The Art of Sales with Art Sobczak 316 How to Win Every Sales Call (Even When You Get a NO)
Jun 25, 2025
Discover how to redefine success in sales calls by focusing on more than just securing a sale. Learn about the 'Secondary Objectives' strategy, which encourages relationship building and gaining valuable insights. Transform rejection into a learning opportunity with actionable techniques that empower salespeople to thrive. Plus, tackle call reluctance with a simple three-call challenge that can revolutionize your prospecting approach. This mindset shift could make you truly rejection-proof!
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Art's Early Prospecting Challenge
- Art Sobczak recalls making 47 prospecting calls with zero interest early in his career.
- His manager helped him see he had gained valuable information despite not booking meetings.
Limitations of Win/Lose Thinking
- Defining sales calls as wins or losses based solely on appointments or sales causes disappointment.
- This mindset leads to avoiding calls and shrinking pipelines because of fear of rejection.
Embrace Secondary Objectives
- Use secondary objectives like gathering intel or building rapport to win calls beyond just appointments or sales.
- These alternatives make you rejection-proof by focusing on controllable outcomes on every call.