Oct 5, 2026
A four-year-old boy looked at me on an airport train and asked his dad, “Daddy, is that man sad?”
I wasn’t. But apparently, that’s what I was communicating.
And that’s the point: You can’t NOT communicate.
In this episode, I share that airport wake-up call and what it teaches us about sales conversations....
Sep 15, 2026
“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... and then spend the next month chasing a prospect who never wanted the information in the first place.
But sometimes...
Aug 25, 2026
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 experiment proved decades ago. Dr. Albert Bandura cured severe snake phobics not with facts, and not by forcing them to confront...
Jun 8, 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...
May 13, 2026
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"...