Asking someone “Why?” they do or say something has the potential to put

Probably the biggest roadblock to success for most salespeople is the fear of rejection. But,

Someone who is always the victim has little chance to succeed in professional sales. Sales,

An objection some salespeople hear is, “I only want to pay if I get the results

A famous saying is that “You can’t NOT communicate.” Meaning that

Many prospects don’t want to abide by our timetable. They want to know what

An even bigger problem than losing out to a competitor is losing a deal due to no

The best way to get voice mails responded to, and create instant interest on prospecting

When a sales rep is told, “Just be yourself” on calls, instead of being

There is a difference between simple price comments, like, “Wow, that’s

Most sales training on objections contradicts how normal people think and speak.

The old mantra is that the ABC’s of sales are “Always be closing.” Not

Success in sales, and life for that matter, does not rely on having more information.

Voice mail can help make a positive impression, create curiosity and interest, or

If you browse LinkedIn, you’ll see lots of -new-to-the-scene “gurus”

In this episode Art addresses the topic of call reluctance among sales professionals,

Think about the last time you spoke with someone whose words were so foreign to you

A very simple–but not always followed–principle is that those who expect

Richard Weylman works with businesses worldwide, helping them create customer experiences

Today’s guest, Jason Bay, specializes in helping sales pros use outbound calling

Many people ask questions, then don’t even listen to the answers. It’s

Best-selling authors Bob Burg, and Jeff C. West have teamed up to write an excellent

The saying is that people buy from those they know, like, and trust. But, how is

There are many things we should not assume, in life, and sales. One thing we can

1. A Simple Question to Help Them Take Action- Episode 251 A common complaint

Most TV commercials are just plain dumb, and often annoying. However, one company

The not so secret, “secret” of the top achievers in anything is that

When someone whom you thought was a great prospect then goes silent on you, that’s

This popular episode is being presented to complement a free training webinar, “Get

Can you imagine someone being so impacted by a mentor that they write an entire BOOK

THE best way to deal with objections is to prevent them from coming up in the first

Many salespeople destroy any chan”langce of having a meaningful conversation–much

Most salespeople have a dream customer they would love to have, who would make a

So often when a sales call is reaching a dead end, the salesperson says, “Well,

When a prospect or customers says, “The timing isn’t right, right now,”

Art answered the coldest of cold calls, where the rep made four fatal mistakes in

The worst sales advice you could ever get is, “Just be yourself. Don’t

Salespeople often waste time with people who have no intention of doing anything

Lots of potential sales are squandered every day, with people who have actually proactively

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