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 my number in case you need anything." In this episode you will hear exactly what to do to avoid saying these things so you can determine if someone is, or could be a good prospect, and to get them to actually contact you if things do change.
Apr 15, 2019•8 min•Season 1Ep. 40
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 methods and processes. You'll hear processes and methods that any sales pro can use in any industry.
Apr 11, 2019•41 min•Season 1Ep. 39
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.
Apr 08, 2019•8 min•Season 1Ep. 38
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 tips for dealing with your own distractions, and how to be more interesting to those whose attention you need in order to help them.
Apr 04, 2019•10 min•Season 1Ep. 37
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 successful salespeople, marketers, negotiators as based on sound, scientifically-proven psychological and behavioral principles. Which you should be using too, in your own efforts to help people buy. You'll hear Art break down 10 sales "tricks" cited in an online article, and how you can actually use them for helpful...
Apr 01, 2019•10 min•Season 1Ep. 36
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 question. In this episode you will find out what that question is, and how you can use it (and its variations) so that you can then actually get them to buy from you.
Mar 28, 2019•6 min•Season 1Ep. 35
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 more decisions, and "yes" answers in the process.
Mar 25, 2019•6 min•Season 1Ep. 34
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 good news, is that it's temporary, IF you apply the right thinking. Hear how one sales rep modeled what Hall of Fame Major League Baseball pitcher John Smoltz did when he ran into a rough stretch of disappointing performance, and what you can do too.
Mar 21, 2019•10 min•Season 1Ep. 33
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, it can be VERY effective. Hear what to avoid, and how to use it to move more of your own sales forward.
Mar 18, 2019•7 min•Season 1Ep. 32
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 your prices are too high, you are already beaten. In this episode we cover what you need to do and think in order to sell at your full price, and deliver tremendous value to your buyers.
Mar 14, 2019•8 min•Season 1Ep. 31
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 you'll hear the why, and how and where to use them to be successful in your own selling.
Mar 11, 2019•11 min•Season 1Ep. 30
Our guest gives the unique sales perspective from not only having been a top producing sales executive at large companies, but also the CEO of an insurance giant. Dan reveals what is important when selling to the top, the "secrets" to getting through, and the mistakes to avoid....
Mar 07, 2019•39 min•Season 1Ep. 29
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 meeting in a call opening, sales being just a numbers game, and more. In this episode, you'll hear Art going off on these topics, and more. Plus, he'll give you suggestions on what TO do instead.
Mar 04, 2019•17 min•Season 1Ep. 28
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 to do with your own call openings and voice mails, and what to include so that you can create interest and get prospects engaging with you.
Feb 28, 2019•10 min•Season 1Ep. 27
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. You'll hear tips on how to position the value of what you sell, so you don't need to sell on price, and get your full price every time.
Feb 25, 2019•9 min•Season 1Ep. 26
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 you can use in your own messaging to get people to reply to you.
Feb 21, 2019•10 min•Season 1Ep. 25
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. You'll hear examples of weak questions, and the better alternatives, AND specific techniques you can use to ask your own great questions.
Feb 18, 2019•8 min•Season 1Ep. 24
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 are just procrastinating and can move forward more quickly. And yet other times they are just getting rid of you. In this episode you'll hear how to identify the prospect's intention, and how to respond to get movement quicker.
Feb 14, 2019•9 min•Season 1Ep. 23
"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 broken. Hear them, and what you can do right now to get more success in all of your sales situations.
Feb 11, 2019•12 min•Season 1Ep. 22
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, and all areas of life. And you'll hear his one sentence that is guaranteed to prevent misunderstandings.
Feb 07, 2019•44 min•Season 1Ep. 21
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 to help them buy. Yet, many salespeople hear them, but don't even realize it. You'll hear exactly what these are, and how to react to them so you can get more sales and appointments.
Feb 04, 2019•8 min•Season 1Ep. 20
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 salespeople who get blown off the phone by these things don't understand that these are NOT real objections. Prospects WILL stay on the phone with you, and ultimately agree to meet with and buy from you, when you respond the right way. In this episode you will hear what these prospect responses really are, and exactly how to re...
Jan 31, 2019•10 min•Season 1Ep. 19
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 I won't. Here is what I need to do, and you should too in order to achieve the highest goals you'd like to reach.
Jan 28, 2019•11 min•Season 1Ep. 18
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 means they have zero chances of making sales. Andrea Waltz suggests that we "go for no," which is also the title of the book she co-authored with her husband, Richard Fenton. You'll learn how to totally change your mindset regarding "no," why you should actually seek them out, and how when you do in a big ...
Jan 24, 2019•34 min•Season 1Ep. 17
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 understand the effective way to use. And that’s what we cover in today’s show. You'll hear what does not work, and the entire Smart Calling Voice Mail process that you can fill-in-the-blanks in order to begin using your own effective message.
Jan 21, 2019•26 min•Season 1Ep. 16
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 instead at the opening of prospecting calls. We're not sure if Al gets it yet, but you can learn from it in this episode.
Jan 17, 2019•10 min•Season 1Ep. 15
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 negotiation. In this episode you'll hear the difference between price statements/comments and real objections, and exactly what to say in those situations so you can always get your full price.
Jan 14, 2019•14 min•Season 1Ep. 14
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 avoid data dumping, and what TO do instead.
Jan 10, 2019•9 min•Season 1Ep. 13
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.
Jan 04, 2019•8 min•Season 1Ep. 12
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 "Baseball Opening," which is "I'm calling to just touch base." These openings go nowhere, and actually are disrespectful of the other person's time. In this show, you will see what you can say in order to deliver value, pique curiosity, and not be viewed as a typical salesperson. You'll get three methods by w...
Jan 03, 2019•15 min•Season 1Ep. 11
