The Art of Sales with Art Sobczak

331 GUEST: What 20,000 Phone Hours Taught Him About Prospecting and Sales, with Justin Michael 08.06.2026 48мин

Most cold call advice you see celebrated on LinkedIn has one thing in common — it starts with an apology. "You're going to hate me, but this is a cold call." "Did I catch you at a bad time?" "I'll be honest with you — this is a sales call." Justin Michael has spent 20,000 hours on the phone and written 10 books disagreeing with all of it. And in this episode, he makes the case — backed by brain science — for why permission-begging openers kill your status, trigger the wrong response in the prospect's brain, and actually cause the rejection salespeople are trying to soften. Justin is a former sales leader at Salesforce and LinkedIn whose methodology has generated over $1 billion in pipeline for more than 200 ventures. He's one of the sharpest minds in outbound sales, and Art ranks him among the top in the industry. In this conversation, the two compare notes on everything from the neuroscience of cold call openers, to why personalization at scale is a myth, to the Route technique that gets executives talking without a single pitch. Fair warning — this one gets opinionated. In the best possible way. What you'll hear in this episode: Why the croc brain fires the moment your prospect picks up — and what that means for everything you say in the first ten seconds The Route technique — a dead-simple opener that works by asking a routing question instead of pitching or begging for time Why email and phone require completely opposite psychological approaches The difference between a comment and an objection — and why treating them the same is costing you conversations Attraction selling, pronoia, and the mindset shift that separates reps who grind from reps who produce Why the person listening is always in control — and what that means for how you open every call What unconscious competence actually feels like, and how to get there faster

330 GUEST- Debunking the Myths of Sales with What is Actually True, According to Science and Research, with Dr. Lorenzo Bizzi 13.05.2026 52мин

What if everything you believed about sales was wrong? Art Sobczak sits down with Dr. Lorenzo Bizzi, professor at Cal State Fullerton and author of Myths Versus Science of Selling, to challenge the conventional wisdom that has dominated sales training for decades. From "always be closing" to "people buy on emotion" to "extroverts make the best salespeople" — Dr. Bizzi has spent years collecting academic research that tells a very different story. And he's not just here to tear down the myths; he's here to make you think. In this episode, you'll discover: Why emotional influence tactics can actually work against you — and what to lead with instead The surprising truth about extroverts vs. introverts in sales Why competing against your colleagues may be quietly killing your motivation How "selling orientation" can paradoxically lower your long-term results What truly separates B2B selling from B2C — and why most advice ignores this Whether you're new to sales or a seasoned pro, this conversation will challenge your assumptions and sharpen how you think about every customer interaction. Grab Dr. Bizzi's book on Amazon and visit lhttp://lorenzobizzi.com to learn more.

329 GUEST Joe Dalton- You Don't Have a Closing Problem, You Likely Have This Instead 14.04.2026 38мин

What if your biggest sales problem isn't closing… but everything that happens before it? In this episode, Art Sobczak sits down with sales trainer, speaker, and author Joe Dalton to break down what truly separates professionals from amateurs in sales. Joe shares how he went from "just talking to people" to mastering a proven sales process, and why he now views selling as a craft, not a transaction. You'll discover: • Why most "closing problems" are actually discovery failures • The simple shift from selling to letting people buy • How curiosity instantly transforms your conversations • The 4–5 key question areas every salesperson must master • Why objections aren't objections… and how to handle them the right way • The danger of talking too much… and how salespeople unknowingly "buy the sale back" If you want more natural, effective sales conversations… and fewer stalled deals… this episode will change how you approach every call.

