Podcast Episodes
Back to SearchWhat to Say to Open Up Your Meeting to Get the Prospect Talking
Season 1 Episode 194
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 obj…
5 years, 2 months ago
An Incredibly Simple, Yet Powerful Question Formula
Season 1 Episode 193
Here's a very simple, but powerful questioning formula you can adapt within seconds to help your prospects sell themselves, and explain why they shou…
5 years, 2 months ago
A Detailed Answer About a Prospecting Problem
Season 1 Episode 192
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…
5 years, 2 months ago
How to Use Improv to Be More Effective in Sales, with Gina Trimarco
Season 1 Episode 191
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 …
5 years, 3 months ago
How to Get Results with a One-Sentence Email
Season 1 Episode 190
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…
5 years, 3 months ago
Call Opening Do's and Don'ts
Season 1 Episode 189
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 t…
5 years, 3 months ago
How to Increase Your Production By 25%
Season 1 Episode 188
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…
5 years, 3 months ago
GUEST: How to Use Pain and Gain to Sell, with Dan Seidman
Season 1 Episode 187
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…
5 years, 4 months ago
Here are 76 "How" Questions You Can Use
Season 1 Episode 186
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 situa…
5 years, 4 months ago
Negative Sales Assumptions Usually Come True
Season 1 Episode 185
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 neg…
5 years, 4 months ago