Podcasts by The Art of Sales with Art Sobczak
Everyone sells, regardless of what your job title is, and this is your place for authentic, conversational sales and prospecting tips without the sleaze factor. Art Sobczak shares proven sales and cold calling (without the cold) tips that you’ll feel comfortable using, and that get the results you want. You’ll help people buy, instead of pushing them into being sold. Over the past 30 years Art has helped hundreds of thousands through his books, newsletters, audios, videos, online courses, public seminars, customized company training and keynotes, and now, this podcast.
Further podcasts by Art Sobczak, cold calling and sales trainer
Podcast on the topic Marketing
All episodes
279 Sales Lessons from a good TV commercial from 2023-12-07T15:03
Most TV commercials are just plain dumb, and often annoying.
However, one company understands sales and persuasive messaging, and gets it right. That's Fisher Investments.
In this ...
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278 How Millionaire Sales Professionals Think from 2023-11-22T09:51
277 Getting Ghosted, and Taking an Easy Order Share the Same Problem from 2023-11-09T16:52
When someone whom you thought was a great prospect then goes silent on you, that's the sign of a problem you could have avoided. It's actually the same problem that occurs when you take an easy ...
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276 ENCORE: How to Not Be a Cringey Creeper When Using Sales Intel from 2023-10-19T17:07
This popular episode is being presented to complement a free training webinar, "Get the Sales Meeting No One Else Can- Intel Secrets for Finding the Right Person, at the Right Time, with the Rig...
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275 GUEST: Sales Lessons of the World's Greatest Mentor, with Tim Rohrer from 2023-10-12T15:58
Can you imagine someone being so impacted by a mentor that they write an entire BOOK and publish it as thanks?
That's exactly what sales pro Tim Rohrer did with his sales manager. His boo...
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274 One Simple Question to Eliminate an Objection Before Hearing It from 2023-09-26T22:13
THE best way to deal with objections is to prevent them from coming up in the first place. One way to do that is to be sure you are only talking about what the other person is interested in.
... Listen
273 GUEST: Get Rid of Self-Destructive Sales Language and Replace it With Value, with Liz Wendling from 2023-09-14T21:19
Many salespeople destroy any chan"langce of having a meaningful conversation--much less a sale--by using language that creates immediate resistance.
Today's guest, Liz Wendling, is a sale...
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272 Change This to Get That Dream Customer from 2023-09-05T18:34
Most salespeople have in mind a potential customer that could make a real difference in their business, life, and income.
But, they are not a customer yet.
Why?
Usually, it...
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228 GUEST: Police Detective Interviewing and Interrogation Secrets, with Mike Butera from 2022-04-16T16:41:12
There are many similarities between professional sales, and what police detectives do in their interview and interrogation process.
Today's guest, Mike Butera, is a 24-year veteran of the Omaha ...
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227 A Template for Responding to "What's this in Reference to?" from 2022-04-08T13:11:33
Most salespeople get the question, "What's this in reference to?" from assistants, or others who protect the time of the boss.
The response either gets you screened out, or in.
Here's a s...
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226 How to Keep Your Vocabulary Simple from 2022-04-01T13:39:57
In sales, our words are our tools. They can craft a masterpiece, or totally botch up the job.
Art shares tips on how you can stir emotions and move people into taking action.
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225 How to Be in the Present When Doing Repetitive Calling from 2022-03-25T16:51:05
Although selling and prospecting, when done professionally, is not a pure "numbers game," it does require repetitive, QUALITY activity.
And with that, human nature can pull us into an assembly l...
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224 How to Motivate Yourself to Make Calls, Even During the Tough Times from 2022-03-19T23:05:37
Every successful salesperson has figured out a way to get, and stay motivated. Even during the tough times.
Art shares a number of proven tips to help you keep your attitude, and actions, operat...
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223 Negotiation Tips to Help Win More and Lose Less from 2022-03-12T15:41:22
Everyone negotiates almost every day. Knowing some basic strategies and tactics can help you to get more of what you want, lose less, and still help the other person.
Art shares a number ...
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222 A Conversational Alternative to a Tired Objection Rebuttal from 2022-03-04T15:26:01
As Art found out on a sales call he received, the tired, old, scripted "Feel-Felt-Found" technique is still being taught and used.
While the psychology behind it is sound, when it is used...
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GUEST: How to Sell, Without Selling Out (being salesy), with Andy Paul from 2022-02-24T21:45:54
220 How to Get the Buyer to Write Your Presentation for You from 2022-02-18T17:42:11
If we react properly to what the prospect is trying to tell us, they will give us the exact words to use to help them buy.
And it is NOT pitching. It is recognizing "problem trigger" word...
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219 This Simple Sales Math Should Be Taught in School from 2022-02-11T16:11:53
The reality is that a lot of the math we go through in high school and college is never used by most people.
What IS used more often is sales math.
You'll hear examples of how to u...
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218 You Are Judged on this Every Time You Speak from 2022-01-27T15:42:59
Like it or not, the reality is that we are all judged every time we speak.
The good news is that you control how you speak, sound, and what you say.
Here are some suggestions so th...
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217 What to Do After an Immediate Brush Off on a Call from 2022-01-21T14:02:56
A situation most people who prospect by phone have experienced is the immediate, "I'm not interested," or, "We're all good," followed by a hang up.
So, what should you do in this situatio...
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216 Answering the Assistant's Question, "Are you a salesperson?" from 2022-01-13T23:36:23
Most every salesperson who prospects has been asked, or will be asked, "Are you a salesperson?" by the decision maker's assistant.
How you answer determines if you will be screened out, o...
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215 Slow Down, Unplug, Take Interest, and Really Connect from 2022-01-07T16:37:29
In a time where people are more connected to electronics, devices, and social media than ever, we are actually less connected to fellow humans.
Today Art tells a personal story of an inte...
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214 Questions to Ask Yourself to Have Your Best Year Ever in 2022 from 2021-12-31T19:41:10
You can have what you want, IF you ask yourself the right questions, and act on the answers.
Here are questions to help you do just that.
(Get a transcript of these at Listen
213 Only YOU are to Applaud--or Blame--for your Situation, and What to Do Moving Forward from 2021-12-17T17:49:06
This will certainly make some people mad--and they are the ones who need to hear it the most: YOU, and your habits, decisions, and actions up to this point in your life have determined where you...
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212 Making Your Offer Without Sounding Like That Sales Guy from 2021-12-10T15:21:04
No one want to be subjected to, or sound like the typical stereotype of a salesperson.
To avoid that, what we do BEFORE making a recommendation is key.
You'll hear a simple, unique...
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211 How to Find Out the Reason Behind Their Question from 2021-12-03T15:49:08
When we get a tough question, and answer it without first knowing why the person asked it, we could dig a hole for ourselves. Salespeople do all of the time.
The best option is to find ou...
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210 Don't Take a "No" from Someone Unable to Give a "Yes" from 2021-11-19T15:32:12
Often salespeople speak with people in an organization who might not be able to give the final yes, but they do play a role in the sales process.
As tempted as we might be to go over them...
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209 How to Revive Leads That Have Gone Silent from 2021-11-12T15:13:59
Most salespeople have experienced the prospect who seemed hot at one point, but then went cold.
