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The Art of Sales with Art Sobczak: Daily Summaries Delivered
by 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.
Latest Episodes
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- 5 days ago15 min
333 How to Answer "Just send me information"
"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.
- 3 weeks ago16 min
332 What Rattlesnakes Outside My Front Door Taught Me About Sales
Twice in fifteen years of desert living, I've walked out my front door and found a rattlesnake curled up in the corner. That fear taught me something about persuasion that a famous psychology experiment proved decades ago. Dr. Albert Bandura cured severe snake phobics not with facts, and not by forcing them to confront the snake directly, but by having them watch someone else do it first. He called it vicarious experience, and it's the exact same reason your best sales stories work better than your best data. In this episode: why a group of MBA students trusted a story about an old wine maker more than they trusted charts and figures, why "my cousin's neighbor" can beat a mountain of seatbelt statistics, and the real reason people can repeat a story I told them fifteen years ago but forget everything else from that same training. Plus, why the guys who get bitten by rattlesnakes usually aren't the ones who leave them alone, they're the ones who go after them with a shovel. There's a lesson in that for how you handle a skeptical prospect too. You'll walk away with a simple exercise to build your own story bank from prospects you've already won over.
- Jun 8, 202648 min
331 GUEST: What 20,000 Phone Hours Taught Him About Prospecting and Sales, with Justin Michael
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
- May 13, 202652 min
330 GUEST- Debunking the Myths of Sales with What is Actually True, According to Science and Research, with Dr. Lorenzo Bizzi
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.
- Apr 14, 202638 min
329 GUEST Joe Dalton- You Don't Have a Closing Problem, You Likely Have This Instead
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.
- Mar 18, 202615 min
328 Why Prospects Quickly Decide to Get Rid of You, and What to Say Instead to Fix That
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.
- Jan 26, 202614 min
327 What to THINK to Avoid Saying the 26 Banned Sales Words and Phrases
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
- Jan 5, 202631 min
326 The 26 Sales Words and Phrases I'm Banning in 2026
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
About The Art of Sales with Art Sobczak
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.
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