Podcast Episodes
Back to SearchHow to Ask Better Questions, to Get Better Answers
Season 1 Episode 24
The quality of your question determines the quality of your answer. Many sales and opportunities are lost, not because questions were not asked... bu…
7 years, 6 months ago
How to Handle "I want to think about it."
Season 1 Episode 23
Hearing "I want to think about it" from prospects is often frustrating, and too many times results in nothing ever happening.
Sometimes people DO nee…
7 years, 7 months ago
My 9 Unbreakable Rules of Sales
Season 1 Episode 22
"Rules are meant to be broken" is a saying that might apply to some things. But not sales. If you want to sell successfully, conversationally, and et…
7 years, 7 months ago
Guest: Bob Burg, co-author of "The Go-Giver," and "The Go-Giver Influencer"
Season 1 Episode 21
Best-selling author, Bob Burg, discusses lessons we can all use from his newest book, "The Go-Giver Influencer."
He shares his Five Secrets of Genuin…
7 years, 7 months ago
When You Hear These, They Are the Reasons Someone Will Buy
Season 1 Episode 20
The top earning salespeople listen at a different level.
They listen for the "lean in" comments from prospects and customers. These are things they s…
7 years, 7 months ago
How to Respond to "I'm not interested."
Season 1 Episode 19
Nothing has ended more prospecting calls than the words, "I'm not interested."
Or, variations of it, like, "We're all good." Or "We're happy with wha…
7 years, 7 months ago
(Personal story) What I Did This Weekend that You Can Use Too
Season 1 Episode 18
This past weekend I attended a regular meeting of a marketing and business mastermind/coaching group I belong to.
I have three days worth of ideas an…
7 years, 7 months ago
Guest: "Go for No" Co-author, Andrea Waltz
Season 1 Episode 17
We turn conventional sales belief and practice upside down in this episode. It's normal for salespeople to want to avoid no. In fact, the fear of it …
7 years, 7 months ago
Voice Mail: What to Avoid, and Say to Get to More Buyers
Season 1 Episode 16
Most sales and prospecting voice mail messages get deleted because they are awful. Some are in the gray area of credibility. Others are flat out dece…
7 years, 7 months ago
Art is Called by the Clueless Cold Caller, Al Smolski
Season 1 Episode 15
Art receives a call, on-air, from the clueless cold caller, Al Smolski.
Al makes every mistake in the book, and Art gently schools him and what he's …
7 years, 7 months ago