The ability to speak and communicate masterfully is one of our greatest assets in

What you ask, and say leading up to your presentation of price has everything to

In this episode Art answers a couple of questions from fellow sales pros. They focus

David Newman is the author of the great new book, “Do It! Selling: 77 Instant-Action

Too often sales reps suffer from call avoidance and fear of rejection because they

Everyone wants to save money, but most people ignore the overused term, “We

Often the simplest words, phrases, and actions can have the greatest impact on others. Here

Many follow-up attempts die with the first words out of the mouth of the salesperson

Art goes on a bit of a rant today, commenting on an article about the lack of soft

Too many sales calls wander aimlessly and end without accomplishing anything. Often,

The fear of hearing “no” prevents activity and sales more than anything

It’s a psychological principle that people’s desire for things increase

Many sales opportunities are lost due to the bad choices of words that salespeople

The old saying is true: “The fortune is in the follow up.” BUT, only

A common complaint of salespeople is that prospects don’t move. They don’t take

A special Thanksgiving message today about gratefulness, that actually should be

Many prospecting calls start with, “Are you the person there who handles the

There is no magic pill, secret sauce, or easy button in sales, although many seek

Something that anyone who has ever made a prospecting call has experienced is the

Fear is one of the strongest human motivators. It causes people to take massive action,

It’s always better to let people tell you what they want, and sell themselves

In sales, too often the salesperson’s emphasis is self-centered, with the focus

We all love to hear from prospects who contact us and seem ready to buy. Some are

Asking “What is your budget?”, or “Do you have anything left in

The biggest problem in sales is people presenting what they want to sell, without

Many sales calls are doomed because the sales rep told himself so before the call. You

Many jobs that aren’t considered sales, actually involve a lot of selling. Casino

When people fail at sales, and when individual calls are not successful, the fate

As the intro to the show states, “everyone sells every day,” regardless

Some suggest that in sales we never ask a question to which someone can respond with

Sales reps create more objections than were ever there to begin with. They do so

Many sales are lost due to non-existent, or poor follow-up. Art shares an example

The fear of rejection is what stops many salespeople from being successful, and has

Far too many people have the “I, I’s,” meaning they mostly talk

In this episode Art reviews an opening from a sales pro who when through his Smart

As everyone in sales has experienced, lots of things have changed the past couple

A question used by some salespeople at the end of their discovery is, “What

Art answers a question about if, and when to drop the names of other clients when

There are many similarities between professional sales, and what police detectives

Most salespeople get the question, “What’s this in reference to?”

In sales, our words are our tools. They can craft a masterpiece, or totally botch

Although selling and prospecting, when done professionally, is not a pure “numbers

Every successful salesperson has figured out a way to get, and stay motivated. Even

Everyone negotiates almost every day. Knowing some basic strategies and tactics can

As Art found out on a sales call he received, the tired, old, scripted “Feel-Felt-Found”

Most people don’t want to be viewed as that “salesy” salesperson. And

If we react properly to what the prospect is trying to tell us, they will give us

The reality is that a lot of the math we go through in high school and college is

Like it or not, the reality is that we are all judged every time we speak. The good

A situation most people who prospect by phone have experienced is the immediate,