One myth that has been around for a long time, is that the first prospecting call should be to just set the appointment. Nothing more.

And, that causes salespeople to miss opportunities, and waste time.

You’ll hear how and why, and a case study makeover of one rep’s former approach, and the modified, more effective strategy and tactics, which you can model too.

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A Corporate Buyer Reveals What It Would Take to Sell to Him

"The Art of Sales" Podcast

A fundamental mistake that many salespeople make is that they sell they way they want to sell. All that matters is how a customer wants to buy. In this episode, Art tells how a corporate buyer shared what turns him off as a buyer, and what it takes to get him interested. Listen Here

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What to Do Right Now to Instantly Get Bigger Results

"The Art of Sales" Podcast

Want to know the secret of those who get the biggest sales, and typically bring in the most overall revenue? It is so simple you can do it right now. It’s simply thinking, and acting bigger. It takes as much energy and effort to go after something huge as it does something tiny. So why […]

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Here’s Exactly How to Create Your Compelling Value Proposition

Unique Value Proposition

Probably the single most important factor that determines your success or failure on your calls is your Possible Value Proposition. Some call it simply your “value prop,” others your “elevator pitch.” Developing this is critical, because you plug it into your voice mails, emails, your answers to screener questions, and of course in your interest-creating […]

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React to No’s Like Kids Do So You Never are Rejected

"The Art of Sales" Podcast

Every kid is a born salesperson. And, we can learn a lot by remembering how we reacted to no’s when we were kids. Or by observing kids today. In this episode, you’ll be reminded of, and motivated by kids’ reactions to no’s so that you are never deterred by them, and will then get more […]

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GUEST: Real Estate Sales Success Secrets (that everyone can use) with Van Deeb

"The Art of Sales" Podcast

Today’s guest is one of the most successful real estate professionals in the country, and he shares success principles that everyone can use. Van Deeb started DEEB  Realty from the basement of his home, and grew it to over 350 agents, making it one of the largest independent firms in the U.S. Van sold his […]

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Asking About Their Budget Actually Loses Sales

"The Art of Sales" Podcast

Many salespeople make the mistake of asking about a potential buyer’s budget. Which typically gets a response similar to, “We’ve already spent it.” Or, “There is no money available.” And a sale is lost. It doesn’t need to be that way. Hear what is most important, and how budget isn’t an issue for most people, […]

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Don’t Use These Cheesey Screener Tactics

"The Art of Sales" Podcast

Unfortunately, many people still think they need to “Get past the screener” in order to speak with a decision maker. Worse, there are trainers who teach this nonsense. Assistants (we don’t call them screeners) see through these tactics, and that pretty much ensures the salespeople never get through. You’ll hear what to avoid, and what […]

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How Art Sold the Jury and Found the Guy Guilty

"The Art of Sales" Podcast

Sales situations are around us every day, and we can learn lessons from them when we look for them. Here’s Art’s story of how he was on a jury, and helped one dissenting juror finally come to the conclusion that was very obvious to everyone else. Listen Here

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