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

A lot of sales training suggests that when a prospect says, “We are happy with

Fear hinders many in sales to not reach their potential. Much of that fear is absurd. And

Lots of stats are thrown around every day regarding sales… how many calls or

Some salespeople use the “Your Baby is Ugly” approach. It directly tells

One simple way to get people to actual keep their commitments is to attach time frames

Email can be an effective tool in prospecting, when used the right way, not the spammy