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.
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320 "Don't Lose Her!" (And Other Terrible Sales Advice We Tell Ourselves)
Ever catch yourself thinking, "Don't blow this call" or "They probably won't be interested anyway"? Those little thoughts can sabotage your success before you even say "hello." In this episode, Art shares a powerful (and funny) story from the softball field that perfectly illustrates how negative suggestions, assumptions, and self-talk quietly kill sales results. You'll discover: Why your brain acts on what you focus on—especially the negative. The dangerous assumptions salespeople make every day without realizing it. How your thoughts before a call shape your outcomes during it. The simple mindset shift that turns "don't lose her" into "strike her out." If you've ever let doubt, assumptions, or mental noise creep into your calls, this episode will help you catch it—and crush it—before it costs you another sale. Listen now and learn how to assume less, think better, and sell smarter.
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319 How to Inspire People to Get Back to You (And Why You Shouldn't Need To)
Tired of sending follow-up messages into the void? Getting ghosted by prospects who seemed interested? The problem isn't your follow-up strategy—it's what happened BEFORE you needed to follow up. In this episode, you'll discover the tough-love truth about why people don't respond and the four non-negotiables that make follow-up unnecessary. Learn how to structure initial conversations so prospects can't ignore you without breaking their word. What You'll Learn: The Four Non-Negotiables for creating "response-proof" conversations Why getting ghosted is usually your own fault (and how to fix it) 6 proven recovery strategies when prevention doesn't work The psychology behind what makes people respond immediately vs. ignore completely Real-world scripts for high-status follow-ups that don't sound desperate Advanced tactics including the "Consultant Flip" and social proof pressure Perfect for: B2B sales professionals, consultants, and anyone who needs responses from busy decision-makers Stop chasing prospects and start creating conversations they can't ignore. Because the best follow-up is the one you never have to send. Resources mentioned: Smart Calling College at http://SmartCallingCollege.com
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318 What the Top Salesperson--Who Does Everything Wrong--Knows, That You Don't
_*]:min-w-0 !gap-3.5"> Ever wonder why Scott in the next cubicle breaks every sales rule you've learned... yet consistently crushes his numbers? Why some reps can open calls with "Got a minute?" and get prospects leaning in, while others use perfect technique and get hung up on? In this eye-opening episode, sales legend Art Sobczak reveals the hidden psychology behind why rule-breakers often outperform rule-followers. What You'll Discover: The real reason "perfect" sales techniques sometimes fail spectacularly Why prospects can instantly sense desperation through the phone (even when your words are flawless) The 5 components of "command presence" that top performers naturally possess How your internal beliefs leak into your voice, tone, and timing without you realizing it Why "fake it till you make it" actually backfires in high-pressure sales situations The difference between acting confident and being confident (and why it matters more than any script) How to stop exhausting yourself trying to maintain a sales "performance" The identity transformation that turns techniques from forced to effortless Plus: The "Jim Furyk Effect" - why unconventional approaches sometimes work better than textbook methods, and what that means for your sales career. If you've ever felt frustrated watching less skilled reps outperform you, or wondered why your perfect pitch isn't converting, this episode reveals the missing piece that changes everything. Warning: This content challenges conventional sales wisdom and may fundamentally shift how you approach every prospect conversation. (The link to the transformation mentioned is http://UltimateSalesPro.com.)
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317 Why You Stare at the Phone Instead of Picking It Up (and how to fix it)
You know the feeling. You have calls to make, leads to follow up on, prospects to reach out to. But instead of picking up the phone, you find yourself staring at it like it's radioactive. Maybe you reorganize your desk. Craft another "perfect" email. Research prospects for the third time. Anything except dialing. Sound familiar? In this episode, Art reveals why this isn't a discipline problem, a laziness problem, or a motivation problem. It's something much deeper - and completely fixable. Discover the three hidden drivers that cause call avoidance, why willpower always fails, and the identity shift that transforms phone-fearful salespeople into confident professionals who actually look forward to making calls. You'll learn: The real reason you procrastinate on calls (it's not what you think) Why "forcing yourself" to take action always backfires The simple mindset shift that eliminates call reluctance forever How top performers naturally do what others struggle to force Plus: The story of a salesperson who went from dreading Mondays to saying "I actually look forward to my calls now." If you're tired of battling yourself every time you need to pick up the phone, this episode will change everything. (The site for the Ultimate Sales Pro Method is http://UltimateSalesPro.com)
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.
Ireland