http://smartcalling.training/objections/Objections are inevitable in sales. A great

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

Every business is a sales business. Hear how this young entrepreneur, Tommy Mello,

Fear is a motivator. And you can use fear, professionally and ethically in sales.

We operate in an instant-gratification, ADD-affected environment. For most people,

Many people view attempts to sell them with skepticism. And rightfully so, since

When many people hear, “Why should I buy from you?”, they reply with

Most people don’t like to hear “no.” But what is worse is hearing

If you’ve been in sales for more than a few months, you likely have experienced

This sales question is often used inappropriately, therefore it fails, and comes

Many sales are lost–or not even started–because of an issue with money

The word “script” in sales stirs lots of emotion, both for and against.

Dan Hoemke gives the unique sales perspective from not only having been a top producing

There is more free sales advice than ever available. Some of it is great. Some of

Art takes an actual opening statement/voicemail message submitted by a client, breaks

If you THINK you sell the same thing as everyone else, you do. The result of that