328 Why Prospects Quickly Decide to Get Rid of You, and What to Say Instead to Fix That
The Art of Sales with Art Sobczak18 Mar

328 Why Prospects Quickly Decide to Get Rid of You, and What to Say Instead to Fix That

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 breaks down exactly what's happening in your prospect's brain the moment they pick up the phone, why most common openers actually trigger the resistance you're trying to avoid, and the simple 4-part framework that makes prospects lean in instead of push away.

You'll hear two side-by-side versions of the same call, one that sounds like the apple guy and one that sounds like a professional peer, so you can hear the difference for yourself.

Plus, one thing you can do before your very next call to close the gap between how you think you sound and how you actually sound.

This is all based on the new First 20 Seconds Formula Masterclass http://First20Seconds, showing you exactly what to say, and avoid, to get people wanting to talk to you, instead of trying to get rid of you.

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Episoder(335)

333 How to Answer "Just send me information"

333 How to Answer "Just send me information"

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332 What Rattlesnakes Outside My Front Door Taught Me About Sales

332 What Rattlesnakes Outside My Front Door Taught Me About Sales

Twice in fifteen years of desert living, I've walked out my front door and found a rattlesnake curled up in the corner. That fear taught me something about persuasion that a famous psychology experime...

25 Aug 16min

331 GUEST: What 20,000 Phone Hours Taught Him About Prospecting and Sales, with Justin Michael

331 GUEST: What 20,000 Phone Hours Taught Him About Prospecting and Sales, with Justin Michael

Most cold call advice you see celebrated on LinkedIn has one thing in common — it starts with an apology. "You're going to hate me, but this is a cold call." "Did I catch you at a bad time?" "I'll be...

8 Jun 48min

330 GUEST- Debunking the Myths of Sales with What is Actually True, According to Science and Research, with Dr. Lorenzo Bizzi

330 GUEST- Debunking the Myths of Sales with What is Actually True, According to Science and Research, with Dr. Lorenzo Bizzi

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 c...

13 Mai 52min

329 GUEST Joe Dalton- You Don't Have a Closing Problem, You Likely Have This Instead

329 GUEST Joe Dalton- You Don't Have a Closing Problem, You Likely Have This Instead

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 tr...

14 Apr 38min

327 What to THINK to Avoid Saying the 26 Banned Sales Words and Phrases

327 What to THINK to Avoid Saying the 26 Banned Sales Words and Phrases

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 ...

26 Jan 14min

326 The 26 Sales Words and Phrases I'm Banning in 2026

326 The 26 Sales Words and Phrases I'm Banning in 2026

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 sh...

5 Jan 31min

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