It’s long been taught that we need to find the pain and solve it. Well, that’s

Using “how” questions is powerful in many parts of the sales process. Art

Negative assumptions in sales typically become reality. From whether it be the quality

In negotiating and sales, it often pays to create a scenario either much higher or

When you get an inquiry from a prospect, and they just seem too eager to get information

One way to get better at anything is to avoid the mistakes that cause failure. That

Here’s one of the most fundamental–but often not followed–rules

The correct word or two can and does make the difference between success and failure

If you watch Jeopardy!, you know of Ken Jennings, the winningest player of all time.

Most sales training has it all wrong about how to respond to resistance and objections.

This cold caller made several fatal mistakes, even before he picked up the phone. And

There’s a common, fatal, mistake committed by sales reps in their openings,

Some people suggest that on your calls you are simply natural, being yourself and

Art answers a question today from a listener about a scenario that many of us have

A popular debate is the one regarding whether to leave a voice message on a prospecting

A major flaw in most sales training is that the emphasis is placed on presenting

One technique that comics use to get laughs is the “callback.” It’s

Despite what many people think, the best sales pros are not those who specialize

Often the simplest techniques are the most effective. Here’s a conversational,

Most salespeople need to be proactive to be successful. However, we all appreciate

Victor Antonio is one of the top sales trainers in the business. In addition to being

Regardless of your political preference, no election result, politician, or the government

Most sales prospecting emails are horrible. They are ignored, or quickly deleted

We won’t diffuse resistance by telling someone they are wrong. That just strengthens

The old saying is that people buy from those they know, like, and trust. Today’s

Headsets.com is the leading provider of headsets in North America, having sold well

The only factor that determines whether or not you have a great day, is… ready

It is proven that the most read–and sometime the only read–part of direct

In tough economic environments, many sales reps fall into “cream skimming”

The horrific events of 9/11/2001 rocked the world, and changed many things in the

The reigning Women’s British Open golf champion, Sophia Popov, overcame many

Some people think you need to place 100 calls a day–or some ridiculous number–

Being busy, popular, and in-demand is good in business and sales. It can help you

Today’s guest, Laura Brandao, shares her journey from the call center to the

Words do matter. Especially in sales, and certainly on phone calls. An alternative

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