328 Why Prospects Quickly Decide to Get Rid of You, and What to Say Instead to Fix That 18.03.2026 15мин

You know that kid in the produce aisle who has no idea where the dill is? The one who starts apologizing and wandering around while your brain checks out? That's what most prospecting calls sound like in the first 20 seconds. In this episode, Art breaks down exactly what's happening in your prospect's brain the moment they pick up the phone, why most common openers actually trigger the resistance you're trying to avoid, and the simple 4-part framework that makes prospects lean in instead of push away. You'll hear two side-by-side versions of the same call, one that sounds like the apple guy and one that sounds like a professional peer, so you can hear the difference for yourself. Plus, one thing you can do before your very next call to close the gap between how you think you sound and how you actually sound. This is all based on the new First 20 Seconds Formula Masterclass http://First20Seconds, showing you exactly what to say, and avoid, to get people wanting to talk to you, instead of trying to get rid of you.

327 What to THINK to Avoid Saying the 26 Banned Sales Words and Phrases 26.01.2026 14мин

Last episode I banned 26 sales words and phrases. But the truth is… banning the words isn't the solution. Because the words aren't the problem. They're the emotional "cover" salespeople use when they don't feel confident—apologies, permission-begging, softeners, and filler phrases that are designed to make the seller feel safer. Unfortunately, they do the opposite for the buyer. In this episode, I'll show you how to eliminate insecure language by fixing the thinking behind it—and I'll give you a simple pre-call checklist that will change how you show up on every call. (This originally appeared in the free, weekly, Smart Calling Report email newsletter. See the current and back issues, and subscribe at http://SmartCallingReport.com) Also referenced in this episode, the Smart Calling Sales and Prospecting Coaching App for B2B Professionals: http://Studio.com/Art

326 The 26 Sales Words and Phrases I'm Banning in 2026 05.01.2026 31мин

Salespeople don't struggle because they lack tactics. They struggle because of the language they use—often without realizing what it reveals about how they're thinking. In this episode, Art Sobczak shares 26 sales words and phrases he's banning in 2026. Not because they sound bad—but because they quietly lower status, create resistance, and sabotage confidence before the conversation ever begins. You'll learn why phrases like "Sorry to bother you," "Just checking in," "Thoughts?" and "This is a cold call" don't just hurt response rates—they signal insecure thinking that prospects immediately pick up on. This isn't about memorizing better scripts. It's about thinking, preparing, and showing up like a professional—so the language fixes itself. What You'll Learn in This Episode Why weak, apologetic sales language is a symptom—not the real problem The hidden thinking behind permission-seeking and low-status phrases How certain "best practices" actually trigger resistance Why professionals don't replace phrases—they replace standards How to start eliminating language that no longer belongs in professional sales Art groups the 26 banned words into clear categories, explains what each phrase reveals about your thinking, and shows how this language quietly holds salespeople back—often without them realizing it. Subscribe to the Smart Calling Report at http://SmartCallingReport.com Get more info on the Smart Calling Prospecting and Sales Coaching and Training app at http://Studio.com/Art

325 GUEST: Lee Salz: Why Discovery Calls Must Die (And What to Do Instead) 01.12.2025 38мин

Too many salespeople celebrate getting the meeting… and then blow it with a stiff, self-serving "discovery call" that prospects secretly dread. In this episode, Art sits down with sales differentiation strategist and bestselling author Lee Salz to rethink that critical first conversation—and turn it into a client-centric consultation that buyers actually value. Lee shares how to deliver meaningful value in the first meeting, why "discovery" language and agendas instantly signal "this is about me, not you," and how to use stories and emotion (not just logic) to move prospects from mere inconvenience to true problem—and action. You'll also hear how top trial lawyers and doctors structure questions, build emotional engagement, and guide people to their own conclusions… and how to steal those approaches for your sales calls. In this episode, you'll learn: Why traditional discovery meetings "must die" How to position the first meeting as a consultation buyers want to attend The difference between an inconvenience and a real problem—and how to uncover it How to ask emotive questions that create an "I feel that" response Ways to show "empathetic expertise" so prospects walk away thinking, "This person really gets me." Grab Lee's new book, The First Meeting Differentiator, and the free first-chapter + bonuses at http://FirstMeetingBook.com.