Art answers a number of common questions about this situation, and gives examples of what t...
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208 Brief Sales and Motivation Tips (possibly older than you) from 2021-11-05T14:43:06
This week Art went into his golden vault of sales tips and methods and pulled out lots of brief nuggets that will help motivate you, get you through more often, and selling more.
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207 Don't Send Anything to Prospects Without Asking This Question First from 2021-10-29T14:10:05
Too many salespeople send samples/demos/links to content/proposals, and then wonder why they are not successful on their follow up calls.
The reason usually is because of what they did NO...
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206 Why Your Voice Mails are Ignored, and What TO Say Instead from 2021-10-22T16:39:24
Most voice mails from salespeople are ignored and deleted. Usually as a result of the mistakes the salesperson makes with the message.
You'll hear these common mistakes to avoid, and what...
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205 The Simple Way to Get People to Do Things from 2021-10-15T17:46:02
Lots of opportunities are lost every day because one small detail is absent from conversations: agreeing on a time when something will actually happen.
In this brief episode you'll hear t...
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204 GUEST: How to Look Them in the Eye Through Video, Build Relationships, and Sell, with Julie Hansen from 2021-10-07T20:06:15
While video has become a big part of the lives of many sales pros, most do not use it as effectively as they could. And many more are just awful.
Julie Hansen, actor and sales author and ...
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203 How to Not Be Creepy When Using Sales Intel from 2021-10-01T13:04:39
To be relevant in today's noise-filled sales world, we need to customize and personalize our messaging so it is all about the prospect and customer.
Some say that is being creepy. It coul...
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202 A Review of a Prospecting Opening with Lots of Mistakes from 2021-09-22T01:01:24
Art reviews the opening statement of a sales rep who made a number of mistakes in his opening. This rep was calling on leads from a sales rep who had left the company.
And you'll hear wha...
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201 Don't Miss on the Amateur Side--in Golf and Sales from 2021-09-15T01:41:55
There's a saying in golf that when a golfer doesn't have the skill or confidence to aim and trust a putt by hitting to the higher side of cup's elevation, that they "missed on the amateur side."...
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200 GUEST: How to Sell Different, with Lee Salz from 2021-09-10T15:42:28
In today’s sales and marketing environment, in order to have any chance of success we must be able to cut through all of the noise, get attention, and stand out from the competition.
Toda...
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199 How a Two-Word Close Turned Into a $700 Breakfast from 2021-09-03T18:05:22
Art shares an experience where he was the customer at a small clothing boutique in Positano, Italy.
The salesperson only needed a couple of words, used several times, to win a very nice s...
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198 The Secret that Gets Calls Returned, and Gets You In from 2021-08-27T18:57:57
The key to cutting through all of the noise and clutter you are competing with every day is to make your message relevant. That means customizing, personalizing, and tailoring it for your prospe...
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197 A Type of Question Everyone Should Use Instead of Statements from 2021-08-19T12:32:17
It's a simple psychological principle that we all believe more of our own thoughts than what someone tells us we should think.
And more people should employ that principle in their sales....
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196 How Determination Shaped my Life, and Can Change Yours Too from 2021-08-13T16:40:24
Regardless of whatever you have experienced to this point in your life, or your net worth, education, or social status, one thing independent of all of that is one's desire.
If you want s...
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195 How to Perform Like an Olympic-Level Sales Pro from 2021-07-30T17:36:47
Olympic athletes have achieved their levels through lots of hard work and practice.
There are lots of similarities with sales pros.
Further, there's one specific area that sets apa...
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194 What to Say to Open Up Your Meeting to Get the Prospect Talking from 2021-07-16T17:44:28
Many sales reps blow it after they finally get a meeting with a prospect, and then just begin pitching their product. Which usually results in an objection.
Here is what to say instead to...
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193 An Incredibly Simple, Yet Powerful Question Formula from 2021-07-09T17:27:34
Here's a very simple, but powerful questioning formula you can adapt within seconds to help your prospects sell themselves, and explain why they should buy from you.
You only need to fill...
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192 A Detailed Answer About a Prospecting Problem from 2021-06-25T12:28:11
Art received a question from a listener about a lack of success with his prospecting opening. He shared what he was saying and asking, and Art gave a detailed recommendation about what he should...
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191 GUEST: How to Use Improv to Be More Effective in Sales, with Gina Trimarco from 2021-06-17T21:07:55
We need to plan our sales messaging for sure, but much of our calls rely on reacting and responding. But many salespeople find it challenging to get off script, be spontaneous, and think on thei...
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190 How to Get Results with a One-Sentence Email from 2021-06-11T15:18:59
Many salespeople send out lots of horrible sales emails that quickly get deleted. And that's If they even get opened. Most are way too long.
Here's a technique that uses simply one senten...
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189 Call Opening Do's and Don'ts from 2021-06-04T17:51:52
There are a number of mistakes at the start of calls and voice mails that actually cause resistance.
You'll hear a number of the common ones, along to what TO DO to create interest and br...
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188 How to Increase Your Production By 25% from 2021-05-21T13:06:43
It's not that tough to radically increase your performance and production. When you focus on doing the right things, you can see massive results.
Art shares three questions that will help...
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187 GUEST: How to Use Pain and Gain to Sell, with Dan Seidman from 2021-05-13T17:15:05
It's long been taught that we need to find the pain and solve it. Well, that's half right. According to guest expert Dan Seidman, gain is just as big of a motivator.
The key is how to ide...
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186 Here are 76 "How" Questions You Can Use from 2021-05-06T16:25:36
Using "how" questions is powerful in many parts of the sales process.
Art shares 76 "how" questions that you can use or adapt in your own sales situations.
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185 Negative Sales Assumptions Usually Come True from 2021-04-26T21:05:41
Negative assumptions in sales typically become reality. From whether it be the quality of a lead, or if someone is qualified to buy, if we assume negatively, we usually make it come true.
184 Mrs. Doubtfire, and the Theory of Contrast from 2021-04-23T15:20:02
In negotiating and sales, it often pays to create a scenario either much higher or lower than the one that you'll ultimately settle for.
In this episode, you'll see many examples of how t...
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183 If It Sounds Too Good to Be True, Question More from 2021-04-15T16:03:41
When you get an inquiry from a prospect, and they just seem too eager to get information from you right now, giving the impression they are ready to buy quickly, don't be fooled.
Here's w...
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182 Five Call Opening Mistakes that Guarantee Resistance from 2021-04-02T16:09:22
One way to get better at anything is to avoid the mistakes that cause failure. That is definitely true with sales and prospecting call openings and voice mails.
Art shares five of the mos...
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181 They Might Value Bags of Prepared Food Instead of Cooking from 2021-03-26T14:02:25
Here's one of the most fundamental--but often not followed--rules of sales: people buy what they value, NOT what you think is important.
Art shares an example from the grocery store, and ...
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180 Asking About "Feelings" vs. "Thoughts." Does it Matter? from 2021-03-12T16:18:13
The correct word or two can and does make the difference between success and failure in sales messaging.
But, words don't operate on an island, they are interpreted in the context of the ...
