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 Fame Major League Baseball pitcher John Smoltz did when he ran into a rough stretch of disappointing performance, and what you can do too.

Listen to the Quote of the Day at [7:54]

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032 This Question is Awful. Or Good. Depending on How It’s Used

This sales question is often used inappropriately, therefore it fails, and comes across cheesy or salesy.

However, when used at the right time, in the right way, or with a variation of it, it can be VERY effective.

Hear what to avoid, and how to use it to move more of your own sales forward.

Hear The Quote of the Day at [5:08].

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031 Is it YOU Who Has the Real Issue with Money and Price?

Many sales are lost–or not even started–because of an issue with money and price. The SALESPERSON’S problem with it, not the buyers.

If you think your buyers only buy on price, or that your prices are too high, you are already beaten. In this episode we cover what you need to do and think in order to sell at your full price, and deliver tremendous value to your buyers.

Hear the awesome Quote of the Day at [6:20].

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030 Scripts: Why and How You MUST Use them to Be Successful

The word “script” in sales stirs lots of emotion, both for and against. But, the only possible way to be successful in sales, or any performance activity, is to use them.

In this episode you’ll hear the why, and how and where to use them to be successful in your own selling.

Hear The Quote of the Day at [9:37]

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029 CEO Guest: Dan Hoemke Shares How to Sell to the Top

Dan Hoemke gives the unique sales perspective from not only having been a top producing sales executive at large companies, but also the CEO of an insurance giant.
Dan reveals what is important when selling to the top, the “secrets” to getting through, and the mistakes to avoid.
[2:29] How Dan got his start in sales
[3:55] What he learned from selling men’s clothing while still in school
[6:34] The young cocky sales rep gets schooled, and learns from it
[11:42] Don’t send proposals when they are not warranted
[12:29] Art shares his own RFP learning mistake/moment
[14:09] How Dan won the General Electric account by ignoring the regular procurement protocol
[16:49] Golden response to an early “Send a proposal” request: “I’d be reluctant to put a proposal in front of you that was not worthy of your consideration.”
[19:32] A military concept that is invaluable for sales leaders and pros
[21:14] So HOW did salespeople get access to Dan Hoemke, the CEO?
[25:48] One of the most unique tactics a salesperson used to get through to Dan
[27:35] Dan’s advice for today’s salespeople when reaching out to new prospects
[31:36] What is essential about asking questions at a high level
[32:26] You should be familiar with “The words, the music, and the dance.”
[34:10] Dan’s “Quotes of the Day”

Dan Hoemke has more than 25 years of experience, primarily in the healthcare and insurance industries, in sales, C-level top management, and management consulting for several top organizations, including serving as Western U.S. President & CEO for Humana Healthcare. Today he is Chief Business Officer for BaseHealth, Silicon Valley healthcare analytics company and serves in a variety of advisory and consulting roles helping to build high performing sales and account management organizations.

Contact Dan at Hoemke@BaseHealth.com or Dan@NineOars.com.
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028 RANT: Beware of Bad Sales Advice that Can Harm You

There is more free sales advice than ever available. Some of it is great. Some of it actually creates “no’s” and other collateral damage.

For example, nonsense on scripts, going for a meeting in a call opening, sales being just a numbers game, and more. In this episode, you’ll hear Art going off on these topics, and more. Plus, he’ll give you suggestions on what TO do instead.

Hear the Quote of the Day at [15:09]

Get your FREE copy of Art’s “How to Place the Successful Sales and Prospecting Call” book mailed to you. Click here.

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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 prospects engaging with you.

Hear the Quote of the Day at [8:42]

Get Art’s Smart Calling book, and free bonus training here.

Get Art’s Smart Calling Prospecting Course here.

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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 price, and get your full price every time.

Hear the Quote of the Day at [7:07]

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025 How to Get Responses to Voice Mail and Email

It’s harder than ever to get people to reply to voice mail and emails. Most messages get ignored and deleted. Yet, a few DO get responses.