324 Why Most Salespeople Hear But Don't Listen—and the 2-Second Fix 24.11.2025 11мин

Think you're a good listener? Try this: Can you remember the exact words your last prospect used to describe their biggest problem? If not, you weren't listening—you were waiting to talk. In this episode, Art reveals the Two P's framework (Purpose and Pause) that will transform how you show up on sales calls. Learn the 2-second technique that gets prospects to reveal what they really mean, not just what they're supposed to say. Resource mentioned: Art's coaching and training app: http://Studio.com/Art

323 The Real Reason Sales Training Doesn't Work (And What Does) 18.11.2025 11мин

You know what to do. So why aren't you doing it? In this episode Art reveals why sales success isn't about knowing more—it's about BECOMING more. And why most sales training fails to create actual transformation. You'll discover: Why you revert to "permission begging" even when you know better The difference between conditioning and intention (and why conditioning always wins) Why webinars, books, and workshops don't create lasting change What musicians and athletes understand about mastery that most salespeople miss How to practice until you can't get it wrong Plus: Art is breaking every rule of internet marketing with today's launch announcement. No countdown timer. No discounts. No bonus stacks. Just daily coaching that actually works. If you've ever ended a week thinking "I know what I should have done... so why didn't I?"—this episode is for you. Resources mentioned: Smart Calling Prospecting and Sales App: http://Studio.com/Art

322 No One Is Born a "Natural Salesperson" — Here's How You Can Become One 11.11.2025 9мин

Most people think great salespeople are just born with it — with confidence, charisma, the ability to say the right thing at the right time. But that's a myth. "Natural" salespeople aren't born. They're built through identity, practice, tone, repetition, and learning how to think in the moment. In this episode, Art breaks down: Why hesitation happens even when you know what to say How identity beats tactics in real conversations Why confidence comes from conditioning, not hype What separates "natural-sounding" pros from script readers Why "feel-good, LinkedIn-influencer sales advice" leaves people stuck How real transformation happens through daily conditioning, not occasional inspiration How to start becoming that version of yourself today If you want to sound confident on calls — without forcing it — this is the episode to listen to Plus — at the end, Art previews something brand new that's launching next week… Something that delivers daily confidence, skill-building, tone training, support, and accountability — in small steps that compound into big results. If you've ever said, "I know what I should be doing — I just don't do it consistently," this episode is going to hit home.

321 The Psychology Behind "We Don't Need It" (And How to Flip It Instantly) 21.10.2025 8мин

Ever had someone tell you, "We don't need that"? You'll love this one. Art shares a hilarious old Century 21 commercial that nails one of the biggest sales mistakes out there — showing people what you want them to buy instead of what they actually want. Then he breaks down how to turn that around using simple, conversational questions that uncover real needs and make buyers lean in instead of tune out. This episode will help you stop creating objections before they ever happen — and start guiding real, natural conversations that lead to sales.

320 "Don't Lose Her!" (And Other Terrible Sales Advice We Tell Ourselves) 06.10.2025 9мин

Ever catch yourself thinking, "Don't blow this call" or "They probably won't be interested anyway"? Those little thoughts can sabotage your success before you even say "hello." In this episode, Art shares a powerful (and funny) story from the softball field that perfectly illustrates how negative suggestions, assumptions, and self-talk quietly kill sales results. You'll discover: Why your brain acts on what you focus on—especially the negative. The dangerous assumptions salespeople make every day without realizing it. How your thoughts before a call shape your outcomes during it. The simple mindset shift that turns "don't lose her" into "strike her out." If you've ever let doubt, assumptions, or mental noise creep into your calls, this episode will help you catch it—and crush it—before it costs you another sale. Listen now and learn how to assume less, think better, and sell smarter.

