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

"Send me some information." Those five words have probably killed billions of dollars in potential sales. Because too many salespeople hear them, happily agree, send off a deck, case study, or PDF... ...

15 Sep 15min

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

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

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

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 lik...

18 Mar 15min

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

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