The Art of Sales with Art Sobczak

Most sales prospecting emails are horrible. They are ignored, or quickly deleted if they are by chance even opened.

Here's a simple, out-of-the-ordinary approach that sells nothing--but it does create curiosity and deliver value.

We won't diffuse resistance by telling someone they are wrong. That just strengthens their defenses.

The best way is to first agree with their side of the position, and then help them see the other side.

There are writings that show this was taught 400 years ago.

You'll hear how it was used then, and how you can use it now.

The old saying is that people buy from those they know, like, and trust.

Today's brief episode gives a number of tips about how to make your messages more credible, therefore adding to the trust factor.

Headsets.com is the leading provider of headsets in North America, having sold well over a couple million over the past 20+ years.

Mike Faith founded the company with an idea, and a desire to provide exceptional customer service. And that is their sales philosophy.

Mike shares how they don't upsell, they "right sell," which providing the customer exactly what they need. You'll also hear some of Mike's outrageous publicity tactics that have gotten him millions of dollars worth of free promotion.

The only factor that determines whether or not you have a great day, is... ready for it... YOU!

Things happen all day every day. And none of it has meaning until you give it meaning.

Art shares several personal examples to make this point, and how you can make it a great day in sales, every day.

It is proven that the most read--and sometime the only read--part of direct mail is the PS.

You can and should use it in your prospecting emails as well.

And there are some techniques that can make your PS more memorable and personal. You'll hear what that is, along with the simple process for putting together your own effective email.

In tough economic environments, many sales reps fall into "cream skimming" mode. They get desperate and look for any business that could be out there. As a result, they often are viewed as a commodity, and fall into price-dropping battles.

To be successful, and of the utmost service, we need to add real value for our customers. Here are tips to avoid "cream skimming," and differentiate yourself from those who are viewed as just vendors.

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.

The reigning Women's British Open golf champion, Sophia Popov, overcame many obstacles to go from the 304th ranked player in the world, to world champion.

She tells her many examples of overcoming health and mindset challenges in her journey to achieving a Major championship.

Some people think you need to place 100 calls a day--or some ridiculous number-- to be effective and successful in sales.

Not at all, according to Alex Goldfayn, author of the new book, "5 Minute Selling."

Alex explains his system for putting in just five minutes per day--following his system consistently-- which is proven to increase your sales.