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The Art of Sales with Art SobczakAuthor: Art Sobczak, cold calling and sales trainer
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 want. You'll help people buy, instead of pushing them into being sold. Over the past 30 years Art has helped hundreds of thousands through his books, newsletters, audios, videos, online courses, public seminars, customized company training and keynotes, and now, this podcast. Language: en Contact email: Get it Feed URL: Get it iTunes ID: Get it Trailer: |
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333 How to Answer "Just send me information"
Episode 331
Tuesday, 15 September, 2026
"Send me some information." Those five words have probably killed billions of dollars in potential sales. Because too many salespeople hear them, happily agree, send off a deck, case study, or PDF... and then spend the next month chasing a prospect who never wanted the information in the first place. But sometimes they DO want it. So how can you tell whether "send me something" is legitimate interest or simply a polite way to get you off the phone? In this episode, you'll learn the specific questions to ask when you hear an information request, including one of my all-time favorites: "If you like what you see, what happens next?" I'll also show you how to uncover what the prospect really wants to know, use their request to learn more about their buying process, avoid sending information into a black hole, presell what you send so it actually gets looked at, and lock in a real next step before ending the conversation. Plus, we'll look at how AI can make what you send dramatically more relevant without burying prospects under even more generic crap they didn't ask for. The big takeaway: Sending information is NOT a next step. It's your cue to ask a question.