319 How to Inspire People to Get Back to You (And Why You Shouldn't Need To) 10.09.2025 17мин

Tired of sending follow-up messages into the void? Getting ghosted by prospects who seemed interested? The problem isn't your follow-up strategy—it's what happened BEFORE you needed to follow up. In this episode, you'll discover the tough-love truth about why people don't respond and the four non-negotiables that make follow-up unnecessary. Learn how to structure initial conversations so prospects can't ignore you without breaking their word. What You'll Learn: The Four Non-Negotiables for creating "response-proof" conversations Why getting ghosted is usually your own fault (and how to fix it) 6 proven recovery strategies when prevention doesn't work The psychology behind what makes people respond immediately vs. ignore completely Real-world scripts for high-status follow-ups that don't sound desperate Advanced tactics including the "Consultant Flip" and social proof pressure Perfect for: B2B sales professionals, consultants, and anyone who needs responses from busy decision-makers Stop chasing prospects and start creating conversations they can't ignore. Because the best follow-up is the one you never have to send. Resources mentioned: Smart Calling College at http://SmartCallingCollege.com

318 What the Top Salesperson--Who Does Everything Wrong--Knows, That You Don't 31.07.2025 21мин

Ever wonder why Scott in the next cubicle breaks every sales rule you've learned... yet consistently crushes his numbers? Why some reps can open calls with "Got a minute?" and get prospects leaning in, while others use perfect technique and get hung up on? In this eye-opening episode, sales legend Art Sobczak reveals the hidden psychology behind why rule-breakers often outperform rule-followers. What You'll Discover: The real reason "perfect" sales techniques sometimes fail spectacularly Why prospects can instantly sense desperation through the phone (even when your words are flawless) The 5 components of "command presence" that top performers naturally possess How your internal beliefs leak into your voice, tone, and timing without you realizing it Why "fake it till you make it" actually backfires in high-pressure sales situations The difference between acting confident and being confident (and why it matters more than any script) How to stop exhausting yourself trying to maintain a sales "performance" The identity transformation that turns techniques from forced to effortless Plus: The "Jim Furyk Effect" - why unconventional approaches sometimes work better than textbook methods, and what that means for your sales career. If you've ever felt frustrated watching less skilled reps outperform you, or wondered why your perfect pitch isn't converting, this episode reveals the missing piece that changes everything. Warning: This content challenges conventional sales wisdom and may fundamentally shift how you approach every prospect conversation. (The link to the transformation mentioned is http://UltimateSalesPro.com.)

317 Why You Stare at the Phone Instead of Picking It Up (and how to fix it) 24.07.2025 16мин

You know the feeling. You have calls to make, leads to follow up on, prospects to reach out to. But instead of picking up the phone, you find yourself staring at it like it's radioactive. Maybe you reorganize your desk. Craft another "perfect" email. Research prospects for the third time. Anything except dialing. Sound familiar? In this episode, Art reveals why this isn't a discipline problem, a laziness problem, or a motivation problem. It's something much deeper - and completely fixable. Discover the three hidden drivers that cause call avoidance, why willpower always fails, and the identity shift that transforms phone-fearful salespeople into confident professionals who actually look forward to making calls. You'll learn: The real reason you procrastinate on calls (it's not what you think) Why "forcing yourself" to take action always backfires The simple mindset shift that eliminates call reluctance forever How top performers naturally do what others struggle to force Plus: The story of a salesperson who went from dreading Mondays to saying "I actually look forward to my calls now." If you're tired of battling yourself every time you need to pick up the phone, this episode will change everything. (The site for the Ultimate Sales Pro Method is http://UltimateSalesPro.com)

316 How to Win Every Sales Call (Even When You Get a NO) 25.06.2025 10мин

What if you could never lose on a sales call again - even when prospects say no? Most salespeople approach calls with one goal: get the sale or appointment. When that doesn't happen, they feel rejected and start avoiding the phone altogether. In this episode, Art reveals the "Secondary Objectives" strategy that turns every conversation into a win. Whether you're building rapport, gathering intelligence, or learning about their decision process - you'll discover multiple ways to succeed on every call. Plus: A simple 3-call challenge that will eliminate call reluctance and transform how you approach prospecting forever. This tactical mindset shift comes straight from Art's Ultimate Sales Professional course and has helped thousands of salespeople become truly rejection-proof.

