The Art of Sales with Art Sobczak
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.
Episodes
Mentioned books
Dec 1, 2025 • 38min
325 GUEST: Lee Salz: Why Discovery Calls Must Die (And What to Do Instead)
Lee Salz, a sales differentiation strategist and bestselling author, challenges the traditional notion of discovery calls, declaring they must die. He emphasizes transforming these meetings into meaningful consultations that provide real value to prospects. Lee highlights how using emotive questions can create urgency, while storytelling embeds crucial features in memorable narratives. He encourages salespeople to shift from self-serving agendas to client-focused discussions, helping prospects realize their true problems and driving them toward action.
Nov 24, 2025 • 12min
324 Why Most Salespeople Hear But Don't Listen—and the 2-Second Fix
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
Nov 18, 2025 • 12min
323 The Real Reason Sales Training Doesn't Work (And What Does)
Dive into the secret sauce of sales success: it’s not just about what you know, but who you become. Discover why traditional training often falls short and how conditioning trumps good intentions. Explore the parallels between sales mastery and the dedication of musicians and athletes. Learn why continuous daily practice is key to transformation. Plus, get the scoop on a new coaching app designed for real results without any gimmicks—just consistent improvement in your sales game!
Nov 11, 2025 • 9min
322 No One Is Born a "Natural Salesperson" — Here's How You Can Become One
Many believe great salespeople are born, but that's a myth. Success in sales comes from identity and practice, not just having the right scripts. Hesitation often stems from how we see ourselves rather than lack of knowledge. Art emphasizes that confidence is built through conditioning and daily practice, likening it to musicianship. He critiques superficial sales advice and previews a new program designed to provide daily coaching and support, helping listeners transform into confident sales professionals.
Oct 21, 2025 • 9min
321 The Psychology Behind "We Don't Need It" (And How to Flip It Instantly)
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.
Oct 6, 2025 • 10min
320 "Don't Lose Her!" (And Other Terrible Sales Advice We Tell Ourselves)
Ever doubt yourself before a sales call? Negative thoughts can derail your success before you even start. A funny softball story illustrates how these assumptions sabotage performance. Assumptions about leads, company names, and even job titles can limit your potential. Instead of thinking, 'don't lose her,' learn to shift your mindset to 'strike her out.' By assuming the next call will be your best yet, you can transform your sales game. Tune in to overcome mental barriers and unlock smarter selling strategies!
26 snips
Sep 10, 2025 • 17min
319 How to Inspire People to Get Back to You (And Why You Shouldn't Need To)
Struggling with ghosted prospects? Discover why the key lies in your initial conversations, not your follow-ups. Learn the four non-negotiables for creating "response-proof" dialogues and why getting ignored often falls back on your approach. Explore six recovery strategies for when messages go unanswered. Delve into the psychology of response behavior and gather advanced tactics like the "Consultant Flip" to enhance your sales conversations. Stop chasing and start crafting interactions they can't ignore!
17 snips
Jul 31, 2025 • 21min
318 What the Top Salesperson--Who Does Everything Wrong--Knows, That You Don't
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.
13 snips
Jul 24, 2025 • 17min
317 Why You Stare at the Phone Instead of Picking It Up (and how to fix it)
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!
8 snips
Jun 25, 2025 • 11min
316 How to Win Every Sales Call (Even When You Get a NO)
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!
