Podcast Episodes
Back to SearchHow to Avoid Saying Things that Kill Sales
Many sales opportunities are lost due to the bad choices of words that salespeople use.
They say things to actually create objections that were never…
3 years, 7 months ago
How to Get Them to Set a Follow-Up Date They Will Show Up For
Season 1 Episode 252
The old saying is true: "The fortune is in the follow up."
BUT, only if you actually get to prospects and customers to show up, and have done somethi…
3 years, 8 months ago
A Simple Question to Help Them Take Action
A common complaint of salespeople is that prospects don't move. They don't take action. So pipelines get clogged up. And it's the salesperson's own f…
3 years, 9 months ago
Gratefulness Leads to Great Fullness
Season 1 Episode 250
A special Thanksgiving message today about gratefulness, that actually should be applied every day of the year. Your life will be enriched, as well …
3 years, 9 months ago
Do NOT Ask if They are the Decision Maker
Season 1 Episode 249
Many prospecting calls start with, "Are you the person there who handles the purchasing of...?"
Which is the wrong thing to say.
Really, who says tha…
3 years, 9 months ago
The Boring Fundamentals Always Have, and Always Will Work
Season 1 Episode 248
There is no magic pill, secret sauce, or easy button in sales, although many seek it.
Every ultra-successful sales pro has mastered the basics.
You c…
3 years, 10 months ago
247 How to Respond to the Immediate, "I'm Not Interested"
Season 1 Episode 247
Something that anyone who has ever made a prospecting call has experienced is the quick brush off attempt.
Most salespeople give up, and feel rejecte…
3 years, 10 months ago
246 Fear and Scaring- How to Use These Motivators to Help People
Season 1 Episode 246
Fear is one of the strongest human motivators. It causes people to take massive action, or do nothing because it paralyzes them.
And we should use it…
3 years, 11 months ago
A Simple One-Question Template to Help People Sell Themselves
Season 1 Episode 245
It's always better to let people tell you what they want, and sell themselves in the process, than YOU telling them what you want them to buy.
Art sh…
3 years, 11 months ago
GUEST: How to Win the Relationship, and Not the Deal, With Casey Jacox
Season 1 Episode 244
In sales, too often the salesperson's emphasis is self-centered, with the focus on what they want... the meeting, the sale, the commission. And that …
3 years, 11 months ago