In this episode, you’ll hear FIVE proven methods you can use in your own messaging to get people to reply to you.

Hear The Quote of the Day at [7:58]

(Get the free book Art mentioned at FreeSalesBook.com)

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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 of the Day at [5:50]

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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 you’ll hear how to identify the prospect’s intention, and how to respond to get movement quicker.

Listen to the Quote of the Day at [7:12]

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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.

Listen to the Quote of the Day at [9:55]

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021 Guest: Bob Burg, co-author of “The Go-Giver,” and “The Go-Giver Influencer”

Best-selling author, Bob Burg, discusses lessons we can all use from his newest book, “The Go-Giver Influencer.”

He shares his Five Secrets of Genuine Influence which we can use in sales, and all areas of life.

And you’ll hear his one sentence that is guaranteed to prevent misunderstandings.

You can go to The Go-Giver Movement website and immediately download the special report, Endless Prospects: The Go-Giver Way, and the sample chapters from his and John David Mann’s newest book, The Go-Giver Influencer, as well as their international bestseller The Go-Giver (and their other books).

Listen to the Quote of the Day at [42:09]

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020 When You Hear These, They Are the Reasons Someone Will Buy

The top earning salespeople listen at a different level.

They listen for the “lean in” comments from prospects and customers. These are things they say that can tell us exactly what it will take to help them buy.

Yet, many salespeople hear them, but don’t even realize it.

You’ll hear exactly what these are, and how to react to them so you can get more sales and appointments.

Listen to the Quote of the Day at [6:00]

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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, and ultimately agree to meet with and buy from you, when you respond the right way.

In this episode you will hear what these prospect responses really are, and exactly how to reply so you keep them talking, get them interested, and ultimately buying from you.

Hear the Quote of the Day at [8:53]

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018 (Personal story) What I Did This Weekend that You Can Use Too

This past weekend I attended a regular meeting of a marketing and business mastermind/coaching group I belong to.

I have three days worth of ideas and best practices that I could use. But I won’t. Here is what I need to do, and you should too in order to achieve the highest goals you’d like to reach.

Hear the Quote of the Day at [9:28]

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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 title of the book she co-authored with her husband, Richard Fenton.

You’ll learn how to totally change your mindset regarding “no,”  why you should actually seek them out, and how when you do in a big way, will get more “yes” answers than you ever imagined.

Here are the highlights:

How “Go for No” originated [3:17]
Why most salespeople fear “no,” (the three groups) [6:09]
The new model for viewing no’s, and your resulting success [8:41]
How to change your mindset [11:08]
Why we should have “No Goals”  [14:45]
Can you still have quantity of calls AND quality calls?  [19:07]
The Five Failure Levels (and why you should aim high)  [22:38]
Andrea’s Quote(s) of the Day  [26:31]
Get the “Go for No” book, see their courses and other offers, their blog, hire them for keynote speaking, and more at GoForNo.com.
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016 Voice Mail: What to Avoid, and Say to Get to More Buyers

Most sales and prospecting voice mail messages get deleted because they are awful. Some are in the gray area of credibility. Others are flat out deceptive.

Yet, skilled salespeople understand the effective way to use. And that’s what we cover in today’s show.

Here are the highlights:

The Emotions Created by Voice Mail Messages [5:32]

  1. No Interest at all. They instantly identify the caller as a salesperson and have no interest at all in whatever the salesperson was pitching.
  2. Very excited. They instantly know there is something in it for them and are excited (i.e., a potential customer calling them).
  3. Curious and open. They are curious about possible value the caller hinted at. They feel there just might be something in it for them. Even though they believe it is a salesperson, their mind is more on what they might get.
  4. Curious but skeptical. They are somewhat curious, but very skeptical about what the caller wanted, since there wasn’t much communicated. It might be a salesperson, then again it could be a prospect or customer. They don’t know for sure, since the message was brief, and very vague.

