The Art of Sales with Art Sobczak

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 ... Hosted on beehiiv. Read the full Privacy Policy at https://www.beehiiv.com/privacy.

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. ... Hosted on beehiiv. Read the full Privacy Policy at https://www.beehiiv.com/privacy.

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 break... Hosted on beehiiv. Read the full Privacy Policy at https://www.beehiiv.com/privacy.

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, ... Hosted on beehiiv. Read the full Privacy Policy at https://www.beehiiv.com/privacy.

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 202... Hosted on beehiiv. Read the full Privacy Policy at https://www.beehiiv.com/privacy.

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 reth... Hosted on beehiiv. Read the full Privacy Policy at https://www.beehiiv.com/privacy.

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 ... Hosted on beehiiv. Read the full Privacy Policy at https://www.beehiiv.com/privacy.

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 "per... Hosted on beehiiv. Read the full Privacy Policy at https://www.beehiiv.com/privacy.

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, repetitio... Hosted on beehiiv. Read the full Privacy Policy at https://www.beehiiv.com/privacy.

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... Hosted on beehiiv. Read the full Privacy Policy at https://www.beehiiv.com/privacy.

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 ... Hosted on beehiiv. Read the full Privacy Policy at https://www.beehiiv.com/privacy.

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 ab... Hosted on beehiiv. Read the full Privacy Policy at https://www.beehiiv.com/privacy.

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... Hosted on beehiiv. Read the full Privacy Policy at https://www.beehiiv.com/privacy.

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. R... Hosted on beehiiv. Read the full Privacy Policy at https://www.beehiiv.com/privacy.

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 e... Hosted on beehiiv. Read the full Privacy Policy at https://www.beehiiv.com/privacy.

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 exit... Hosted on beehiiv. Read the full Privacy Policy at https://www.beehiiv.com/privacy.

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 Presi... Hosted on beehiiv. Read the full Privacy Policy at https://www.beehiiv.com/privacy.

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, a... Hosted on beehiiv. Read the full Privacy Policy at https://www.beehiiv.com/privacy.

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 ... Hosted on beehiiv. Read the full Privacy Policy at https://www.beehiiv.com/privacy.

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... Hosted on beehiiv. Read the full Privacy Policy at https://www.beehiiv.com/privacy.

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 t... Hosted on beehiiv. Read the full Privacy Policy at https://www.beehiiv.com/privacy.

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, ho... Hosted on beehiiv. Read the full Privacy Policy at https://www.beehiiv.com/privacy.

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.... Hosted on beehiiv. Read the full Privacy Policy at https://www.beehiiv.com/privacy.

There are four pillars that comprise being the Ultimate Sales Professional, and not someone who just does sales. Being fearless and rejection-proof, Being others-focused in your thinking and actions, Mastering a proven prospecting and sales process, an... Hosted on beehiiv. Read the full Privacy Policy at https://www.beehiiv.com/privacy.

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 themsel... Hosted on beehiiv. Read the full Privacy Policy at https://www.beehiiv.com/privacy.

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 techn... Hosted on beehiiv. Read the full Privacy Policy at https://www.beehiiv.com/privacy.

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 li... Hosted on beehiiv. Read the full Privacy Policy at https://www.beehiiv.com/privacy.

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... Hosted on beehiiv. Read the full Privacy Policy at https://www.beehiiv.com/privacy.

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 pos... Hosted on beehiiv. Read the full Privacy Policy at https://www.beehiiv.com/privacy.

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 b... Hosted on beehiiv. Read the full Privacy Policy at https://www.beehiiv.com/privacy.

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 pre... Hosted on beehiiv. Read the full Privacy Policy at https://www.beehiiv.com/privacy.

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 ... Hosted on beehiiv. Read the full Privacy Policy at https://www.beehiiv.com/privacy.

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... Hosted on beehiiv. Read the full Privacy Policy at https://www.beehiiv.com/privacy.

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 ... Hosted on beehiiv. Read the full Privacy Policy at https://www.beehiiv.com/privacy.

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 y... Hosted on beehiiv. Read the full Privacy Policy at https://www.beehiiv.com/privacy.

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 disaste... Hosted on beehiiv. Read the full Privacy Policy at https://www.beehiiv.com/privacy.

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 com... Hosted on beehiiv. Read the full Privacy Policy at https://www.beehiiv.com/privacy.

Most sales training on objections contradicts how normal people think and speak. Because, it suggests you tell someone they are wrong. And what is the result of that? The opposite of the intended result: they become more defensive. And it feels sleazy ... Hosted on beehiiv. Read the full Privacy Policy at https://www.beehiiv.com/privacy.

The old mantra is that the ABC's of sales are "Always be closing." Not only is that wrong, but it adds to the negative stereotype of salespeople. The beneficial, real ABC of closing is "Always be curious." Art explains why, and what you can do to enhan... Hosted on beehiiv. Read the full Privacy Policy at https://www.beehiiv.com/privacy.

Success in sales, and life for that matter, does not rely on having more information. Everyone has access to that. It always relies on the person. Their identity and values. One of the many components that go into BEing a truce sales professional is be... Hosted on beehiiv. Read the full Privacy Policy at https://www.beehiiv.com/privacy.

Voice mail can help make a positive impression, create curiosity and interest, or kill any chance of speaking with a prospect. Likewise with the greeting you leave for those who call you. Art shares tips on what to say and avoid on voice mail so that y... Hosted on beehiiv. Read the full Privacy Policy at https://www.beehiiv.com/privacy.

If you browse LinkedIn, you'll see lots of -new-to-the-scene "gurus" trying to pump up their Likes and Comments by saying things are old, outdated, dead, and don't work anymore. Then they suggest what is "new." Art breaks this down, and shows that what... Hosted on beehiiv. Read the full Privacy Policy at https://www.beehiiv.com/privacy.

If a salesperson avoids placing the prospecting or sales calls, in addition to the typical guilt they experience, and the potential lost opportunities, they are actually being selfish. That's because they are depriving possible future customers of the ... Hosted on beehiiv. Read the full Privacy Policy at https://www.beehiiv.com/privacy.

Think about the last time you spoke with someone whose words were so foreign to you that you had no idea what they were saying. And by foreign, that could be being overly technical, or using jargon that you never use in your world. That's what some sal... Hosted on beehiiv. Read the full Privacy Policy at https://www.beehiiv.com/privacy.

A very simple--but not always followed--principle is that those who expect to win, do so more often than those who think they don't have a chance. This applies to sports, and sales. Art shares a story about what George Brett had to say about this, and ... Hosted on beehiiv. Read the full Privacy Policy at https://www.beehiiv.com/privacy.