Podcast Episodes
Back to SearchEncore Presentation of How to Never Be Rejected Again
Season 1 Episode 233
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…
4 years, 3 months ago
How to Avoid the "I,I" Mistake that Kills Sales
Season 1 Episode 232
Far too many people have the "I, I's," meaning they mostly talk about themselves and what they think.
That's not a good idea for life in general, and…
4 years, 3 months ago
A Prospecting Opening/Voice Mail Review
Season 1 Episode 231
In this episode Art reviews an opening from a sales pro who when through his Smart Calling training.
You'll hear the successful Smart Calling prospec…
4 years, 4 months ago
GUEST: Being "Right on the Money- New Principles for Bold Sales Growth," with Colleen Francis
Season 1 Episode 230
As everyone in sales has experienced, lots of things have changed the past couple of years, and those things began changing even before Covid.
Sellin…
4 years, 4 months ago
What to Say Instead of "What else should I be asking you?"
Season 1 Episode 229
A question used by some salespeople at the end of their discovery is, "What else should i be asking you that I haven't yet?"
The theory behind it is …
4 years, 4 months ago
Warren Buffett, and Name Dropping When Prospecting
Season 1 Episode 228
Art answers a question about if, and when to drop the names of other clients when prospecting.
4 years, 4 months ago
228 GUEST: Police Detective Interviewing and Interrogation Secrets, with Mike Butera
Season 1 Episode 228
There are many similarities between professional sales, and what police detectives do in their interview and interrogation process.
Today's guest, Mi…
4 years, 5 months ago
A Template for Responding to "What's this in Reference to?"
Season 1 Episode 227
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 ge…
4 years, 5 months ago
226 How to Keep Your Vocabulary Simple
Season 1 Episode 226
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 p…
4 years, 5 months ago
How to Be in the Present When Doing Repetitive Calling
Season 1 Episode 225
Although selling and prospecting, when done professionally, is not a pure "numbers game," it does require repetitive, QUALITY activity.
And with that…
4 years, 5 months ago