315 Mastermind Part 2 - The Mindset That Built Multimillion-Dollar Empires 03.06.2025 33мин

In this second part of Art's exclusive mastermind session recorded on a Mediterranean cruise, four extraordinarily successful entrepreneurs reveal the mindset shifts, identity traits, and beliefs that took them from startups to multimillion-dollar exits. Meet the panel: Tim Murphy - Built Presidential Pools from cleaning pools to 35,000+ pools and the largest pool builder in the US Tim Barone - Grew Vantage Mobility from $5M to $350M in wheelchair accessible vehicles Darren Wellborn - Scaled his civil engineering startup to 500+ engineers across 6 locations Louis Basile - Co-founded Wildflower Bread Company, growing from home kitchen recipes to 16 restaurant locations You'll discover: ✓ Why thinking of work as "fun" rather than work changes everything ✓ The "zero debt" philosophy that eliminated fear and accelerated growth ✓ How to hire people smarter than you (and why most entrepreneurs struggle with this) ✓ The power of giving employees "a piece of the action" and why it creates unstoppable momentum ✓ Why "refusing to fail" doesn't mean avoiding risk—it means the opposite ✓ The mindset shift from "running in the business" to "running the business" ✓ How authenticity and curiosity become competitive advantages Key insight: These leaders didn't just build companies—they built cultures where employees became family, customers became advocates, and even competitors became allies. Whether you're a solopreneur, sales professional, or building a team, these battle-tested insights will shift how you think about success, leadership, and what it really takes to dominate your market. Part 1 (Episode 314) covered their strategies and tactics. Part 2 reveals the thinking behind the success.

314 Mastermind at Sea: Sales and Success Secrets from Four Business Builders Who Sold Big 29.05.2025 49мин

Art takes listeners aboard a cruise ship for a unique mastermind session with four incredibly successful business people... friends of his who built and sold multimillion-dollar companies. This rare group conversation features: Tim Murphy - Built Presidential Pools from startup to 35,000+ pools and the largest pool builder in the US, selling twice over 35 years Tim Barone - Grew a handicapped van conversion company from $5M to $350M in revenue over 25 years Louis Basile - Founded and built Wildflower Bread Company into 16 locations over 28 years before selling in 2024 Darren Welborn - Started an engineering firm at 27, grew it to 500+ employees across six states, and sold at age 44 Each shares their sales philosophies and what set them apart from competitors. Common themes emerge around the power of referrals, creating exceptional customer experiences, building strong company cultures, and the critical importance of employee retention and training. The group also discusses real-world examples of turning customer problems into opportunities and why "settling the claim" should be every company's philosophy. This is Part 1 of a two-part series, with Part 2, episode 315, focusing on the mindset and thinking patterns that separated these entrepreneurs from the pack.

313 Dealing with the Fear, Rejection, and Lies that Hold Salespeople Back 06.05.2025 11мин

Even top-performing sales pros feel it. Fear. Resistance. That creeping hesitation before hitting "send" or dialing the next number. In this honest, no-fluff episode, we're talking straight about fear in sales—where it hides, how it disguises itself, and most importantly, how to stop letting it drive the bus. You'll learn: Why fear isn't your enemy—and how to turn it into motivation How disguised fear shows up as procrastination, perfectionism, or "just one more tweak" A powerful reframe to become rejection-proof (hint: it's not about getting a yes) Why "feeling ready" is a trap—and how imposter syndrome really works The one tool fear absolutely hates (and how to use it every day) Whether you're brand new or a seasoned sales pro, this episode will give you practical, mindset-shifting tools to stop fear from calling the shots—and start showing up like the pro you already are.

312 You Sell Every Day (Whether You Admit It or Not)—Now Master It 21.04.2025 15мин

Think you're not in sales? Think again. In this episode, Art breaks down why everyone sells—whether or not it's in your job title. You'll discover the three big reasons people fear selling, how to reframe what sales really is (hint: it's helping), and the five mindset and action shifts that let you sell naturally, confidently, and without ever feeling pushy. If you've ever influenced, advised, persuaded, or guided anyone… you've sold. Now let's make sure you're doing it the right way.