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179 Have the Attitude of this Jeopardy! Winner from 2021-03-05T17:00:43
If you watch Jeopardy!, you know of Ken Jennings, the winningest player of all time. But you probably don't know of the player who ended his legendary winning streak.
Nancy Zerg had the a...
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178 A Simple, Conversational Question to Respond to Resistance from 2021-02-26T15:59:29
Most sales training has it all wrong about how to respond to resistance and objections. Usually the suggestion is to come back with an argumentative rebuttal.
Instead, get the other perso...
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177 A Recording of a Cringeworthy Cold Call Art Received from 2021-02-18T19:38:33
This cold caller made several fatal mistakes, even before he picked up the phone.
And then he was arrogant, as you will hear.
You'll also hear exactly what he should have said to b...
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176 A Review of a Common Opening/Voice Mail Mistake, and What TO Do from 2021-02-12T18:44:46
There's a common, fatal, mistake committed by sales reps in their openings, and voice mails. That is trying to get before they give.
You'll hear a specific example of this in a call openi...
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175 Script it, or Wing It? from 2021-02-04T19:19:58
Some people suggest that on your calls you are simply natural, being yourself and let things flow. Others suggest you script out everything you say.
Neither is totally possible.
Su...
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174 Q&A: What to Do When Your Contact is Not the Final Decision Maker from 2021-01-26T00:00:24
Art answers a question today from a listener about a scenario that many of us have encountered: How do you handle it when your contact is not the final decision maker, and that person does not w...
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173 Yes, You Should Leave a Prospecting Voice Mail; Here's What to Say from 2021-01-22T14:40:59
A popular debate is the one regarding whether to leave a voice message on a prospecting call.
Art explains why it's beneficial and important, BUT to leave a good one, that also leaves a q...
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172 Your Benefits Probably Aren't from 2021-01-15T15:31:33
A major flaw in most sales training is that the emphasis is placed on presenting the "benefits."
The problem is that benefits are not universal, and only have value when it is perceived b...
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171 Use a Stand-Up Comedy Technique to Sell More from 2021-01-08T15:55:53
One technique that comics use to get laughs is the "callback."
It's referring back to something specific that got a laugh earlier.
You'll hear how it's used, and how you can use it...
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170 This Guy Was TELLING, Not Selling from 2020-12-17T17:35:36
Despite what many people think, the best sales pros are not those who specialize in talking a lot.
You'll hear about the rep who called Art and spoke for over two minutes straight, TELLIN...
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169 A Simple, Conversational Way to Respond to an Objection from 2020-12-09T16:11:54
Often the simplest techniques are the most effective.
Here's a conversational, natural way to respond when you hear an objection that will get the person talking, and often talk themselve...
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168 GUEST: How to Generate Inbound Leads and Build Authority, with Sam Dunning from 2020-11-20T13:48:24
Most salespeople need to be proactive to be successful. However, we all appreciate being contacted by interested prospects who seek us out, and want to talk about our products/services.
S...
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167 GUEST: Sales Trainer and Speaker Extraordinaire, Victor Antonio from 2020-11-12T20:28:34
Victor Antonio is one of the top sales trainers in the business. In addition to being a compelling speaker and motivator, his methods are real world, conversational, and based on psychology and ...
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166 Election Results Never Matter as Much as This Regarding Your Destiny from 2020-11-05T17:23:37
Regardless of your political preference, no election result, politician, or the government will ever affect your destiny and success as much as YOU do.
Want change? Change yourself.
<... Listen
165 A Professional Prospecting Email Approach that Creates Curiosity from 2020-10-30T14:01:05
Most sales prospecting emails are horrible. They are ignored, or quickly deleted if they are by chance even opened.
Here's a simple, out-of-the-ordinary approach that sells nothing--but i...
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164 A 400-Year-Old "Trick" to Deal With Resistance from 2020-10-23T16:31:27
We won't diffuse resistance by telling someone they are wrong. That just strengthens their defenses.
The best way is to first agree with their side of the position, and then help them see...
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163 How to Be More Credible with Your Sales Messaging from 2020-10-16T19:18:56
The old saying is that people buy from those they know, like, and trust.
Today's brief episode gives a number of tips about how to make your messages more credible, therefore adding to th...
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162 GUEST: Here's How to Sell Over Two Million Headsets Without "Selling." Mike Faith, CEO of Headsets.com from 2020-10-08T22:57:34
Headsets.com is the leading provider of headsets in North America, having sold well over a couple million over the past 20+ years.
Mike Faith founded the company with an idea, and a desir...
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161 Only THIS Determines if You'll Have a Great Day from 2020-10-01T22:28:38
The only factor that determines whether or not you have a great day, is... ready for it... YOU!
Things happen all day every day. And none of it has meaning until you give it meaning.
... Listen
160 Include These Two Letters to Make Your Prospecting Emails More Effective from 2020-09-25T15:05:24
It is proven that the most read--and sometime the only read--part of direct mail is the PS.
You can and should use it in your prospecting emails as well.
And there are some techniq...
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159 How to Bring Value, and Not Just Be Viewed as a Vendor from 2020-09-18T14:12:06
In tough economic environments, many sales reps fall into "cream skimming" mode. They get desperate and look for any business that could be out there. As a result, they often are viewed as a com...
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158 My 9/11 Message--From 2001 (Just as relevant today) from 2020-09-11T12:00
The horrific events of 9/11/2001 rocked the world, and changed many things in the US. It devastated many segments of the economy.
Many people and businesses recovered much quickly than ot...
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157 GUEST: The 2020 British Women's Open Champion, Sophia Popov from 2020-09-04T16:11:34
The reigning Women's British Open golf champion, Sophia Popov, overcame many obstacles to go from the 304th ranked player in the world, to world champion.
She tells her many examples of o...
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156 GUEST: Increasing Sales In Just 5 Minutes a Day, with Alex Goldfayn from 2020-08-24T01:07:26
Some people think you need to place 100 calls a day--or some ridiculous number-- to be effective and successful in sales.
Not at all, according to Alex Goldfayn, author of the new book, "...
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155 Prospects Care if You're Busy; Customers Don't from 2020-08-20T23:15:44
Being busy, popular, and in-demand is good in business and sales.
It can help you get more business, or lose some of what you have.
How, when, and to whom you communicate it makes ...
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154 GUEST: Sales and Motivation Tips from a Top Mortgage Professional, Laura Brandao from 2020-08-13T14:13:06
Today's guest, Laura Brandao, shares her journey from the call center to the C-suite, to become one of the most influential women in the mortgage industry.
Her sales, mindset, and life ad...
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153 Words to Use to Turn a Conversation Around from 2020-08-06T20:17:59
Words do matter. Especially in sales, and certainly on phone calls.
An alternative word or phrase can mean the difference between interest and resistance. Acceptance or rejection. Curiosi...
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152 GUEST: How to Rethink the Way You Sell When Things Go Sideways, with Jeff Bajorek from 2020-07-30T23:19:09
When things don't go according to plan, as has been the case for everyone over the past few months, it's important to not panic, and do the things we can control to ensure success.
151 GUEST: How to Follow Up Effectively, and Close the Sale, with Jeff Shore from 2020-07-23T23:14:03
If you want to be successful in sales, you need to be effect...
