Category Archives for Uncategorized

058 This Sales Question Should Require a Permit

Here’s a sales question, that according to people in the car business, causes accidents during test drives. Hear what it is, why it works, and how you can adapt it to your own sales situations. Listen to the Quote of the Day at [5:30]   The Book Mentioned in this Episode ______________________________________________________ Listen by Clicking […]

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057 GUEST: Sales Truth, with Mike Weinberg

There has been a lot of false and misleading advice spread about sales and prospecting, and what does and does not work. Mike Weinberg has stepped up and called BS on a lot of it, in a big way, in his new book, “Sales Truth.” In this episode, he shares with Art some of the […]

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056 Sales Lessons from a World Champion Poker Player

There are many similarities between poker and sales. Art had the opportunity to be at a dinner with world champion poker player (and author, and Celebrity Apprentice finalist) Annie Duke. Annie shared her thoughts on “tilt,” “bad beats,” and other ideas that are directly applicable to our sales success. Listen to the Quote of the […]

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046 Asking About Their Budget Actually Loses Sales

Many salespeople make the mistake of asking about a potential buyer’s budget. Which typically gets a response similar to, “We’ve already spent it.” Or, “There is no money available.” And a sale is lost. It doesn’t need to be that way. Hear what is most important, and how budget isn’t an issue for most people, […]

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045 Don’t Use These Cheesey Screener Tactics

Unfortunately, many people still think they need to “Get past the screener” in order to speak with a decision maker. Worse, there are trainers who teach this nonsense. Assistants (we don’t call them screeners) see through these tactics, and that pretty much ensures the salespeople never get through. You’ll hear what to avoid, and what […]

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040 How to Avoid Forcing People to Lie to You

There are a few worthless phrases and questions that salespeople use at the end of sales conversations that cause prospects to lie. They are things like, “Keep us in mind, OK?”, or, “Keep my number in case you need anything.” In this episode you will hear exactly what to do to avoid saying these things […]

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038 How to Use Fear to Sell

Fear is a motivator. And you can use fear, professionally and ethically in sales. You’ll hear the three areas in which you can create questions, using fear, to help people take action. Listen to the Quote of the Day at [6:13] Listen by Clicking Here (07:40) iTunesGoogle PlayShare Leave a ReviewClammr ItListen in a New […]

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037 How to Be Interesting to Distracted People

We operate in an instant-gratification, ADD-affected environment. For most people, listening to this nine-minute episode would be too much for them. When YOU do, you will hear some simple tips for dealing with your own distractions, and how to be more interesting to those whose attention you need in order to help them. Listen to […]

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036 Are These Sales “Tricks,” or Good Strategy?

Many people view attempts to sell them with skepticism. And rightfully so, since there is so much awful salesmanship being practiced every day. However, many things that are used by successful salespeople, marketers, negotiators as based on sound, scientifically-proven psychological and behavioral principles.  Which you should be using too, in your own efforts to help […]

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034 “Maybe’s” are Worse Than “No’s”

Most people don’t like to hear “no.” But what is worse is hearing a lot of “maybe’s.” In this episode, you’ll hear why, and what to do to hear fewer “maybe’s,” save time, and get more decisions, and “yes” answers in the process. Hear the Quote of the Day at [4:45]. Listen by Clicking Here […]

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033 Breaking a Sales Slump With Sports Psychology

If you’ve been in sales for more than a few months, you likely have experienced this. If you’re new, you probably will. It’s a slump. When nothing seems to be going your way. The good news, is that it’s temporary, IF you apply the right thinking. Hear how one sales rep modeled what Hall of […]

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027 A Prospecting Call Opening/Voicemail Makeover

Art takes an actual opening statement/voicemail message submitted by a client, breaks it down word by word, points out what is good, what is not, and then revises it. You’ll hear what not to do with your own call openings and voice mails, and what to include so that you can create interest and get […]

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026 How to Sell Your VALUE, not a Commodity

If you THINK you sell the same thing as everyone else, you do. The result of that usually is getting sucked into a price-dropping situation, which is not a profitable business strategy. In this episode you’ll hear tips on how to position the value of what you sell, so you don’t need to sell on […]

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024 How to Ask Better Questions, to Get Better Answers

The quality of your question determines the quality of your answer. Many sales and opportunities are lost, not because questions were not asked… but because GREAT questions were not asked. You’ll hear examples of weak questions, and the better alternatives, AND specific techniques you can use to ask your own great questions. Hear the Quote […]

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023 How to Handle “I want to think about it.”

Hearing “I want to think about it” from prospects is often frustrating, and too many times results in nothing ever happening. Sometimes people DO need to think about it. Other times they are just procrastinating and can move forward more quickly. And yet other times they are just getting rid of you. In this episode […]

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022 My 9 Unbreakable Rules of Sales

“Rules are meant to be broken” is a saying that might apply to some things. But not sales. If you want to sell successfully, conversationally, and ethically, I have nine rules that should not be broken. Hear them, and what you can do right now to get more success in all of your sales situations. […]

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019 How to Respond to “I’m not interested.”

Nothing has ended more prospecting calls than the words, “I’m not interested.” Or, variations of it, like, “We’re all good.” Or “We’re happy with what we have.” But, most salespeople who get blown off the phone by these things don’t understand that these are NOT real objections. Prospects WILL stay on the phone with you, […]

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017 Guest: “Go for No” Co-author, Andrea Waltz

We turn conventional sales belief and practice upside down in this episode. It’s normal for salespeople to want to avoid no. In fact, the fear of it is what causes many to avoid calling, which means they have zero chances of making sales. Andrea Waltz suggests that we “go for no,” which is also the […]

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014 What to Say to Avoid Dropping Your Price

Many salespeople give away pure profits unnecessarily. It’s when they hear what is actually just a price comment or statement, and then feel compelled to drop price, or get into a price negotiation. In this episode you’ll hear the difference between price statements/comments and real objections, and exactly what to say in those situations so […]

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013 How to Avoid Data Dumping and Creating Objections

Many salespeople talk too much about their products/services, dumping on prospects with things that are not of interest. And that creates objections. In this episode you’ll hear how to avoid data dumping, and what TO do instead. Listen by Clicking Here (09:21) iTunesGoogle PlayShare Leave a ReviewClammr ItListen in a New WindowDownloadSoundCloudStitcherSubscribe on AndroidSubscribe via […]

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012 “Good Enough” Does Not Cut It in Sales

To be really successful in sales, being “good enough,” or doing a “good enough” job doesn’t cut it. Hear how going the extra mile is the secret of the top performers and earners. Listen by Clicking Here (08:09) iTunesGoogle PlayShare Leave a ReviewClammr ItListen in a New WindowDownloadSoundCloudStitcherSubscribe on AndroidSubscribe via RSSListen on iHeartRadio Get […]

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011- What to Say Instead of “Just Checking In”

One of the most worthless things to say at the beginning of a call to a prospect or customer is “I’m just checking in with you.” (The “Probation Officer” call.)  Or, another variation is the “Baseball Opening,” which is “I’m calling to just touch base.” These openings go nowhere, and actually are disrespectful of the […]

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