156 GUEST: Increasing Sales In Just 5 Minutes a Day, with Alex Goldfayn
Some people think you need to place 100 calls a day–or some ridiculous number–
Some people think you need to place 100 calls a day–or some ridiculous number–
Being busy, popular, and in-demand is good in business and sales. It can help you
Today’s guest, Laura Brandao, shares her journey from the call center to the
Words do matter. Especially in sales, and certainly on phone calls. An alternative
When things don’t go according to plan, as has been the case for everyone over
If you want to be successful in sales, you need to be effective with follow-up. Far
As Art has always taught, trying to “overcome” objections with slick
It’s amazing that there still are people believing and teaching nonsense about
Ten years ago Art did a keynote presentation to an American Association of Inside
“Cold” calling is dumb and has little chance of success. Doing Smart
Most sales prospecting voice mails create resistance (like the one in the last episode.) But,
You might not believe what you hear in this cold call voice mail. The caller makes
One of the biggest challenges in prospecting is actually getting through to and having
Getting new business has always been essential for any business. And for many today,
As we pull out of the pandemic and on the road to recovery, it will be more important
The “new normal” moving forward is, and will be dramatically changed
In today’s radically-changed environment, video meetings have become the norm.
Today, more than ever, success in sales relies on being authentic, and delivering
Yes, we should be prospecting in today’s challenging environment. But not in
Ben Gay, author of the classic and best-selling “The Closer’s”
Video is here to stay, and it is revolutionizing the way salespeople connect, prospect,
With adversity comes change, and with that, opportunities. It is always a matter
Yes, we should be calling our existing customers during this challenging time.
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