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150 Add This "Magic" Question to Your Objection-Handling Process from 2020-07-17T16:48:03
As Art has always taught, trying to "overcome" objections with slick rebuttals is dumb, since it is just telling someone they are wrong, which does not end well.
Instead, we need to follo...
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149 Outrageous Techniques to "Get Past the Gatekeeper," and What TO Do from 2020-07-09T20:33:22
It's amazing that there still are people believing and teaching nonsense about "getting past the gatekeeper."
They must not realize that the assistant--as that powerful person should be c...
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148 Art Places a Call Back in Time to 1983--to Himself! from 2020-06-30T22:13:46
Ten years ago Art did a keynote presentation to an American Association of Inside Sales Professionals group. He called it "People 1.0" and wanted to illustrate the importance of the human connec...
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147 The Smart Calling Opening Statement What-to-Say Process from 2020-06-23T00:20:24
"Cold" calling is dumb and has little chance of success.
Doing Smart Call prospecting is proven to work to help you get through, get in, and selling to new buyers.
You'll hear exam...
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146 How to Craft a Voicemail that Leaves Them Wanting to Know More from 2020-06-19T00:44:25
Most sales prospecting voice mails create resistance (like the one in the last episode.)
But, there is a right way to create and leave a voice mail that leaves the prospecting wondering w...
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145 Analysis of a Recorded Horrible Cold Call Voice Mail from 2020-06-12T15:13:43
You might not believe what you hear in this cold call voice mail.
The caller makes numerous mistakes in just a few seconds.
Art analyzes it, and shows what the caller could have do...
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144 GUEST: Tips for Getting Through to Speak With Prospects, with Lori Richardson from 2020-06-04T14:51:59
One of the biggest challenges in prospecting is actually getting through to and having a conversation with a buyer.
Sales trainer and consultant Lori Richardson has helped thousands of sa...
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143 How to Get New Business from Three Sources You Already Have from 2020-05-29T15:35
Getting new business has always been essential for any business. And for many today, it is critical for their survival.
Cold prospecting is certainly one way to do it, but every business ...
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142 GUEST: Selling in a Crisis, The Go-Giver Way, with Bob Burg from 2020-05-20T14:30
As we pull out of the pandemic and on the road to recovery, it will be more important than ever to deliver value, build strong relationships, and focus on the customer.
Bob Burg, co-autho...
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141 GUEST: How to "Sell in Place" to Win Big Sales, with Tom Searcy from 2020-05-13T14:49:09
The "new normal" moving forward is, and will continue to be dramatically changed in sales. Selling remotely will continue to be a primary practice, even when it's not required.
Tom Searcy...
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140 GUEST: How to Look and Sound Great on Your Zoom Calls, with Julie Hansen from 2020-05-06T13:10:17
In today's radically-changed environment, video meetings have become the norm. And with the technology being new to so many, common mistakes prevail that hinder the impression they are trying to...
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139 GUEST: Selling from the Heart, with Larry Levine from 2020-04-28T19:32:24
Today, more than ever, success in sales relies on being authentic, and delivering value with substance.
Our guest, Larry Levine, author of the top-selling book, "Selling from the Heart," ...
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138 Three Prospecting Openings/Voice Mail Scripts to Use Right Now from 2020-04-23T17:53:34
Yes, we should be prospecting in today's challenging environment. But not in exactly the same way as before.
In this special video podcast, shares three scripts that you can easily modif...
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137 GUEST: He Was Personally Mentored by Napolean Hill, Ben Gay's Daily Success System from 2020-04-16T14:53:22
Ben Gay, author of the classic and best-selling "The Closer's" series of books, arguably has more sales knowledge, and has personally interacted with more of the legendary sales and personal dev...
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136 GUEST: How to Use Personal Video to Rehumanize Your Sales, with Ethan Beute from 2020-04-09T15:02:30
Video is here to stay, and it is revolutionizing the way salespeople connect, prospect, sell, and service.
Ethan Beute, author of Listen
135 GUEST: How to find Positives and Opportunities in Adversity, with Scott Love from 2020-04-02T17:40:15
With adversity comes change, and with that, opportunities. It is always a matter of our thinking, and resultant actions.
Scott Love, one of the top recruiters in the legal field, shares w...
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134 What to Say When Calling Existing Customers to Add Value from 2020-03-25T14:47:25
We should be calling our existing customers during this challenging time.
But, it should NOT be the lazy "Just checking in," or "Just touching base" call. We need to bring value.
...
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133 GUEST: How to Have a Mind for Sales, with Mark Hunter from 2020-03-19T16:08:47
What is much more important than techniques and processes as it relates to our sales success, is our mind and our thoughts.
Mark Hunter, "The Sales Hunter," has written a new book address...
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132 How to Sell and Service in a Coronavirus-Infected Business Environment from 2020-03-16T23:25:13
We have experienced more and different changes in our world in the past week than probably at any point in history.
What's important, is that business is still going on. Which means there...
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131 Six Tips for Getting Prospects--and Kids--to Open Up from 2020-03-09T15:19:08
How we effectively communicate with kids is similar to what we should do with prospects and customers to get them to share more and better information with us.
You'll hear six brief tips ...
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130 How to Smile Your Way to Sales--and Life--Success from 2020-03-05T15:09:27
It's one of the simplest things we do every day, yet most people don't do it often enough.
Smiling has numerous emotional and physical benefits, both for the sender and receiver. You'll h...
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129 A Recording of a Failed Prospecting Call, and Art's Review from 2020-03-02T14:33:56
You'll hear a recording of an actual prospecting call Art received. There was one fatal mistake that caused the call to fail, and a few other errors Art points out.
To his credit, the cal...
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128 Two Myths and a Truth from the Movie, "Boiler Room" from 2020-02-27T05:30
In the movie "Boiler Room," about an unscrupulous stock brokerage firm and its managers and brokers, there are the typical stereotypes of salespeople.
Art points out two of the myths perp...
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127 GUEST: How to Be Relevant to Your Prospects and Customers, with Bill Cates from 2020-02-24T13:35:22
Our prospects and customers receive thousands of marketing messages every day, and ignore most of them. The ONLY chance we have of getting attention is by being relevant.
Today's guest, B...
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126 How to Be More Credible and Believable from 2020-02-20T16:18:01
You can make claims and statements about how great you, your company, and your products/services are. But, they can be viewed with skepticism.
Or, you can use these techniques that people...
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125 Here's What Technology Will Never Be Able to Replace: You from 2020-02-17T15:21:27
Technology has provided amazing tools to us as salespeople. It also hinders people who hide behind it.
No tool can ever replace a human when it comes to the two-way communication that peo...
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124 How to Do "Extreme Listening" from 2020-02-13T05:00
Everyone knows how to listen. Yet, most of us do it very poorly.
The highest performing sales professionals do it at an extreme level. You'll hear how to do that in this episode.
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123 A Horrible Prospecting Call Review and Makeover from 2020-02-10T16:08:16
Art shares a prospecting call he received, and points out the numerous mistakes the caller made in just a few seconds.
And you'll hear what he could have said to grab interest and attenti...
