The Art of Sales with Art Sobczak

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 about memorizing better scripts. It's about thinking, preparing, and showing up like a professional—so the language fixes itself. What You'll Learn in This Episode Why weak, apologetic sales language is a symptom—not the real problem The hidden thinking behind permission-seeking and low-status phrases How certain "best practices" actually trigger resistance Why professionals don't replace phrases—they replace standards How to start eliminating language that no longer belongs in professional sales Art groups the 26 banned words into clear categories, explains what each phrase reveals about your thinking, and shows how this language quietly holds salespeople back—often without them realizing it. Subscribe to the Smart Calling Report at http://SmartCallingReport.com Get more info on the Smart Calling Prospecting and Sales Coaching and Training app at http://Studio.com/Art

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.

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

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!

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.

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 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!

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!

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!