The Art of Sales with Art Sobczak

Scott from the next cubicle breaks all the sales rules but always hits his targets. Discover why perfect techniques can fail while rule-breakers excel. Explore the hidden psychological cues that influence calls and bond with prospects. Learn about 'command presence' and how your beliefs can leak into your voice. Find out why confidence matters more than technique and how to make success feel effortless. Unconventional methods often yield better results, challenging traditional sales wisdom.

Feeling stuck staring at your phone instead of making calls? You're not alone! The podcast uncovers the deeper reasons behind call avoidance, revealing that it's not just laziness or lack of motivation. Learn about the mindset shifts that can turn dreaded calls into an enjoyable task, and discover how transforming your identity can boost your confidence. Hear inspiring stories of salespeople who have overcome their fears and what top performers do differently. It's time to stop procrastinating and embrace the art of making calls!

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!

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.

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.

Sales professionals often grapple with fear and rejection. This discussion dives into how fear can disguise itself as procrastination or perfectionism. It redefines rejection, showing that success isn't just about hearing yes. Discover the trap of waiting to feel ready and the role of imposter syndrome. A powerful tool to combat fear is unveiled, promising to help anyone—new or experienced—take charge of their mindset and show up as the confident pro they are meant to be.

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: When name-dropping creates instant credibility (and when it backfires) The psychology behind why prospects are drawn to certain references A simple test to determine which names to use with specific prospects Real-world examples of name-dropping wins and epic fails Plus, Art challenges you with a practical exercise that will transform your approach to establishing credibility in any sales situation. Whether you're a seasoned sales pro or just starting out, this episode gives you an unfair advantage in a world where first impressions make or break deals.

Discover two powerful questions that help prospects reveal what's holding them back from making a decision. Learn how these questions can create urgency without pressure, leading to self-motivated action. The podcast shares a captivating personal story from a paver salesman that illustrates effectiveness in real life. You'll also find variations of each question to use naturally in conversations. Get ready to transform hesitation into action and empower your prospects to sell themselves!

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 promises Listen in and make sure you’re not making these common mistakes in your own sales process! 🎧