---
title: Do 'Smart Calling' With Sales Expert, Author, Trainer Art Sobczak
description: Art Sobczak has been selling since 1982 and selling over the phone is more effective than ever. Check out how to do smart calling on The Sales Podcast.
image: https://thesaleswhisperer.com/hubfs/Imported_Blog_Media/Art%20Sobczak-the-sales-podcast-wes-schaeffer.png
---
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Jul 07, 2020
# Do 'Smart Calling' With Sales Expert, Author, Trainer Art Sobczak
 [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)
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## You're not selling products or services
---
***[\[ LISTEN NOW ON APPLE PODCASTS \]](https://itunes.apple.com/us/podcast/the-sales-whisperer-wes-schaeffer-hosts-the-sales-podcast/id655310847?mt=2)***
## [Sales Tips](https://thesaleswhisperer.com/daily) you'll learn today on [The Sales Podcast](https://www.thesaleswhisperer.com/podcast)...
- Likes and shares happen when you say "cold calling is dead" but it's far from dead
- Cold is dead but calling is not
- COVID-19 is forcing people to get on the phone
- Today is the age of the "pitch slap"
- The power of social engineering
[](https://thesaleswhisperer.com/hs/cta/wi/redirect?encryptedPayload=AVxigLLoqnScdeW3wpZym41PoM1y53Cl1fU3nWqi%2BOjInpI4VF9cUtA5koouJes03JM8YtEvdRQw%2BuWwegfb3aUdJg%2BIqMij59R%2F2TkzUFyEpJ4TrzT5IF7rqCPH551X4F7f0Sxd%2Bz6GDEay0YBhkMq9H1r5FKdTHsTb7RxXOGs8MbQV%2FwJRyuxe&webInteractiveContentId=184500196010&portalId=443614)
> We've become professional ignorers."
- Create interest with your research
- "Who gave me that information? Look, I just wanted to do some research ahead of time to make sure I had something valuable to bring to you.
- Call into the help desk...they're there to help
- Who's buying it? How do they use it? Why do they want it?
- You're selling results, not products or services.
- Be yourself, be humorous, but don't tell a joke. Don't be stupid.
- Be confident, positive, sound like you believe in what you're selling, but don't be phony
- Be conversational
- Talk like you're talking to a friend
- [Oren Klaff](https://thesaleswhisperer.com/blog/oren-klaff-pitch-anything) discusses status alignment
- Who owns the problem?
- Who owns the result?
- Should you ask "Are you the decision maker?"
- Ask about the process and the precedent?
- We get experience in two ways...
- Great salespeople are made, not born
- Desire
- Effort
- Publishers don't want authors, they want sales
## Links Mentioned In [The Sales Podcast](https://www.thesaleswhisperer.com/podcast)
- Get Art's book, "[Smart Calling: Eliminate the Fear, Failure, and Rejection from Cold Calling](https://amzn.to/2VlrJia)"
- Visit the "[Smart Calling](http://smart-calling.com/)" site for all of the bonuse
[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)
## Related posts
[](https://thesaleswhisperer.com/blog/andy-paul-2)
[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)
## [Sell Without Selling Out, With Andy Paul](https://thesaleswhisperer.com/blog/andy-paul-2)
 [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)
Jan 03, 2022
The non-offensive way to sell \[ LISTEN NOW ON APPLE PODCASTS \]
[Read more](https://thesaleswhisperer.com/blog/andy-paul-2)
[](https://thesaleswhisperer.com/blog/anthony-parinello)
[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)
## [Reach The C-Suite To Sell More: Anthony Parinello, Selling To ViTO](https://thesaleswhisperer.com/blog/anthony-parinello)
 [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)
Apr 07, 2014
\[ LISTEN NOW ON APPLE PODCASTS \]
[Read more](https://thesaleswhisperer.com/blog/anthony-parinello)
[](https://thesaleswhisperer.com/blog/jon-benson-video-sales-letter)
[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)
## [Jon Benson Shows How To Use Video Sales Letters To Triple Your Leads](https://thesaleswhisperer.com/blog/jon-benson-video-sales-letter)
 [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)
Nov 04, 2015
Sales Tips you'll learn in this episode of The Sales Podcast... The power of the video sales letter...
[Read more](https://thesaleswhisperer.com/blog/jon-benson-video-sales-letter)
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