Podcast Episodes
Back to SearchThe Mishandled $8000 Pizza Order
Season 1 Episode 114
The people who directly interact with prospects and customers ARE the company to those buyers. One screw up by one person can cause them to never buy…
6 years, 8 months ago
113 When We Must Assume in Sales, and When to Not
Season 1 Episode 113
Old school, cheesy sales advice suggests you should always assume the sale, and use "assumptive" closing techniques.
Part of that is partially true, …
6 years, 8 months ago
Don't Wish for the Business, ASK for It
Season 1 Episode 112
Too many sales are lost because the salesperson uses weak language. They wish for the business or next step, instead of directly asking for it.
And, …
6 years, 8 months ago
Listen for "Wine" in this Episode
Season 1 Episode 111
If the title of this episode got your attention, you will be listening for the word "wine" when you hit "play." And you will hear it.
The sales point…
6 years, 8 months ago
Asking about "Feelings" vs. "Thoughts"
Season 1 Episode 110
Some sales training goes overboard on its insistence that you use or don't use certain words. The words we use in sales CAN make all of the differenc…
6 years, 9 months ago
Sell Like the Locals in Cabo
Season 1 Episode 109
Almost all of the locals are salespeople in Cabo San Lucas, Mexico, as Art observed on vacation this week.
Beach vendors, kids working in jewelry sto…
6 years, 9 months ago
One of the Simplest Sales Questions Ever
Season 1 Episode 108
Often, using the most simple, conversational replies are the best ways to deal with mild resistance.
If someone doesn't have a good reason for their …
6 years, 9 months ago
A Great Sales Question (from a TV show)
Season 1 Episode 107
One of the best sales questions Art has ever heard was from the old TV show, Ally McBeal.
You can use this simple question to get people off of the f…
6 years, 9 months ago
How to Avoid Sounding Like a Babbling Fool
Season 1 Episode 106
Sometimes prospects ask salespeople extremely technical, or outrageous questions that catch them off-guard, and cause them to respond with a long str…
6 years, 9 months ago
If You Plan to Listen to This Later, You are Guilty of It
Season 1 Episode 105
Do you tend to put things off?
How does that work out for you?
Procrastination rarely leads to anything positive, especially in sales.
Here are a few…
6 years, 9 months ago