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

It’s harder than ever to get people to reply to voice mail and emails. Most

The quality of your question determines the quality of your answer. Many sales and

Hearing “I want to think about it” from prospects is often frustrating,

“Rules are meant to be broken” is a saying that might apply to some things.

Best-selling author, Bob Burg, discusses lessons we can all use from his newest book,

The top earning salespeople listen at a different level. They listen for the “lean

Nothing has ended more prospecting calls than the words, “I’m not interested.” Or,

This past weekend I attended a regular meeting of a marketing and business mastermind/coaching

We turn conventional sales belief and practice upside down in this episode. It’s

Most sales and prospecting voice mail messages get deleted because they are awful.

Art receives a call, on-air, from the clueless cold caller, Al Smolski. Al makes

Many salespeople give away pure profits unnecessarily. It’s when they hear

Many salespeople talk too much about their products/services, dumping on prospects

To be really successful in sales, being “good enough,” or doing a “good

One of the most worthless things to say at the beginning of a call to a prospect

In today’s impersonal digital world, would you like a little something that

Should you start out your phone calls with the “How are you today?” question?

The size of your thinking is the most important component that determines your sales