Possible Voice Mail Message Outcomes [10:10]

  1. No call back.They might not even listen to the entire message. They would never want to talk to this person and will avoid their calls in the future. Delete. And by the way, if a bad voice mail message is not returned, damage still could be done. It can negatively reflect on that company, since the name usually appears on caller ID>
  2. No call back now, although they are open and somewhat curious about the message. But they do not feel compelled enough or see enough urgency or value to call, although they might be open to hearing more. It’s like that email we let sit in our inbox to get to at some point.
  3. A call back, and they become engaged in the conversation. That’s because they see some value in doing so, either confirming their feeling that they might gain something, or avoid some pain or loss.
  4. A call back, and within seconds of realizing the caller’s motives, they feel duped. They feel taken… tricked because they realize the caller is a salesperson that has nothing of value for them and was deceptive with his message.

The Smart Calling Voice Mail formula.  [19:24]

  1. Identify Yourself and Company.“Hi Mike, I’m Pat Stevens with Executive Financial.”
  2. Use Your Smart Intelligence. “I understand that your firm is aggressively making a push this year to take on more high net worth clients…”
  3. Your Possible Value Proposition.“We work with many advisors nationwide in providing unique options that are very attractive to that segment. They tell us it helps them attract more clients, as well as helping them grow their existing business.”
  4. Engagement.“I’d like to ask a few questions and see if I could provide you some information…”
  5. Conclusion. “I will call you again Friday morning. If you’d like to reach me in the meantime, I’m Pat Stevens with Executive Financial. My number is 800-555-9898, I’ll repeat that, 800-555-9898. And my email is Pat@EFinancial.com. Thanks.”

Resources Mentioned

16:00 Seamless.ai.   You’ll never have to worry about finding prospects, AND their verified phone numbers and emails, and instant details about them and their companies. Sign up for a free account and see for yourself.

15:33 The Smart Calling Sales Intel Engine. This is sales intel expert, Sam Richter’s amazing tool that takes away any excuse for doing call research. The relevant intel you can uncover within seconds is mind blowing. I recommend any salesperson who is serious about placing quality calls, and as a result, their success, invest in this piece of wizardry.

The Social Engineering Process. See Art’s step-by-step process for doing Social Engineering for getting great sales intel in real time from people close to your decision maker.

List to the Quote of the Day at [23:48]

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015 Art is Called by the Clueless Cold Caller, Al Smolski

Art receives a call, on-air, from the clueless cold caller, Al Smolski.

Al makes every mistake in the book, and Art gently schools him and what he’s doing wrong, and what he should do instead at the opening of prospecting calls.

We’re not sure if Al gets it yet, but you can learn from it in this episode.

Hear the Quote of the Day at [8:54]

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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 you can always get your full price.

Hear the Quote of the Day at [11:58]

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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.

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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.

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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 other person’s time.

In this show, you will see what you can say in order to deliver value, pique curiosity, and not be viewed as a typical salesperson. You’ll get three methods by which you can create your unlimited supply of value-added reasons for calling someone.

Listen to the Quote of the Day at [12:54]

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010 Guest: Jim Domanski. “Sending Notes to Stand Out, and Make a Major Personal Impact”

In today’s impersonal digital world, would you like a little something that would help set you apart from your competition?

Something that gets you noticed? Something that gives you a distinct edge? Something simple, different and easy to implement that makes selling just a bit easier, faster and more effective?

Our special guest, sales trainer and consultant Jim Domanski shares details about the solution. It is as simple and as powerful as a physical written note that you actually send in the mail. He covers,

    • Five+ major benefits of sending notes
    • The psychological power–and result of–of sending a note
    • Who should receive your notes
    • Six ways to send notes
    • What NEVER to do when sending note
    • Seven tips for sending notes that have impact..
      …and much more.

