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 shares 26 sales words and phrases he's banning in 2026. Not because they sound bad—but because they quietly lower status, create resistance, and sabotage confidence before the conversation ever begins.

You'll learn why phrases like "Sorry to bother you," "Just checking in," "Thoughts?" and "This is a cold call" don't just hurt response rates—they signal insecure thinking that prospects immediately pick up on.

This isn't about memorizing better scripts. It's about thinking, preparing, and showing up like a professional—so the language fixes itself.

• Why weak, apologetic sales language is a symptom—not the real problem

• The hidden thinking behind permission-seeking and low-status phrases

• How certain "best practices" actually trigger resistance

• Why professionals don't replace phrases—they replace standards

• How to start eliminating language that no longer belongs in professional sales

Art groups the 26 banned words into clear categories, explains what each phrase reveals about your thinking, and shows how this language quietly holds salespeople back—often without them realizing it.

Subscribe to the Smart Calling Report at http://SmartCallingReport.com

Get more info on the Smart Calling Prospecting and Sales Coaching and Training app at http://Studio.com/Art

Too many salespeople celebrate getting the meeting… and then blow it with a stiff, self-serving "discovery call" that prospects secretly dread. In this episode, Art sits down with sales differentiation strategist and bestselling author Lee Salz to rethink that critical first conversation—and turn it into a client-centric consultation that buyers actually value.

Lee shares how to deliver meaningful value in the first meeting, why "discovery" language and agendas instantly signal "this is about me, not you," and how to use stories and emotion (not just logic) to move prospects from mere inconvenience to true problem—and action.

You'll also hear how top trial lawyers and doctors structure questions, build emotional engagement, and guide people to their own conclusions… and how to steal those approaches for your sales calls.

In this episode, you'll learn:

• Why traditional discovery meetings "must die"

• How to position the first meeting as a consultation buyers want to attend

• The difference between an inconvenience and a real problem—and how to uncover it

• How to ask emotive questions that create an "I feel that" response

• Ways to show "empathetic expertise" so prospects walk away thinking, "This person really gets me."

Grab Lee's new book, The First Meeting Differentiator, and the free first-chapter + bonuses at http://FirstMeetingBook.com.

Think you're a good listener? Try this: Can you remember the exact words your last prospect used to describe their biggest problem? If not, you weren't listening—you were waiting to talk. In this episode, Art reveals the Two P's framework (Purpose and Pause) that will transform how you show up on sales calls. Learn the 2-second technique that gets prospects to reveal what they really mean, not just what they're supposed to say.

Resource mentioned: Art's coaching and training app: http://Studio.com/Art

You know what to do. So why aren't you doing it?

In this episode Art reveals why sales success isn't about knowing more—it's about BECOMING more. And why most sales training fails to create actual transformation.

You'll discover:

• Why you revert to "permission begging" even when you know better
• The difference between conditioning and intention (and why conditioning always wins)
• Why webinars, books, and workshops don't create lasting change
• What musicians and athletes understand about mastery that most salespeople miss
• How to practice until you can't get it wrong

Plus: Art is breaking every rule of internet marketing with today's launch announcement. No countdown timer. No discounts. No bonus stacks. Just daily coaching that actually works.

If you've ever ended a week thinking "I know what I should have done... so why didn't I?"—this episode is for you.

Resources mentioned:

• Smart Calling Prospecting and Sales App: http://Studio.com/Art

Most people think great salespeople are just born with it — with confidence, charisma, the ability to say the right thing at the right time. But that's a myth. "Natural" salespeople aren't born. They're built through identity, practice, tone, repetition, and learning how to think in the moment.

In this episode, Art breaks down:

• Why hesitation happens even when you know what to say

• How identity beats tactics in real conversations

• Why confidence comes from conditioning, not hype

• What separates "natural-sounding" pros from script readers

• Why "feel-good, LinkedIn-influencer sales advice" leaves people stuck

• How real transformation happens through daily conditioning, not occasional inspiration

• How to start becoming that version of yourself today

If you want to sound confident on calls — without forcing it — this is the episode to listen to

Plus — at the end, Art previews something brand new that's launching next week… Something that delivers daily confidence, skill-building, tone training, support, and accountability — in small steps that compound into big results.

If you've ever said, "I know what I should be doing — I just don't do it consistently," this episode is going to hit home.

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.

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.

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

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.)

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)