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 conventional wisdom that has dominated sales training for decades.

From "always be closing" to "people buy on emotion" to "extroverts make the best salespeople" — Dr. Bizzi has spent years collecting academic research that tells a very different story. And he's not just here to tear down the myths; he's here to make you think.

In this episode, you'll discover:

Why emotional influence tactics can actually work against you — and what to lead with instead
The surprising truth about extroverts vs. introverts in sales
Why competing against your colleagues may be quietly killing your motivation
How "selling orientation" can paradoxically lower your long-term results
What truly separates B2B selling from B2C — and why most advice ignores this

Whether you're new to sales or a seasoned pro, this conversation will challenge your assumptions and sharpen how you think about every customer interaction.

Grab Dr. Bizzi's book on Amazon and visit lhttp://lorenzobizzi.com to learn more.

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Episoder(335)

333 How to Answer "Just send me information"

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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...

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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

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

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 lik...

18 Mar 15min

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

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