Hear Jim’s special Quote of the Day at [45:40]

About Jim DomanskiThis image has an empty alt attribute; its file name is Screen-Shot-2018-12-27-at-7.50.45-AM.png

For over 25 years Jim Domanski has been Owner and president of Teleconcepts Consulting … a firm that helps businesses use the phone more effectively and profitability to generate leads and sell more products and services.     With clients in Europe, Canada and the US, Jim  provides telephone sales consulting, training and coaching.  He is well known for his common sense approach to telephone selling.  He is the author of four books on tele-sales skills and telesales management and coaching.

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009 – “How are you today?” – Use It, or Not?

Should you start out your phone calls with the “How are you today?” question? Or ANY small talk?

Some people say, that just screams out “Salesperson?”

Others say, it eases into the conversation.

In this episode we look at both sides of the issue, hear what other sales pros have to say about it, and provide alternatives to use if you want to break the ice at the beginning of your calls.

Listen to the Quote of the Day at [16:20].

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008 Size DOES Matter as it Relates to This

The size of your thinking is the most important component that determines your sales success. It affects all areas of your potential, from the size of the potential customer you feel you can pursue, to the amount of money you make, you will never rise above your level of thinking.

This episode shows you how to think, and achieve at levels surpassing where you’ve never been before.

Listen to the Quote of the Day at [19:28]

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007- The Most Important Sales Skill Everyone Uses Every Day

The most important skill in being wildly successful in sales–and in most human interactions– is not talking, but listening. Everyone knows how to do it, but most do it poorly. In this episode you’ll hear the “Two P’s of Listening” and when you implement them, you will have more sales success.

Hear The Quote of the Day at [8:32]

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006- Close More Sales Without Using Goofy Closing Techniques

The words “close,” “closer,” and “closing” are synonymous with sales. However, many people have it all wrong when it comes to closing, and that results in NOT getting the sales.     Often the focus is on closing “techniques” which is NOT the key to actually closing more sales. You’ll hear what you should do, and how, to actually close more, without using goofy closing techniques.

Hear the Quote of the Day at [7:29]

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005 – How to Get Through Gatekeepers and Screeners; DON’T

Lots of conventional sales material says to “get past” the gatekeeper, or is about “going through” the screener. And that is bad information, which actually salespeople to get shut down and turned away.

You’ll hear the professional, authentic way to deal with assistants, and how to get them working WITH you, instead of against you.

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004 – How to Never Be Rejected Again

The fear of rejection is what stops many salespeople from being successful, and has prevented many others from even getting into sales. It should not, and does not need to be that way.

Art discusses what rejection really is, how you can avoid it, never feel rejected again in sales, and even accomplish things when you get no’s.

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003 – The “Cold” is Dead, But Not the Calling; How to Prospect the Smart Way

“Cold” calling is indeed dead, and should never be done. There’s no reason to, other than laziness.

However, the calling for new business IS very much alive, and being done in the Smart way by salespeople to generate massive amounts of new business.

Hear what should be avoided, and what to do so you can Smart Call to get through, get in, and sell to more interested buyers.

(Resource mentioned: Smart Calling)

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002 – How to Get People to Do What You Want–Without TELLING Them to Do It

When you tell someone what you thing they should do or think, and they haven’t gone there yet with their own thinking, AND if the suggestion is off-target, the natural reaction is resistance. Which is exactly what many salespeople do every day.

Here’s what you can and should do instead in order to help people to take the action you want, and have them feel good about it, even thinking it was their idea.

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001- Stop Talking About Your Thing

Many sales reps create objections by talking about their “thing.” People don’t buy things, they buy results. Listen as Art explains how to define your results, why and when your buyers want them, and how to use them to get more people buying.

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The Art of Sales Show Introduction- What you’ll get and how you’ll benefit

You’ll hear exactly what will be covered in the show and how you’ll be able to use it in your sales and prospecting, AND everyday life. You’ll hear what sales really is, and is not. Art gives a brief professional and personal background summary.

Subscribe now so you don’t miss any of the upcoming value-packed episodes.

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