Podcast Episodes
Back to SearchHow to Handle Prospects Who are in "Panic Mode" (and not get ghosted)
Season 1 Episode 243
We all love to hear from prospects who contact us and seem ready to buy.
Some are in a great hurry to get price quote, proposal and other information…
4 years ago
242 Asking About Budget Usually Means You Get NO Money
Season 1 Episode 242
Asking "What is your budget?", or "Do you have anything left in your budget?" typically results in an objection.
The fact is, if you are talking to t…
4 years ago
241 How to Recommend What They'll Buy, Instead of Presenting What They'll Object To
Season 1 Episode 241
The biggest problem in sales is people presenting what they want to sell, without regard for what the other person might be interested in.
And that c…
4 years, 1 month ago
Believe You'll Win Every Time--Like George Brett
Season 1 Episode 240
Many sales calls are doomed because the sales rep told himself so before the call.
You might not win them all, but if you don't think you'll win, you…
4 years, 1 month ago
239 How Casino Dealers Sell (and sold us)
Season 1 Episode 239
Many jobs that aren't considered sales, actually involve a lot of selling.
Casino dealers are in that category.
Art shares his recent, positive Las V…
4 years, 1 month ago
238 Why Salespeople and Calls Fail, Even Before Talking to a Prospect
Season 1 Episode 238
When people fail at sales, and when individual calls are not successful, the fate has been determined well before they ever speak with prospects and …
4 years, 2 months ago
237 How to Sell a Craigslist Inquiry
Season 1 Episode 237
As the intro to the show states, "everyone sells every day," regardless of whether it is someone's actual job.
In this episode Art shares an experien…
4 years, 2 months ago
Ask for the "No" So you Can Dump Nonbuyers and Save Time
Season 1 Episode 236
Some suggest that in sales we never ask a question to which someone can respond with a "no."
That's not only false, there are many situations where w…
4 years, 2 months ago
How to Avoid Creating Objections
Season 1 Episode 235
Sales reps create more objections than were ever there to begin with.
They do so by talking too much about things the other person is not interested …
4 years, 3 months ago
A Follow-Up Mistake to Avoid, and What TO Do
Season 1 Episode 234
Many sales are lost due to non-existent, or poor follow-up.
Art shares an example of a common mistake sales reps make that cost them, and what to do …
4 years, 3 months ago