Podcast Episodes
Back to SearchWho's the Better Salesperson? Elton John or Billy Joel?
Season 1 Episode 64
Art was at a concert where Billy Joel and Elton John performed together. They both did an amazing job with their music, but one was clearly the bette…
7 years, 2 months ago
Why Not Plan Your Calls Like You Do Your Weekends?
Season 1 Episode 63
We plan the things that are important to us. Like what we'll do on the weekend.
Do you put that much prep, or more into your sales and prospecting ca…
7 years, 2 months ago
How to Avoid Ever Hearing "I don't need that."
Season 1 Episode 62
An objection that is ALWAYS caused by a salesperson is "I don't need that."
And it's actually pretty easy to avoid ever hearing it again.
You'll hear…
7 years, 2 months ago
Avoid This Early Question that Screams "Salesperson!"
Season 1 Episode 61
Your opening is THE most important part of any sales or prospecting call. Yet most openings actually cause rejection by committing one of the many sa…
7 years, 2 months ago
GUEST: How to Differentiate, and Sell at YOUR Price, with Lee Salz
Season 1 Episode 60
Many salespeople think that they need to drop their price, or have the lowest prices to win business. And when they do drop prices, if they do get t…
7 years, 2 months ago
Can You Spot What is Wrong With This Cold Call Opening?
Season 1 Episode 59
Art shares a cold calling opening suggestion he found in a post online.
As is, it would likely get a user rejected.
Can you spot what is wrong?
You'l…
7 years, 2 months ago
This Sales Question Should Require a Permit
Season 1 Episode 58
Here's a sales question, that according to people in the car business, causes accidents during test drives.
Hear what it is, why it works, and how yo…
7 years, 2 months ago
GUEST: Sales Truth, with Mike Weinberg
Season 1 Episode 57
There has been a lot of false and misleading advice spread about sales and prospecting, and what does and does not work.
Mike Weinberg has stepped up…
7 years, 3 months ago
Sales Lessons from a World Champion Poker Player
Season 1 Episode 56
There are many similarities between poker and sales.
Art had the opportunity to be at a dinner with world champion poker player (and author, and Cele…
7 years, 3 months ago
Warren Buffett, You, and Never Feeling Rejected in Sales
Season 1 Episode 55
Warren Buffett is a big believer in turning setbacks into opportunities.
Which is precisely what we need to do in sales to maximize our success.
You'…
7 years, 3 months ago