I’m reaching back into the archives today for you.

About nine years ago or so, I produced a bi-monthly DVD with several training segments for members of my Platinum membership group.

One of those segments featured someone who became a very popular character, Al Smolski.

Al would call as I was wrapping up the episode, and always would try some technique that was ill-advised, or just plain awful.Of course, I used those as teaching moments with Al, who didn’t always quite get it.

Today I’m sharing the first episode of the many adventures of Al Smolski. You might pick up a few things as well.

Watch it here.

What to Do When the Deal Seems Too Good to Be True


As sales pros and business owners, we often get inquiries that seem too good to be true. People are hot to get your info and price quote right now. Unless they are handled correctly, the old adage usually comes true. Here’s exactly how to handle these situations, and turn more in sales. This was just […]

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11 Quick Prospecting Tips for Greater Results


At a national sales meeting I did on Smart Calling prospecting for outside sales reps, Gary Farnam gave me a list of his takeaways from the session, along with some of the things he always does on his calls. Good stuff

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Three Quick Tips for Effective Follow-Ups

Following Up

Calling to “Just follow up,” or “Just check in” is a waste of your time and theirs, and usually results in a stall. Here are three quick tips for making follow-ups effective.

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Free Cold Calling Cheat Sheet. Fill in the Blanks to Get New Business

Cold Calling

Of the many questions I get every week, a common theme with the majority is that people are looking for the “Easy Button.” “What do I say on voice mail?” “What’s a good opening?” “What’s a good email subject line?” Well, if it was just that easy… Of course there’s a lot that goes into […]

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Extreme Makeover – Phone Prospecting Edition

Opening Statements

In this video I take an opening statement submitted by a sales pro and does an extreme makeover, making it much more attractive in the process. You’ll be able to see mistakes to avoid in your own calls, and word-for-words ideas you can use as well. This is just a brief segment from the monthly […]

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3-min Video on Boosting Self Confidence

Self Motivation

We’re having quite a hot spell here in the desert, but I’m writing to you at 6:00 am from the side of the pool and it is just a spectacular morning. -I had a question emailed to me about having more confidence on calls. Instead of just sharing the answer with that one person, I […]

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How to take a Quantum Leap in Your Performance

Self Motivation

You can achieve things you never thought possible, but things need to change regarding your thinking, and your actions.  Art Sobczak shares some powerful tips from the book, “Quantum Leap Strategy,” by Price Pritchett.  

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These Words Can Get You In, or Hung Up On

Resistance and Rejection

Actually getting someone on the phone is one of the biggest challenges we have in sales today. So please, do not shoot yourself in the foot when you at last get that person listening to your greeting. On the phone you have about 6 seconds or less with your words to capture a listener’s initial […]

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