A lot of sales training suggests that when a prospect says, “We are happy with

Fear hinders many in sales to not reach their potential. Much of that fear is absurd. And

Lots of stats are thrown around every day regarding sales… how many calls or

Some salespeople use the “Your Baby is Ugly” approach. It directly tells

One simple way to get people to actual keep their commitments is to attach time frames

Email can be an effective tool in prospecting, when used the right way, not the spammy

If a salesperson doesn’t believe in what they sell, how could they possibly

This was a situation I encountered the other day. A waitress made several sales mistakes

Ben Gay’s accomplishments as a sales pro, speaker, author, and trainer are unmatched. Today

There are hundreds of millions of dollars left on the table every day simple because

Too many sales calls start out with “I’m just touching base to see how

An article in Men’s Health magazine discussed how “Words, wielded wisely,

Brandon Bornancin is a serial salesperson, entrepreneur, speaker, author and strategist

When a prospect or customer raises a concern, and then they hear a tired, old objection

Objections are inevitable in sales. A great way to handle some is to address them

Oren Klaff, author of the million-copy-selling book, “Pitch Anything”

A type of approach that gives sales a bad name in general is misrepresenting the

For many salespeople, their lack of production is not for a lack of being busy. It’s

Trial attorneys need to be master influencers, and “sell” in many different

We can learn how to be better at sales by observing and studying other professions. Police

One of the biggest fears of salespeople–or anyone–is hearing NO. Our

Here’s a question that is proven to unlock creativity and possibilities in

Over the years Art has attended hundreds of sporting events while on the road doing

Picking up on the theme from the previous episode, there are indeed dumb questions

Perhaps you’ve heard the old saying, “There’s no such thing as

Art was at a concert where Billy Joel and Elton John performed together. They both

We plan the things that are important to us. Like what we’ll do on the weekend. Do

An objection that is ALWAYS caused by a salesperson is “I don’t need

Your opening is THE most important part of any sales or prospecting call. Yet most

Many salespeople think that they need to drop their price, or have the lowest prices

In this episode I share a cold calling opening suggestion I found in a post online. As

Here’s a sales question, that according to people in the car business, causes

There has been a lot of false and misleading advice spread about sales and prospecting,

There are many similarities between poker and sales. Art had the opportunity to be

Warren Buffett is a big believer in turning setbacks into opportunities. Which is

It’s essential for us to have value statements for our prospects IF we want

Hard sell, “pitchy,” pushy sales reps give us all a bad name. They are

If you ever have prospects who say they are going to shop around with your competitors,

One myth that has been around for a long time, is that the first prospecting call

A fundamental mistake that many salespeople make is that they sell the way they want

Want to know the secret of those who get the biggest sales, and typically bring in

Every kid is a born salesperson. And, we can learn a lot by remembering how we reacted

Today’s guest is one of the most successful real estate professionals in the

Many salespeople make the mistake of asking about a potential buyer’s budget.

Unfortunately, many people still think they need to “Get past the screener”

Sales situations are around us every day, and we can learn lessons from them when

A go-nowhere approach that many salespeople use is when they are assigned names,

Recruiting at a high level is the ultimate practice of sales. Prospecting, getting

If your sales process involves sending out samples and demos–or even proposals–

There are a few worthless phrases and questions that salespeople use at the end of