Podcast Episodes
Back to SearchUse "How?" Instead of "Why?" to Get Better Results
Season 1 Episode 303
Asking someone "Why?" they do or say something has the potential to put someone on the spot and feel like they need to defend themselves.
A scientif…
1 year, 10 months ago
Stop Calling What Happens, Rejection
Season 1 Episode 302
Probably the biggest roadblock to success for most salespeople is the fear of rejection.
But, rejection doesn't actually exisit. It is the story that…
1 year, 11 months ago
Victims Make Horrible Professional Salespeople
Season 1 Episode 301
Someone who is always the victim has little chance to succeed in professional sales.
Sales, when done at the highest level is all about taking respon…
1 year, 11 months ago
How to Handle a Specific Price Objection
Season 1 Episode 300
An objection some salespeople hear is, "I only want to pay if I get the results you say we'll get."
Art shares how he suggested a fellow coach handle…
1 year, 11 months ago
Forget About Trying to Sell; Focus on How You Make People Feel
Season 1 Episode 299
A famous saying is that "You can't NOT communicate." Meaning that everything you do or say that is observed by someone, whether it is intentional or …
2 years ago
How to Respond to the Too Early "What's it cost?" Question
Season 1 Episode 298
Many prospects don't want to abide by our timetable. They want to know what the price is, before we are ready to go there.
How you respond makes the…
2 years ago
297 GUEST: How to Prevent Stuck Deals, and Get them Unstuck if they Do, with James Muir
Season 1 Episode 297
An even bigger problem than losing out to a competitor is losing a deal due to no decision. James Muir wrote an entire book on how to prevent deal…
2 years, 1 month ago
296 How to Get the Best Intel to Make Your Prospecting Relevant
Season 1 Episode 296
The best way to get voice mails responded to, and create instant interest on prospecting calls is to make your messaging relevant to them by personal…
2 years, 1 month ago
"Just be yourself" is Some of the Worst Sales Advice Ever
Season 1 Episode 295
When a sales rep is told, "Just be yourself" on calls, instead of being totally prepared, that is some of the worst advice ever.
Unless the rep is a …
2 years, 1 month ago
How to React to Price Comments, and Not Give Away Profits
Season 1 Episode 293
There is a difference between simple price comments, like, "Wow, that's more expensive than I thought," and real price objections, like, "We don't ha…
2 years, 2 months ago