Podcast Episodes
Back to SearchMrs. Doubtfire, and the Theory of Contrast
Season 1 Episode 184
In negotiating and sales, it often pays to create a scenario either much higher or lower than the one that you'll ultimately settle for.
In this epis…
5 years, 4 months ago
If It Sounds Too Good to Be True, Question More
Season 1 Episode 183
When you get an inquiry from a prospect, and they just seem too eager to get information from you right now, giving the impression they are ready to …
5 years, 5 months ago
Five Call Opening Mistakes that Guarantee Resistance
Season 1 Episode 182
One way to get better at anything is to avoid the mistakes that cause failure. That is definitely true with sales and prospecting call openings and v…
5 years, 5 months ago
181 They Might Value Bags of Prepared Food Instead of Cooking
Season 1 Episode 181
Here's one of the most fundamental--but often not followed--rules of sales: people buy what they value, NOT what you think is important.
Art shares a…
5 years, 5 months ago
Asking About "Feelings" vs. "Thoughts." Does it Matter?
Season 1 Episode 180
The correct word or two can and does make the difference between success and failure in sales messaging.
But, words don't operate on an island, they …
5 years, 6 months ago
Have the Attitude of this Jeopardy! Winner
Season 1 Episode 179
If you watch Jeopardy!, you know of Ken Jennings, the winningest player of all time. But you probably don't know of the player who ended his legendar…
5 years, 6 months ago
A Simple, Conversational Question to Respond to Resistance
Season 1 Episode 178
Most sales training has it all wrong about how to respond to resistance and objections. Usually the suggestion is to come back with an argumentative …
5 years, 6 months ago
A Recording of a Cringeworthy Cold Call Art Received
Season 1 Episode 177
This cold caller made several fatal mistakes, even before he picked up the phone.
And then he was arrogant, as you will hear.
You'll also hear exactl…
5 years, 7 months ago
A Review of a Common Opening/Voice Mail Mistake, and What TO Do
Season 1 Episode 176
There's a common, fatal, mistake committed by sales reps in their openings, and voice mails. That is trying to get before they give.
You'll hear a sp…
5 years, 7 months ago
Script it, or Wing It?
Season 1 Episode 175
Some people suggest that on your calls you are simply natural, being yourself and let things flow. Others suggest you script out everything you say.
…5 years, 7 months ago