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122 Nine Tips for Taking a Quantum Leap With Your Sales Results from 2020-02-06T14:13:22
Most people would like to do better, and have more than where they are right now.
Yet, most also continue to get the same results.
A few however, are already getting what you want....
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121 How to Turn More Inquiries Into Sales from 2020-02-03T14:55:41
Salespeople, and businesses in general, often make two huge mistakes with the inquiries they receive, causing them to miss out on sales.
You'll hear the mistakes to avoid, and what TO do ...
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120 Never Assume they Know What You Know from 2020-01-30T15:08:50
A communication mistake many people make is assuming others know what we know.
This is especially dangerous in sales.
You'll hear how the airline gate agent thought Art asked a stu...
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119 How to Sell the Higher-Priced Option from 2020-01-27T11:49:53
Salespeople often leave a lot of money on the table because they are uncomfortable recommending a higher-priced option.
That's a huge mistake, as you'll hear with the example of the Best ...
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118 The "Easy" Way to Create Interest from 2020-01-23T00:32:48
Everyone would like the "Easy" button for most things. And like with most things, real success requires more than the easy route.
However, there are some simple steps we can take in sale...
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117 Are You a Sales Professional, or Dabbler? from 2020-01-20T01:00
There are many people who treat what they do as just a job. The highest earners are true professionals.
Like Leo, the limo driver.
Hear Art's experience with the ultimate in profes...
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116 How to Handle What You Might Think is a Price Objection, But Really Isn't from 2020-01-16T01:00
Most things that salespeople hear from prospects regarding price are not real objections. Just statements or comments. The danger is when the reps don't know how to respond, and end up giving aw...
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115 GUEST: The Perfect Close, with James Muir from 2020-01-13T01:00
Closing is not, and should not be about techniques or hard sell manipulative tactics. When done professionally, it is a natural next step in a natural conversation.
James Muir has develop...
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114 The Mishandled $8000 Pizza Order from 2020-01-09T14:51:56
The people who directly interact with prospects and customers ARE the company to those buyers. One screw up by one person can cause them to never buy there again.
And most of these people...
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113 When We Must Assume in Sales, and When to Not from 2020-01-06T15:56:21
Old school, cheesy sales advice suggests you should always assume the sale, and use "assumptive" closing techniques.
Part of that is partially true, and the other part can either make the...
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112 Don't Wish for the Business, ASK for It from 2019-12-30T12:44:58
Too many sales are lost because the salesperson uses weak language. They wish for the business or next step, instead of directly asking for it.
And, this is NOT being pushy when used corr...
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111 Listen for "Wine" in this Episode from 2019-12-23T13:35:14
If the title of this episode got your attention, you will be listening for the word "wine" when you hit "play." And you will hear it.
The sales point of this episode is that we look for w...
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110 Asking about "Feelings" vs. "Thoughts" from 2019-12-19T00:30
Some sales training goes overboard on its insistence that you use or don't use certain words. The words we use in sales CAN make all of the difference. But WHERE they are used is much more impor...
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109 Sell Like the Locals in Cabo from 2019-12-09T11:51:05
Almost all of the locals are salespeople in Cabo San Lucas, Mexico, as Art observed on vacation this week.
Beach vendors, kids working in jewelry stores, and more all provided valuable sa...
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108 One of the Simplest Sales Questions Ever from 2019-12-09T03:25:58
Often, using the most simple, conversational replies are the best ways to deal with mild resistance.
If someone doesn't have a good reason for their resistance, simply asking them to repe...
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107 A Great Sales Question (from a TV show) from 2019-12-09T03:14:20
One of the best sales questions Art has ever heard was from the old TV show, Ally McBeal.
You can use this simple question to get people off of the fence, and either tell you they are not...
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106 How to Avoid Sounding Like a Babbling Fool from 2019-12-05T12:57:59
Sometimes prospects ask salespeople extremely technical, or outrageous questions that catch them off-guard, and cause them to respond with a long string of nonsense.
We can avoid that, an...
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105 If You Plan to Listen to This Later, You are Guilty of It from 2019-12-02T11:37
Do you tend to put things off?
How does that work out for you?
Procrastination rarely leads to anything positive, especially in sales.
Here are a few brief tips to help you ...
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104 How Sales Reps Mishandled My Inquiry, and How One Got the Sale from 2019-11-24T16:55:57
It should be obvious that inquiries are your best source of new business. Yet sales reps mishandle them every day, and lose opportunities, and cash.
Here are examples of how many reps mad...
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103 How to Handle Stalls and Delays from 2019-11-21T00:51:04
Salespeople waste a lot of time needlessly by easily giving in to something like, "Give me a call back next month."
You'll hear what to say to learn if they even are a good prospect, and ...
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102 How to Steal Business from the Competition from 2019-11-18T09:00
Everyone who prospects for new business has heard, "We're satisfied with who we're using now," or some variation of that.
There's a lot of nonsense that has been taught about how to respo...
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101 Ask the Plastic Surgery Question from "Nip/Tuck" from 2019-11-14T13:12:06
On the popular medical drama TV series from a few years ago, the surgeons would always ask one question with their new patients during the initial consultation.
This is a question that re...
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Episode 100: "Shameless" Sales Tactics You Actually SHOULD Avoid from 2019-11-11T12:49:22
Art found an online article suggesting many lies and deceitful tactics that salespeople should use if they want to be successful.
He takes each of these, points out how absurd they are fo...
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099 How to Say Your Price, So You Aren't Asked to Drop It from 2019-11-06T22:51:15
Many times salespeople end up dropping their price, and it is a direct result of how they quote their price. There are a number of words and phrases you should avoid when stating your price so t...
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098 Three Subtle Persuasion Techniques You Can Use (backed by science) from 2019-11-04T13:24:57
Here are three subtle, but powerful persuasion techniques--that likely have been used with you--that you can adapt to be more persuasive and influential with prospects, customers... friends, fam...
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097 Brief Sales Tips (maybe older than you) from 2019-10-31T13:08:37
In this episode, Art went into his vault and found some sales tips he first shared in the 80's and 90's... which are as relevant, and even more important today.
You'll hear some brief tip...
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096 Avoid Tom Cruise's Mistake: Stop When You Have Them at Hello from 2019-10-28T14:20:04
Remember in the movie, Jerry Macguire, Tom Cruise's impassioned make-up speech to his wife? And then after finishing she says, "You had me at hello."
That is similar to what salespeople d...
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095 How to Cold Call Successfully, By Just Filling in These Blanks from 2019-10-23T23:30:01
This is a training session on how to easily develop your own interest-creating cold call opening script (without the cold), which also can be used as an effective voice mail, by just filling in ...
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094 How to Use Seinfeld Techniques to Sell More from 2019-10-21T13:50:11
The wildly-popular show, Seinfeld, used a type of humor that made it easy for us to relate to the crazy situations the characters got themselves into.
We can use similar methods in sales....
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093 GUEST: How to Get the Meeting Using Contact Marketing, with Stu Heinecke from 2019-10-17T04:05
Using Stu Heinecke's "Contact Marketing" campaigns, he, and his clients have achieved a 100% success rate of getting meetings with their high-level targeted prospects.
In his book, "How t...
