Podcast Episodes
Back to Search224 How to Motivate Yourself to Make Calls, Even During the Tough Times
Season 1 Episode 224
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 hel…
4 years, 5 months ago
Negotiation Tips to Help Win More and Lose Less
Season 1 Episode 223
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 …
4 years, 6 months ago
A Conversational Alternative to a Tired Objection Rebuttal
Season 1 Episode 222
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 psycholo…
4 years, 6 months ago
GUEST: How to Sell, Without Selling Out (being salesy), with Andy Paul, with Andy Paul
Season 1 Episode 221
Most people don't want to be viewed as that "salesy" salesperson.
And most people don't want to be subjected, as a buyer or prospect, to that perso…
4 years, 6 months ago
220 How to Get the Buyer to Write Your Presentation for You
Season 1 Episode 220
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…
4 years, 6 months ago
This Simple Sales Math Should Be Taught in School
Season 1 Episode 219
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.
Y…
4 years, 7 months ago
218 You Are Judged on this Every Time You Speak
Season 1 Episode 218
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.
…4 years, 7 months ago
What to Do After an Immediate Brush Off on a Call
Season 1 Episode 217
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.
S…
4 years, 7 months ago
Answering the Assistant's Question, "Are you a salesperson?"
Season 1 Episode 216
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 det…
4 years, 8 months ago
Slow Down, Unplug, Take Interest, and Really Connect
Season 1 Episode 215
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…
4 years, 8 months ago