Podcast Episodes
Back to SearchHow Sales Reps Mishandled My Inquiry, and How One Got the Sale
Season 1 Episode 104
It should be obvious that inquiries are your best source of new business. Yet sales reps mishandle them every day, and lose opportunities, and cash.
…6 years, 9 months ago
How to Handle Stalls and Delays
Season 1 Episode 103
Salespeople waste a lot of time needlessly by easily giving in to something like, "Give me a call back next month."
You'll hear what to say to learn …
6 years, 9 months ago
How to Steal Business from the Competition
Season 1 Episode 102
Everyone who prospects for new business has heard, "We're satisfied with who we're using now," or some variation of that.
There's a lot of nonsense t…
6 years, 9 months ago
Ask the Plastic Surgery Question from "Nip/Tuck"
Season 1 Episode 101
On the popular medical drama TV series from a few years ago, the surgeons would always ask one question with their new patients during the initial co…
6 years, 10 months ago
"Shameless" Sales Tactics You Actually SHOULD Avoid
Season 1 Episode 100
Art found an online article suggesting many lies and deceitful tactics that salespeople should use if they want to be successful.
He takes each of th…
6 years, 10 months ago
How to Say Your Price, So You Aren't Asked to Drop It
Season 1 Episode 99
Many times salespeople end up dropping their price, and it is a direct result of how they quote their price. There are a number of words and phrases …
6 years, 10 months ago
Three Subtle Persuasion Techniques You Can Use (backed by science)
Season 1 Episode 98
Here are three subtle, but powerful persuasion techniques--that likely have been used with you--that you can adapt to be more persuasive and influent…
6 years, 10 months ago
Brief Sales Tips (maybe older than you)
Season 1 Episode 97
In this episode, Art went into his vault and found some sales tips he first shared in the 80's and 90's... which are as relevant, and even more impor…
6 years, 10 months ago
Avoid Tom Cruise's Mistake: Stop When You Have Them at Hello
Season 1 Episode 96
Remember in the movie, Jerry Macguire, Tom Cruise's impassioned make-up speech to his wife? And then after finishing she says, "You had me at hello."…
6 years, 10 months ago
How to Cold Call Successfully, By Just Filling in These Blanks
Season 1 Episode 95
This is a training session on how to easily develop your own interest-creating cold call opening script (without the cold), which also can be used as…
6 years, 10 months ago