When things don’t go according to plan, as has been the case for everyone over

If you want to be successful in sales, you need to be effective with follow-up. Far

As Art has always taught, trying to “overcome” objections with slick

It’s amazing that there still are people believing and teaching nonsense about

Ten years ago Art did a keynote presentation to an American Association of Inside

“Cold” calling is dumb and has little chance of success. Doing Smart

Most sales prospecting voice mails create resistance (like the one in the last episode.) But,

You might not believe what you hear in this cold call voice mail. The caller makes

One of the biggest challenges in prospecting is actually getting through to and having

Getting new business has always been essential for any business. And for many today,

As we pull out of the pandemic and on the road to recovery, it will be more important

The “new normal” moving forward is, and will be dramatically changed

In today’s radically-changed environment, video meetings have become the norm.

Today, more than ever, success in sales relies on being authentic, and delivering

Yes, we should be prospecting in today’s challenging environment. But not in

Ben Gay, author of the classic and best-selling “The Closer’s”

Video is here to stay, and it is revolutionizing the way salespeople connect, prospect,

With adversity comes change, and with that, opportunities. It is always a matter

Yes, we should be calling our existing customers during this challenging time. 

What is much more important than techniques and processes as it relates to our sales

We have experienced more and different changes in our world in the past week than

How we effectively communicate with kids is similar to what we should do with prospects

It’s one of the simplest things we do every day, yet most people don’t

You’ll hear a recording of an actual prospecting call Art received. There was

In the movie “Boiler Room,” about an unscrupulous stock brokerage firm

Our prospects and customers receive thousands of marketing messages every day, and

You can make claims and statements about how great you, your company, and your products/services

Technology has provided amazing tools to us as salespeople. It also hinders people

Everyone knows how to listen. Yet, most of us do it very poorly. The highest performing

Art shares a prospecting call he received, and points out the numerous mistakes the

Most people would like to do better, and have more than where they are right now. Yet,

Salespeople, and businesses in general, often make two huge mistakes with the inquiries

A communication mistake many people make is assuming others know what we know. This

Salespeople often leave a lot of money on the table because they are uncomfortable

Everyone would like the “Easy” button for most things. And like with

There are many people who treat what they do as just a job. The highest earners are

Most things that salespeople hear from prospects regarding price are not real objections.

Closing is not, and should not be about techniques or hard sell manipulative tactics.

The people who directly interact with prospects and customers ARE the company to

Old school, cheesy sales advice suggests you should always assume the sale, and use

Too many sales are lost because the salesperson uses weak language. They wish for

If the title of this episode got your attention, you will be listening for the word

Some sales training goes overboard on its insistence that you use or don’t

Almost all of the locals are salespeople in Cabo San Lucas, Mexico, as Art observed

Often, using the most simple, conversational replies are the best ways to deal with

One of the best sales questions Art has ever heard was from the old TV show, Ally

Sometimes prospects ask salespeople extremely technical, or outrageous questions

Do you tend to put things off? How does that work out for you? Procrastination rarely

It should be obvious that inquiries are your best source of new business. Yet sales

Salespeople waste a lot of time needlessly by easily giving in to something like,