The Art of Sales with Art Sobczak

Episode 320: “Don’t Lose Her!” (And Other Terrible Sales Advice We Tell Ourselves)
Date: October 6, 2025
Host: Art Sobczak

Episode Overview

In this episode, Art Sobczak tackles the topic of negative assumptions and unconscious self-sabotage in sales, using a vivid softball anecdote to illustrate how “bad advice” – whether from others or ourselves – shapes our outcomes. Through real-world sales examples, Art breaks down common forms of counterproductive thinking, shares memorable moments from his experience, and stresses the importance of approaching every call and prospect without the mental baggage of pre-conceived notions.

Key Discussion Points and Insights

The Power and Peril of Suggestion

• Art opens with a personal story of his daughter pitching in a high-pressure softball game and the unhelpful advice, “Don’t lose her!” shouted from the stands.
• Insight: Negative phrasing directs focus toward the thing we want to avoid, unintentionally making it more likely.
  • “People focus and often act on what is suggested to them and what we think about.” (02:25)
  • Example: Telling yourself, “Don’t think about pizza,” makes you think about pizza.

Assumptions: The Salesperson’s Trap

• Art shares a story about returning a call from a vague, slurred voicemail and assuming it would be a waste of time, only to discover it was a major decision-maker wanting his services.
  • “I dialed the number thinking this boy was I wrong. About a minute into the call, I was shocked to learn that this guy was actually a highly placed decision maker in a big company and wanted to hire me to do some training.” (05:15)

How Assumptions Become Self-Fulfilling Prophecies

• Negative assumptions alter the energy and effectiveness of sales outreach, often becoming self-fulfilling.
• Example: Assuming a particular list of prospects is "no good" leads to lackluster calls and, predictably, poor results.
  • Quote: “Our sales call becomes a self-fulfilling prophecy.” (06:52)

Common Areas Where Sales Assumptions Sabotage Success

1. Lead Sources

• Just because a lead type (e.g., trade show, web) yields some uninterested prospects, does not mean it lacks quality.
• “One gold strike can make mining through some of that sludge worthwhile.” (09:12)

2. Company Names and Appearances

• Don’t judge prospects by business names that sound unimpressive (“& Associates,” “Enterprises”). Successful deals happen with these companies, too.

3. Geographic and Demographic Bias

• Stereotypes like “the South isn’t a good territory” or “East Coast people are rude” are toxic and usually refuted by top sales producers who simply make more calls and get results.

4. Job Titles

• Never assume decision-making power from job titles—good salespeople always investigate the real buying process.

5. Inherited Call History and Negative Notes

• Warnings and grievances in account notes (“she’s a real witch”) may keep you from forming your own, unbiased approach. Take previous reps’ remarks with skepticism, especially if they weren’t successful.

6. Time-Based Excuses

• “No one buys before or after holidays; mornings are bad for decisions; everyone leaves on Fridays.” Top producers ignore these and find opportunities precisely when others assume there are none.
• “Funny, I never hear these assumptive excuses from top sales producers. That's because they're too busy on the phone proving the assumptions false.” (11:54)

7. Prospect Voice and Demeanor

• Snap judgments based on how someone sounds are frequently wrong, especially with self-made or entrepreneurial decision-makers.
• “If you write these people off within a couple seconds of hearing their voice, you might also be tossing away some easy and profitable sales.” (13:50)

8. Intimidating Personalities

• Don’t be daunted by gruff, fast-talking voices or certain accents; stick to your strategic approach instead of letting stereotypes trip you up.

Art’s Bottom Line Advice

• Assume Success:
  • “If you gotta assume anything, let it be that your next call will be your best ever.” (15:23)
• Doubt Limitations:
  • “If you have to doubt anything, doubt limitations, you're going to see better results.”
• Focus on Actions, Not Thoughts:
  • Shift from negative mental patterns to positive action-oriented thinking.

Memorable Quotes and Moments

• Art on the folly of negative advice:

  • “Just once I wanted to see her…walk over to the fence and say, hey, thanks for that piece of brilliant advice. I was considering walking this batter after ringing up two strikes on her, but now I'm not because of your profound suggestion.” (02:02)

• Earl Weaver’s Wisdom:

  • Art closes with a quote from legendary baseball manager Earl Weaver:
    • “I became an optimist when I discovered that I wasn't going to win any more games by being anything else.” (16:00)

Important Timestamps

• Personal anecdote and point about negative suggestions: 00:24–03:45
• Pizza example and focusing on what not to do: 03:46–04:20
• Assumptions and the voicemail story: 04:21–05:55
• Dangers of self-fulfilling prophecies in sales: 06:00–07:30
• Common areas for sales assumptions, with examples: 07:31–14:00
• Overcoming negative sales thinking: 14:01–15:35
• Optimism and the Earl Weaver quote: 16:00

Takeaways for Sellers (and Everyone!)

• Refrain from letting negative suggestions—your own or others’—dictate your actions.
• Challenge every assumption by engaging with prospects openly and curiously.
• Success comes from approaching each opportunity with optimistic action, not limiting beliefs.
• Next time you catch yourself thinking “don’t,” reframe it into a positive or actionable outlook.