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,
Everyone who prospects for new business has heard, “We’re satisfied with
On the popular medical drama TV series from a few years ago, the surgeons would always
I found an online article suggesting many lies and deceitful tactics that salespeople
Many times salespeople end up dropping their price, and it is a direct result of
Here are three subtle, but powerful persuasion techniques–that likely have
In this episode, Art went into his vault and found some sales tips he first shared
Remember in the movie, Jerry Macguire, Tom Cruise’s impassioned make-up speech
This is a training session on how to easily develop your own interest-creating cold
The wildly-popular show, Seinfeld, used a type of humor that made it easy for us
Using Stu Heinecke’s “Contact Marketing” campaigns, he, and his
The way some salespeople–or people in general, for that matter–communicate,
Ever have a prospect go silent on you? Tired of sending countless emails and
Sam Richter is recognized as the world’s leader in how to use the Internet