Podcast Episodes
Back to Search263 Q&A- Dealing with Rejection; Better Conversion, or More Leads?
In this episode Art answers a couple of questions from fellow sales pros. They focus on how to deal with rejections and no's, and should someone focu…
3 years, 4 months ago
262 GUEST: David Newman, Author of "Do It! Selling"
David Newman is the author of the great new book, "Do It! Selling: 77 Instant-Action Ideas to Land Better Clients, Bigger Deals, and Higher Fees." …
3 years, 4 months ago
Avoid Rejection By Not Being Attached to This
Season 1 Episode 261
Too often sales reps suffer from call avoidance and fear of rejection because they are too attached to the outcome.
In this episode you'll hear how t…
3 years, 4 months ago
Nineteen More Creative Ways to Say "We can save you money"
Season 1 Episode 260
Everyone wants to save money, but most people ignore the overused term, "We can save you money."
In this episode you'll hear more creative ways to pe…
3 years, 5 months ago
Three Simple Persuasion Techniques (proven by science)
Often the simplest words, phrases, and actions can have the greatest impact on others.
Here are three simple techniques that everyone likely has the …
3 years, 5 months ago
258 Follow-Up Mistakes, and What TO Say
Season 1 Episode 258
Many follow-up attempts die with the first words out of the mouth of the salesperson on the follow-up call.
You'll hear the mistakes to avoid that ki…
3 years, 5 months ago
This "Soft Skill" Will Make You Hard Money
Art goes on a bit of a rant today, commenting on an article about the lack of soft skills in today's business environment.
You'll hear about the one …
3 years, 6 months ago
To Accomplish Something, Define What it Is
Season 1 Episode 256
Too many sales calls wander aimlessly and end without accomplishing anything.
Often, that's because the "accomplishment" itself was never defined.
Yo…
3 years, 6 months ago
How to Not Be Affected Negatively by the "No's"
Season 1 Episode 255
The fear of hearing "no" prevents activity and sales more than anything else.
It doesn't need to be that way, and shouldn't.
You'll hear how to foc…
3 years, 7 months ago
Here's the Persuasion Secret that Everyone Doesn't Know
Season 1 Episode 254
It's a psychological principle that people's desire for things increase in relation to its scarcity.
There are many ways this is used in sales, and l…
3 years, 7 months ago