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092 How to Connect with Anyone, Using THEIR Language from 2019-10-14T13:11:11
The way some salespeople--or people in general, for that matter--communicate, it sounds as if they are speaking a foreign language.
Of course, the language anyone understands best is thei...
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091 How to Follow Up Effectively and Get to the Close More Quickly from 2019-10-10T04:05
Ever have a prospect go silent on you?
Tired of sending countless emails and leaving repeated voice mails that essentially say, "I'm trying to get back in touch"?
You likely need t...
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090 GUEST: How to Quickly and Easily Get Sales Intelligence About Prospects, with Sam Richter from 2019-10-07T04:05
Sam Richter is recognized as the world's leader in how to use the Internet and the "invisible web" to get intel on prospects, their organizations, and situations.
We of course can than us...
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089 Do NOT Ask What They Like Best About Their Present Vendor from 2019-10-03T13:25:51
A lot of sales training suggests that when a prospect says, "We are happy with who we are using now," you should respond with, "Oh, what do you like best about them?"
Actually, you should...
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088 An Easy Way to Deal With the Fear of Calling from 2019-09-30T04:05
Fear hinders many in sales to not reach their potential.
Much of that fear is absurd.
And THAT is one psychologically-proven way to deal with that fear.
You'll hear a simple...
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087 Here are the Numbers that Matter Regarding Your Sales Success from 2019-09-26T04:05
Lots of stats are thrown around every day regarding sales... how many calls or touches it takes, how many times you need to close, how many objections you'll hear before someone will buy... and ...
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086 Calling Their Baby Ugly is Not a Good Prospecting Approach from 2019-09-23T14:32:06
Some salespeople use the "Your Baby is Ugly" approach. It directly tells the prospect that they have a problem, or are doing something wrong.
And it should be avoided.
You'll hear ...
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085 Nothing Happens Unless You Both are Clear on This from 2019-09-19T04:05
One simple way to get people to actual keep their commitments is to attach time frames to them.
Otherwise, it's too easy for people to blow things off, which they do more and more today.<...
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084 GUEST: How to Get Your Cold Emails Replied To from 2019-09-16T04:05
083 Do You Believe in What You Sell? You Must! from 2019-09-12T04:05
If a salesperson doesn't believe in what they sell, how could they possibly get someone else excited about it.
This episode has some straight talk that might cause some people to reevalua...
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082 Sales Mistakes By a Waitress from 2019-09-09T04:05
This was a situation I encountered the other day.
A waitress made several sales mistakes in asking for what she wanted, and they are the same mistakes many salespeople make every day.
... Listen
081 GUEST: Sales Legend, Ben Gay III from 2019-09-05T04:05
Ben Gay’s accomplishments as a sales pro, speaker, author, and trainer are unmatched.
Today Ben shares several interesting stories about just a few of the many sales and motivational cele...
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080 The Easiest, and Most Profitable Sales Technique Ever from 2019-09-02T04:05
There are hundreds of millions of dollars left on the table every day simple because people do not use this simple technique.
Regardless of what you do in life, sales or not, this will he...
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079 Don't Call to "Just Touch Base" from 2019-08-29T04:05
078 How to "Seduce" Buyers with Passion Techniques from 2019-08-26T04:05
An article in Men's Health magazine discussed how "Words, wielded wisely, can be a powerful instrument of seduction." It gave five romantic scenarios with what not to say, a better alternative, ...
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077 GUEST: Sales Secrets of a Software Entrepreneur- Brandon Bornancin from 2019-08-22T04:05
Brandon Bornancin--still in his 30's--has made millions in his sales career, lost it, and made it back again.
He is CEO of Seamless.ai, "providing the best sales leads on the planet." Sig...
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076 A Conversational and Effective Objection Response from 2019-08-19T13:03:38
When a prospect or customer raises a concern, and then they hear a tired, old objection "rebuttal," they typically become even more defensive and adversarial.
However, when the next respo...
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075 How to Blow Away the Objection Before it Comes Up from 2019-08-15T04:05
Objections are inevitable in sales.
A great way to handle some is to address them before they even are said by the prospect.
You'll hear how to do this, and get several word-for-wo...
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074 GUEST: Oren Klaff on Getting People to Think Your Idea is Their Idea from 2019-08-12T04:05
073 RANT: Do Not Misrepresent Your Sales Intentions from 2019-08-08T12:26:50
A type of approach that gives sales a bad name in general is misrepresenting the purpose of a call or outreach.
Hear examples of what these are, and what TO do instead to be totally upfro...
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072 Seven Tips for Getting Rid of Your Avoidance Behaviors from 2019-08-05T04:05
For many salespeople, their lack of production is not for a lack of being busy. It's because that "busyness" is typically "avoidance behavior."
Avoidance behavior means we engage in thing...
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071 GUEST: Trial Attorney Sales Secrets, with Jess Lorona from 2019-08-01T04:05
Trial attorneys need to be master influencers, and "sell" in many different ways and situations.
Today's guest is a prominent, experienced litigator who shares some of his sales success s...
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070 Question Like this TV Detective to Get Great Information from 2019-07-29T13:13:42
We can learn how to be better at sales by observing and studying other professions.
Police detectives are very skilled questioners. A fictitious one from an old TV series, who used severa...
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069 GUEST: He's Going for 1000 No's This Summer; Leo Quinn from 2019-07-25T04:05
One of the biggest fears of salespeople--or anyone--is hearing NO.
Our guest today, Leo Quinn, is embracing the "Go for No" philosophy and is on a mission to hear 1000 NO's in the summer ...
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068 What if you asked this question more often? from 2019-07-22T13:10:02
Here's a question that is proven to unlock creativity and possibilities in the minds of people who hear it.
And we should be asking it more of everyone, especially our prospects and custo...
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067 Sales Lessons From Buying Hundreds of Tickets to Sold Out Games from 2019-07-18T04:30
Over the years Art has attended hundreds of sporting events while on the road doing training.
Many of those events were popular and sold out. But he scored tickets at, or below face value...
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066 Don't Ask the Dumb Questions that Give Useless Answers from 2019-07-15T04:30
Picking up on the theme from the previous episode, there are indeed dumb questions in sales. They give us useless answers.
You'll hear examples of these dumb questions--many of which you ...
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065 How to Avoid the Stupid Sales Questions from 2019-07-11T16:37:50
Perhaps you've heard the old saying, "There's no such thing as a dumb question."
That's not true in sales. There are actually stupid questions that you should avoid. These are the ones th...
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064 Who's the Better Salesperson? Elton John or Billy Joel? from 2019-07-08T04:05
Art was at a concert where Billy Joel and Elton John performed together. They both did an amazing job with their music, but one was clearly the better salesperson regarding how he connected with...
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063 Why Not Plan Your Sales Calls Like You Do Your Weekends? from 2019-07-04T04:05
We plan the things that are important to us. Like what we'll do on the weekend.
Do you put that much prep, or more into your sales and prospecting calls?
Here are some specific tip...
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062 How to Avoid Ever Hearing "I don't need that." from 2019-07-01T04:05
An objection that is ALWAYS caused by a salesperson is "I don't need that."
And it's actually pretty easy to avoid ever hearing it again.
You'll hear exactly what to say, and what ...
