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,

Most every salesperson who prospects has been asked, or will be asked, “Are

In a time where people are more connected to electronics, devices, and social media

Ok, it’s going to be the new year shortly, or perhaps it is depending on when you

This will certainly make some people mad–and they are the ones who need to

No one want to be subjected to, or sound like the typical stereotype of a salesperson. To

When we get a tough question, and answer it without first knowing why the person

Often salespeople speak with people in an organization who might not be able to give

Most salespeople have experienced the prospect who seemed hot at one point, but then

This week Art went into his golden vault of sales tips and methods and pulled out

Too many salespeople send samples/demos/links to content/proposals, and then wonder

Most voice mails from salespeople are ignored and deleted. Usually as a result of

Lots of opportunities are lost every day because one small detail is absent from

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,