The Art of Sales with Art Sobczak

"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...

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...

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 rejectio...

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:

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 instantl...

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...

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...

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...

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...

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

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:

Plus: Art is br...

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

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.

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.

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:

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:

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...

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...

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:

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:

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...

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.

Is name-dropping a powerful credibility booster or a fast track to sounding desperate? In this eye-opening episode, Art reveals the shocking truth about strategic name-dropping that most sales professionals get completely wrong.

Discover why mentioning the right name can boost your email open rates by an astonishing 468%, while the wrong reference can instantly kill your deal. Art shares his embarrassing early-career mistake that taught him the "3 R's" framework for name-dropping that actually works.

You'll learn:

Ever had a prospect who knows they have a problem but just hasn't pulled the trigger on fixing it? In this episode, I share two simple but powerful questions that uncover what's been holding them back—and more importantly, what's finally pushing them to take action now.

We'll break down the psychology behind these questions, how a paver salesman used them on me to close a deal I had been putting off for years, and how you can apply them to your own sales conversations to create urgency without pressure.

Plus, I'll share five variations of...

Art breaks down a real-life sales experience with a local painting company and uncover the critical sales mistakes that cost them the job. From the first contact to the follow-up (or lack thereof), we'll dissect what went wrong—and more importantly, how sales pros can avoid making these same costly errors.

You'll learn:
-Why rigid qualifying questions can push buyers away
-The power of asking the right questions—and actually listening
-How unnecessary upselling can lose trust and sales
-Why speed and simplicity in quoting are game-changers
-The importance of following through on p...

Asking prospects "Do you have a problem?" is ineffective, and causes conversations to die. A better approach that gets them to open up is using "assumptive problem quesitons.  These get them to relive their challenges, and create urgency for a solution.

Art breaks down the psychology behind these questions, shares examples from different industries, and provides an actionable exercise to create your own. Learn how to turn conversations into results and position yourself as the trusted expert every prospect needs.

Art also announced the opening of the new, revised Smart Calling College prospecting and sales t...

There are four pillars that comprise being the Ultimate Sales Professional, and not someone who just does sales.

We explore the art of being genuinely interested in others—both in social settings and sales conversations. Inspired by observations at recent holiday parties, Art shares how most people fail to listen effectively, turning conversations back to themselves instead of encouraging others to share. This behavior isn't just socially frustrating—it's costly in sales.

Learn to recognize critical "problem/trigger words" like "We're noticing…" or "The problem is…," and discover simple, powerful questions to dig deeper, uncover pain points, and build trust. By staying curious, listening intently, and prompting prospects to share more, you'll not only get better i...

MK Mueller has changed lives worldwide with her "8 to Great" simple methodology for having a positive attutude, ALL of the time. 

As salespeople, we know that our attitude has more of an effect on our results, and income, than any sales process or technique.

MK shares tips, stories, and how-to exercises than anyone can implement right now to get and keep our attitude at high levels.

The election is over. Some are ecstatic, others angry. Those who rely on the results to determine their happiness and success will be greatly disappointed.

Ultimately, if you want change, YOU need to change. No outside influence affects your destiny like you do.

In this episode you'll hear how to take control of your own success.

And, if this message resonates, get notified of my new coaching program that covers this very necessary aspect that is absolutely required to be the Ultimate Sales Professional.
https://smartcalling.training/sales-pro-mastery-notify/

Asking someone "Why?" they do or say something has the potential to put someone on the spot and feel like they need to defend themselves. 

A scientifically-proven better option is to word questions with "How?"

In this episode you hear the reasoning, and specific examples of how to use "How?" to get more and better information, build relationships, and make more sales. 

Probably the biggest roadblock to success for most salespeople is the fear of rejection.

But, rejection doesn't actually exisit. It is the story that someone attaches to an experience.

When we take control, and tell ourselves different, better, and positive stories, rejection doesn't happen.

You'll hear exactly how to do this, and how to never be rejected again.

Someone who is always the victim has little chance to succeed in professional sales.

Sales, when done at the highest level is all about taking responsibility, ownership, and leading.

If someone is not getting the results they want, it is on them. Not because of anything, or anyone else.

In this episode you'll hear what to do to identify victim tendencies, and specific actions to take full ownership, all of the time.

An objection some salespeople hear is, "I only want to pay if I get the results you say we'll get."

Art shares how he suggested a fellow coach handle that actual objection that she received from a prospect, and the exact process that you can use to prepare for and address your own objections.

And it's not by using silly, adversarial objection "rebuttal" techniques, but instead getting someone talking and explaining the reason behind their belief.

The process is covered more in-depth in Art's free objections masterclass that you can get access to...

A famous saying is that "You can't NOT communicate." Meaning that everything you do or say that is observed by someone, whether it is intentional or not, is creating feelings in others.

We can be much more successful in sales, and in life, by focusing on how we can make more of those feelings positive.

Art shares contrasting examples from a recent vacation to Cabo San Lucas where he experienced both great and negative feelings from simple interactions. 

You'll also hear simple things you can do right now to make the lives of o...

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 price.

In this episode you'll hear several examples of exactly what to say to get them talking, so you can present price in a way where you have developed value way h...

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 to get them unstuck.

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, with word-for-word messaging you can use and adapt to begin collecting that information today.

And once you have it, you can plug it into the Smart Calling voice mail and opening process with...

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 become the best version of ourselves, who is authentic, smooth, and connects at a human level.

Also he references the newly revised site, with lots of valuable training resources, both free and...

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 owner who cut his profit in half, and what you can and should do when you hear simple price statements and comments.

And, to get's Art's free masterclass, "How to Easily Handle Sales Resistance and...