Podcast Episodes
Back to SearchQ&A: What to Do When Your Contact is Not the Final Decision Maker
Season 1 Episode 174
Art answers a question today from a listener about a scenario that many of us have encountered: How do you handle it when your contact is not the fin…
5 years, 7 months ago
Yes, You Should Leave a Prospecting Voice Mail; Here's What to Say
Season 1 Episode 173
A popular debate is the one regarding whether to leave a voice message on a prospecting call.
Art explains why it's beneficial and important, BUT to …
5 years, 7 months ago
Your Benefits Probably Aren't
Season 1 Episode 172
A major flaw in most sales training is that the emphasis is placed on presenting the "benefits."
The problem is that benefits are not universal, and …
5 years, 8 months ago
Use a Stand-Up Comedy Technique to Sell More
Season 1 Episode 171
One technique that comics use to get laughs is the "callback."
It's referring back to something specific that got a laugh earlier.
You'll hear how it…
5 years, 8 months ago
This Guy Was TELLING, Not Selling
Season 1 Episode 170
Despite what many people think, the best sales pros are not those who specialize in talking a lot.
You'll hear about the rep who called Art and spoke…
5 years, 9 months ago
A Simple, Conversational Way to Respond to an Objection
Season 1 Episode 169
Often the simplest techniques are the most effective.
Here's a conversational, natural way to respond when you hear an objection that will get the pe…
5 years, 9 months ago
GUEST: How to Generate Inbound Leads and Build Authority, with Sam Dunning
Season 1 Episode 168
Most salespeople need to be proactive to be successful. However, we all appreciate being contacted by interested prospects who seek us out, and want …
5 years, 9 months ago
GUEST: Sales Trainer and Speaker Extraodinaire, Victor Antonio
Season 1 Episode 167
Victor Antonio is one of the top sales trainers in the business. In addition to being a compelling speaker and motivator, his methods are real world,…
5 years, 10 months ago
166 Election Results Never Matter as Much as This Regarding Your Destiny
Season 1 Episode 166
Regardless of your political preference, no election result, politician, or the government will ever affect your destiny and success as much as YOU d…
5 years, 10 months ago
A Professional Prospecting Email Approach that Creates Curiosity
Season 1 Episode 165
Most sales prospecting emails are horrible. They are ignored, or quickly deleted if they are by chance even opened.
Here's a simple, out-of-the-ordin…
5 years, 10 months ago