 40:17

12M ago40:17

40:17

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 landmines," "word bombs," and "phrase grenades," and shows them what to say instead to create interes…

1
272 Change This to Get That Dream Customer 6:05

12M ago6:05

6:05

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, do, and think to get in action to have a chance with this customer becoming a reality, and many mo…

1
271 Why Saying "Keep Us in Mind" is Worthless, and What TO Say to Get a Sale 7:43

1y ago7:43

7:43

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 actually be potential now, or in the future. Here's what to say to find out.…

1
270 How to Respond when They Say "Not Now" 10:55

1y ago10:55

10:55

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, if they are or would be a buyer, why the timing isn't right, and get commitment that they will buy in the …

1
269 A Cold Caller Destroyed, Then Coached 12:52

1y ago12:52

12:52

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 caller, Art used it as an opportunity to coach him on what could and should have been said to creat…

1
268 Script it, or Wing It? Best: KNOW IT 13:04

1y ago13:04

13:04

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 to say. You'll hear how to do it in this episode.By Art Sobczak

1
267 There Must Be Agreement On Two Levels to Help Them Buy 5:25

1y ago5:25

5:25

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 grill cleaner did not do it with him. And you'll get questions you can use in your own sales situations…

1
266 How to Turn Inquiries Into Sales, More Quickly 7:03

1y ago7:03

7:03

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 Art Sobczak

1
265 GUEST How to Present Like a Pro, with Michael Angelo Caruso 34:13

1y ago34:13

34:13

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. In this episode he shares not only valuable presentation tips, but also some pure sales gold about q…

1
264 Presenting Your Price So it's Lower Than the Value 6:52

1+ y ago6:52

6:52

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 Art Sobczak

1
263 Q&A- Dealing with Rejection; Better Conversion, or More Leads? 6:40

1+ y ago6:40

6:40

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.…

1
262 GUEST: David Newman, Author of "Do It! Selling" 41:32

1+ y ago41:32

41:32

David Newman is the author of the great new book, "Do It! Selling: 77 Instant-Action Ideas to Land Better Clients, Bigger Deals, and Higher Fees." In this episode David shares lots of how-to tips and messaging for prospecting, questioning, closing, and more.By Art Sobczak

1
261 Avoid Rejection By Not Being Attached to This 3:46

1+ y ago3:46

3:46

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 better results.By Art Sobczak

1
260 Nineteen More Creative Ways to Say "We can save you money" 6:21

1+ y ago6:21

6:21

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 them save money.By Art Sobczak

1
259 Three Simple Persuasion Techniques (proven by science) 6:16

1+ y ago6:16

6:16

Often the simplest words, phrases, and actions can have the greatest impact on others. Here are three simple techniques that everyone likely has the opportunity to use everyday, to help you help others, and to increase your sales as a result.By Art Sobczak

1
258 Follow-Up Mistakes, and What TO Say 6:53

1+ y ago6:53

6:53

Many follow-up attempts die with the first words out of the mouth of the salesperson on the follow-up call. You'll hear the mistakes to avoid that kill any chance of moving the sale forward, and the proven follow-up opening process to reengage them with the enthusiasm and interest they had on the previous call.…

1
257 This "Soft Skill" Will Make You Hard Money 6:43

1+ y ago6:43

6:43

Art 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.By Art Sobczak

1
256 To Accomplish Something, Define What it Is 5:13

1+ y ago5:13

5:13

Too many sales calls wander aimlessly and end without accomplishing anything. Often, that's because the "accomplishment" itself was never defined. You'll hear how and why to set your "Primary Objective" for your sales calls, so you'll actually achieve them more often.By Art Sobczak

1
255 How to Not Be Affected Negatively by the "No's" 3:54

1+ y ago3:54

3:54

The fear of hearing "no" prevents activity and sales more than anything else. It doesn't need to be that way, and shouldn't. You'll hear how to focus on what is really most important, which makes you indifferent to no's, and motivated to do what you need to, to get the success you want.By Art Sobczak

1
254 Here's the Persuasion Secret that Everyone Doesn't Know 9:31

1+ y ago9:31

9:31

It's a psychological principle that people's desire for things increase in relation to its scarcity. There are many ways this is used in sales, and life in general. (It might be why the title of this episode intrigued you.) You'll hear how you can use it in your own sales.By Art Sobczak

1
253 How to Avoid Saying Things that Kill Sales 6:41

1+ y ago6:41

6:41

Many sales opportunities are lost due to the bad choices of words that salespeople use. They say things to actually create objections that were never there in the first place. In this episode you'll hear examples of these, and what to do to avoid them.By Art Sobczak

1
252 How to Get Them to Set a Follow-Up Date They Will Show Up For 5:58

1+ y ago5:58

5:58

The 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.…

1
251 A Simple Question to Help Them Take Action 4:15

1+ y ago4:15

4:15

A 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 f…

1
250 Gratefulness Leads to Great Fullness 6:12

2y ago6:12

6:12

A special Thanksgiving message today about gratefulness, that actually should be applied every day of the year. Your life will be enriched, as well as those around you.By Art Sobczak

1
249 Do NOT Ask if They are the Decision Maker 7:00

2y ago7:00

7:00

Many 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.…

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Art Sobczak Podcasts

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