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The Art of Sales with Art SobczakAuthor: Art Sobczak, cold calling and sales trainer
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. Language: en Contact email: Get it Feed URL: Get it iTunes ID: Get it Trailer: |
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331 GUEST: What 20,000 Phone Hours Taught Him About Prospecting and Sales, with Justin Michael
Monday, 8 June, 2026
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 honest with you — this is a sales call." Justin Michael has spent 20,000 hours on the phone and written 10 books disagreeing with all of it. And in this episode, he makes the case — backed by brain science — for why permission-begging openers kill your status, trigger the wrong response in the prospect's brain, and actually cause the rejection salespeople are trying to soften. Justin is a former sales leader at Salesforce and LinkedIn whose methodology has generated over $1 billion in pipeline for more than 200 ventures. He's one of the sharpest minds in outbound sales, and Art ranks him among the top in the industry. In this conversation, the two compare notes on everything from the neuroscience of cold call openers, to why personalization at scale is a myth, to the Route technique that gets executives talking without a single pitch. Fair warning — this one gets opinionated. In the best possible way. What you'll hear in this episode: Why the croc brain fires the moment your prospect picks up — and what that means for everything you say in the first ten seconds The Route technique — a dead-simple opener that works by asking a routing question instead of pitching or begging for time Why email and phone require completely opposite psychological approaches The difference between a comment and an objection — and why treating them the same is costing you conversations Attraction selling, pronoia, and the mindset shift that separates reps who grind from reps who produce Why the person listening is always in control — and what that means for how you open every call What unconscious competence actually feels like, and how to get there faster