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061 Avoid This Early Question that Screams "Salesperson!" from 2019-06-27T12:17:44
Your opening is THE most important part of any sales or prospecting call. Yet most openings actually cause rejection by committing one of the many sales and prospecting mistakes.
There is...
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060 GUEST: How to Differentiate, and Sell at YOUR Price, with Lee Salz from 2019-06-24T04:05
Many salespeople think that they need to drop their price, or have the lowest prices to win business. And when they do drop prices, if they do get the deal, they are giving away profit, many ti...
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059 Can You Spot What is Wrong With This Cold Call Opening? from 2019-06-20T04:05
Art shares a cold calling opening suggestion he found in a post online.
As is, it would likely get a user rejected.
Can you spot what is wrong?
You'll hear what it is, AND w...
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058 This Sales Question Should Require a Permit from 2019-06-17T13:48:58
Here's a sales question, that according to people in the car business, causes accidents during test drives.
Hear what it is, why it works, and how you can adapt it to your own sales situa...
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057 GUEST: Sales Truth, with Mike Weinberg from 2019-06-13T04:05
There has been a lot of false and misleading advice spread about sales and prospecting, and what does and does not work.
Mike Weinberg has stepped up and called BS on a lot of it, in a bi...
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056 Sales Lessons from a World Champion Poker Player from 2019-06-10T04:05
There are many similarities between poker and sales.
Art had the opportunity to be at a dinner with world champion poker player (and author, and Celebrity Apprentice finalist) Annie Duke....
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055 Warren Buffett, You, and Never Feeling Rejected in Sales from 2019-06-06T04:05
Warren Buffett is a big believer in turning setbacks into opportunities.
Which is precisely what we need to do in sales to maximize our success.
You'll hear what Warren did--and do...
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054 One of the Best, Most Relevant Value Statements I've Ever Heard from 2019-06-03T13:48:14
It's essential for us to have value statements for our prospects IF we want to have any chance at all of getting them interested.
Art shares one of the best he ever heard, since it was ti...
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053 I Learned This One Good Thing from a Pushy, Hard Sell Sales Rep from 2019-05-30T04:05
Hard sell, "pitchy," pushy sales reps give us all a bad name. They are part of the reason many people resist salespeople.
I encountered one of these. He was all of the above.
But t...
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052 How to Get Your Competitor to Admit You are the Better Choice from 2019-05-27T04:05
051 The Prospecting Objective is Not to JUST Set the Appointment from 2019-05-23T04:05
050 A Corporate Buyer Reveals What It Would Take to Sell to Him from 2019-05-20T04:05
A fundamental mistake that many salespeople make is that they sell they way they want to sell.
All that matters is how a customer wants to buy.
In this episode, Art tells how a cor...
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049 What to Do Right Now to Instantly Get Bigger Results from 2019-05-16T04:05
Want to know the secret of those who get the biggest sales, and typically bring in the most overall revenue?
It is so simple you can do it right now.
It's simply thinking, and acti...
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048 React to No's Like Kids Do So You Never are Rejected from 2019-05-13T04:05
Every kid is a born salesperson. And, we can learn a lot by remembering how we reacted to no's when we were kids. Or by observing kids today.
In this episode, you'll be reminded of, and m...
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047 GUEST: Real Estate Sales Success Secrets (that everyone can use) with Van Deeb from 2019-05-09T04:05
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046 Asking About Their Budget Actually Loses Sales from 2019-05-06T04:05
Many salespeople make the mistake of asking about a potential buyer's budget. Which typically gets a response similar to, "We've already spent it." Or, "There is no money available."
And ...
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045 Don't Use These Cheesey Screener Tactics from 2019-05-02T16:13:22
Unfortunately, many people still think they need to "Get past the screener" in order to speak with a decision maker. Worse, there are trainers who teach this nonsense.
Assistants (we don'...
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044 How Art Sold the Jury and Found the Guy Guilty from 2019-04-29T14:51:04
Sales situations are around us every day, and we can learn lessons from them when we look for them.
Here's Art's story of how he was on a jury, and helped one dissenting juror finally com...
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043 How to Avoid Calling With "I just want to introduce myself." from 2019-04-25T04:05
A go-nowhere approach that many salespeople use is when they are assigned names, is calling with the lame, "I just want to introduce myself."
In this episode we discuss why that is ineffe...
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042 GUEST: Sales Success Secrets of a Master Headhunter, Scott Love from 2019-04-22T04:05
Recruiting at a high level is the ultimate practice of sales. Prospecting, getting an engagement, contacting applicants and persuading them to look at positions, negotiating contracts…all requir...
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041 If You Send Samples or Demos, Do this to Sell More of Them from 2019-04-18T04:05
If your sales process involves sending out samples and demos--or even proposals-- you might be leaving a lot of money on the table.
In this episode you will hear the mistakes that salespe...
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040 How to Avoid Forcing People to Lie to You from 2019-04-15T14:08:48
There are a few worthless phrases and questions that salespeople use at the end of sales conversations that cause prospects to lie.
They are things like, "Keep us in mind, OK?", or, "Keep...
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039 Guest: The "Home Service Millionaire," Tommy Mello from 2019-04-11T04:05
Every business is a sales business. Hear how this young entrepreneur took a garage door business from $50K in debt, to over $30 million in sales in seven years, using customer-oriented sales met...
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038 How to Use Fear to Sell from 2019-04-08T04:05
Fear is a motivator.
And you can use fear, professionally and ethically in sales. You'll hear the three areas in which you can create questions, using fear, to help people take action.
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037 How to Be Interesting to Distracted People from 2019-04-04T04:05
We operate in an instant-gratification, ADD-affected environment. For most people, listening to this nine-minute episode would be too much for them.
When YOU do, you will hear some simple...
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036 Are These Sales "Tricks," or Good Strategy? from 2019-04-01T04:01
Many people view attempts to sell them with skepticism. And rightfully so, since there is so much awful salesmanship being practiced every day.
However, many things that are used by succe...
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035 How to Respond to "Why should I buy from you?" from 2019-03-28T04:05
When many people hear, "Why should I buy from you?", they reply with THEIR reasons. Which are probably not the same as the questioners.
The most effective way to answer, is with a questio...
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034 "Maybe's" are Worse Than "No's" from 2019-03-25T14:05:17
Most people don't like to hear "no."
But what is worse is hearing a lot of "maybe's."
In this episode, you'll hear why, and what to do to hear fewer "maybe's," save time, and get m...
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033 Breaking a Sales Slump With Sports Psychology from 2019-03-21T04:01
If you've been in sales for more than a few months, you likely have experienced this. If you're new, you probably will.
It's a slump. When nothing seems to be going your way.
The g...
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032 This Question is Awful. Or Good. Depending on How it's Used from 2019-03-18T14:12:37
This sales question is often used inappropriately, therefore it fails, and comes across cheesy or salesy.
However, when used at the right time, in the right way, or with a variation of it...
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031 Is it YOU Who Has the Real Issue with Money and Price? from 2019-03-14T14:14:23
Many sales are lost--or not even started--because of an issue with money and price. The SALESPERSON'S problem with it, not the buyers.
If you think your buyers only buy on price, or that ...
