204 GUEST: How to Look Them in the Eye Through Video, Build Relationships, and Sell, with Julie Hansen
While video has become a big part of the lives of many sales pros, most do not
While video has become a big part of the lives of many sales pros, most do not
To be relevant in today’s noise-filled sales world, we need to customize and
Art reviews the opening statement of a sales rep who made a number of mistakes in
There’s a saying in golf that when a golfer doesn’t have the skill or
In today’s sales and marketing environment, in order to have any chance of success
Art shares an experience where he was the customer at a small clothing boutique in
The key to cutting through all of the noise and clutter you are competing with every
It’s a simple psychological principle that we all believe more of our own thoughts
Regardless of whatever you have experienced to this point in your life, or your net
Olympic athletes have achieved their levels through lots of hard work and practice. There
Many sales reps blow it after they finally get a meeting with a prospect, and then
Here’s a very simple, but powerful questioning formula you can adapt within
Art received a question from a listener about a lack of success with his prospecting
We need to plan our sales messaging for sure, but much of our calls rely on reacting
Many salespeople send out lots of horrible sales emails that quickly get deleted.
There are a number of mistakes at the start of calls and voice mails that actually
It’s not that tough to radically increase your performance and production.
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