Hearing “I want to think about it” from prospects is often frustrating, and too many times results in nothing ever happening.

Sometimes people DO need to think about it. Other times they are just procrastinating and can move forward more quickly. And yet other times they are just getting rid of you.

In this episode you’ll hear how to identify the prospect’s intention, and how to respond to get movement quicker.

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My 9 Unbreakable Rules of Sales

"The Art of Sales" Podcast

“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 ethically, I have nine rules that should not be broken. Hear them, and what you can do right now to get more success in all of your sales situations. […]

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Ask the “Kondo Question” to Declutter Your Follow Up Files

Following Up

Although I like to think I keep up on what’s going on (somewhat) with pop culture, the whole Kondo thing got miles by me before I caught on. It was just a few weeks ago. A Facebook friend posted pictures of her kitchen and said she “Kondoed” it. I thought she meant that her apartment […]

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Guest: Bob Burg, co-author of “The Go-Giver,” and “The Go-Giver Influencer”

"The Art of Sales" Podcast

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 Genuine Influence which we can use in sales, and all areas of life. And you’ll hear his one sentence that is guaranteed to prevent misunderstandings. Listen Here

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When You Hear These, They Are the Reasons Someone Will Buy

"The Art of Sales" Podcast

The top earning salespeople listen at a different level. They listen for the “lean in” comments from prospects and customers. These are things they say that can tell us exactly what it will take to help them buy. Yet, many salespeople hear them, but don’t even realize it. You’ll hear exactly what these are, and […]

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How to Respond to “I’m not interested.”

Resistance and Rejection

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 what we have.” But, most salespeople who get blown off the phone by these things don’t understand that these are NOT real objections. Prospects WILL stay on the phone with you, […]

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What Sales Pros Can Learn from Tom Brady’s Performance

Self Motivation

Regardless of whether you are football fan or not, or if you like Tom Brady or not, he set an example Sunday for salespeople, that when emulated, can propel us to new heights. I am not talking about his game performance against the Chiefs. That was awe-inspiring though.

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Voice Mail: What to Avoid, and Say to Get to More Buyers

Voice Mail

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 deceptive. Yet, skilled salespeople understand the effective way to use. And that’s what we cover in today’s show. You’ll hear what does not work, and the entire Smart Calling Voice […]

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The Clueless Cold Caller Phones Art

Humor and Silly Stuff

Listen Here In this new episode of The Art of Sales Podcast, I receive a call, on-air, from the clueless cold caller, Al Smolski. Al makes every mistake in the book, and I gently pointed out what he’s doing wrong, and what he should do instead at the opening of prospecting calls. Not sure if […]

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