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030 Scripts: Why and How You MUST Use them to Be Successful from 2019-03-11T14:23:32
The word "script" in sales stirs lots of emotion, both for and against. But, the only possible way to be successful in sales, or any performance activity, is to use them.
In this episode ...
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029 CEO Guest: Dan Hoemke Shares How to Sell to the Top from 2019-03-07T11:39:40
028 RANT: Beware of Bad Sales Advice that Can Harm You from 2019-03-04T16:05:05
There is more free sales advice than ever available. Some of it is great. Some of it actually creates "no's" and other collateral damage.
For example, nonsense on scripts, going for a mee...
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027 A Prospecting Call Opening/Voicemail Makeover from 2019-02-28T11:50:16
Art takes an actual opening statement/voicemail message submitted by a client, breaks it down word by word, points out what is good, what is not, and then revises it.
You'll hear what not...
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026 How to Sell Your VALUE, not a Commodity from 2019-02-25T14:22:59
If you THINK you sell the same thing as everyone else, you do.
The result of that usually is getting sucked into a price-dropping situation, which is not a profitable business strategy. Listen
025 How to Get Responses to Voice Mail and Email from 2019-02-21T05:02
It's harder than ever to get people to reply to voice mail and emails. Most messages get ignored and deleted. Yet, a few DO get responses.
In this episode, you'll hear FIVE proven methods...
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024 How to Ask Better Questions, to Get Better Answers from 2019-02-18T11:12:51
The quality of your question determines the quality of your answer. Many sales and opportunities are lost, not because questions were not asked... but because GREAT questions were not asked.
... Listen
023 How to Handle "I want to think about it." from 2019-02-14T08:26:04
Hearing "I want to think about it" from prospects is often frustrating, and too many times results in nothing ever happening.
Sometimes people DO need to think about it. Other times they ...
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022 My 9 Unbreakable Rules of Sales from 2019-02-11T05:01
"Rules are meant to be broken" is a saying that might apply to some things. But not sales. If you want to sell successfully, conversationally, and ethically, I have nine rules that should not be...
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021 Guest: Bob Burg, co-author of "The Go-Giver," and "The Go-Giver Influencer" from 2019-02-07T03:36:56
Best-selling author, Bob Burg, discusses lessons we can all use from his newest book, "The Go-Giver Influencer."
He shares his Five Secrets of Genuine Influence which we can use in sales,...
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020 When You Hear These, They Are the Reasons Someone Will Buy from 2019-02-04T14:45:35
The top earning salespeople listen at a different level.
They listen for the "lean in" comments from prospects and customers. These are things they say that can tell us exactly what it will take...
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019 How to Respond to "I'm not interested." from 2019-01-31T13:57:11
Nothing has ended more prospecting calls than the words, "I'm not interested."
Or, variations of it, like, "We're all good." Or "We're happy with what we have."
But, most salespeop...
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018 (Personal story) What I Did This Weekend that You Can Use Too from 2019-01-28T17:00:12
This past weekend I attended a regular meeting of a marketing and business mastermind/coaching group I belong to.
I have three days worth of ideas and best practices that I could use. But...
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017 Guest: "Go for No" Co-author, Andrea Waltz from 2019-01-24T09:00
We turn conventional sales belief and practice upside down in this episode. It's normal for salespeople to want to avoid no. In fact, the fear of it is what causes many to avoid calling, which m...
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016 Voice Mail: What to Avoid, and Say to Get to More Buyers from 2019-01-21T18:31:59
Most sales and prospecting voice mail messages get deleted because they are awful. Some are in the gray area of credibility. Others are flat out deceptive.
Yet, skilled salespeople under...
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015 Art is Called by the Clueless Cold Caller, Al Smolski from 2019-01-17T13:38:51
Art receives a call, on-air, from the clueless cold caller, Al Smolski.
Al makes every mistake in the book, and Art gently schools him and what he's doing wrong, and what he should do ins...
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014 What to Say to Avoid Dropping Your Price from 2019-01-14T19:14:18
Many salespeople give away pure profits unnecessarily. It's when they hear what is actually just a price comment or statement, and then feel compelled to drop price, or get into a price negotiat...
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013 How to Avoid Data Dumping and Creating Objections from 2019-01-10T13:08:55
Many salespeople talk too much about their products/services, dumping on prospects with things that are not of interest. And that creates objections.
In this episode you'll hear how to av...
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012 "Good Enough" Does Not Cut It in Sales from 2019-01-04T01:17:11
To be really successful in sales, being "good enough," or doing a "good enough" job doesn't cut it. Hear how going the extra mile is the secret of the top performers and earners.
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011- What to Say Instead of "Just Checking In" from 2019-01-03T13:16
One of the most worthless things to say at the beginning of a call to a prospect or customer is "I'm just checking in with you." (The "Probation Officer" call.) Or, another variation is the "Ba...
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010 Guest: Jim Domanski. "Sending Notes to Stand Out, and Make a Major Personal Impact" from 2018-12-27T13:40
In today's impersonal digital world, would you like a little something that would help set you apart from your competition?
Something that gets you noticed? Something that gives you a dis...
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009 - "How are you today?" - Use It, or Not? from 2018-12-20T14:36:59
Should you start out your phone calls with the "How are you today?" question? Or ANY small talk?
Some people say, that just screams out "Salesperson?"
Others say, it eases into the...
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008 Size DOES Matter as it Relates to This from 2018-12-17T12:36:56
The size of your thinking is the most important component that determines your sales success. It affects all areas of your potential, from the size of the potential customer you feel you can pur...
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007- The Most Important Sales Skill Everyone Uses Every Day from 2018-12-13T11:30
006- Close More Sales Without Using Goofy Closing Techniques from 2018-12-10T13:00:52
005 - How to Get Through Gatekeepers and Screeners; DON'T from 2018-12-06T10:00
Lots of conventional sales material says to "get past" the gatekeeper, or is about "going through" the screener. And that is bad information, which actually salespeople to get shut down and turn...
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004 - How to Never Be Rejected Again from 2018-12-03T11:00
The fear of rejection is what stops many salespeople from being successful, and has prevented many others from even getting into sales. It should not, and does not need to be that way.
Ar...
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003 - The "Cold" is Dead, But Not the Calling; How to Prospect the Smart Way from 2018-11-27T16:56:02
"Cold" calling is indeed dead, and should never be done. There's no reason to, other than laziness.
However, the calling for new business IS very much alive, and being done in the Smart w...
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002 - How to Get People to Do What You Want--Without TELLING Them to Do It from 2018-11-26T16:11:49
When you tell someone what you thing they should do or think, and they haven't gone there yet with their own thinking, AND if the suggestion is off-target, the natural reaction is resistance. Wh...
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001- Stop Talking About Your Thing from 2018-11-20T23:04:49
Many sales reps create objections by talking about their "thing." People don't buy things, they buy results. Listen as Art explains how to define your results, why and when your buyers want them...
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The Art of Sales Show Introduction- What you'll get and how you'll benefit from 2018-11-09T18:03:50
You'll hear exactly what will be covered in the show and how you'll be able to use it in your sales and prospecting, AND everyday life. You'll hear what sales really is, and is not. Art gives a ...
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