If someone in a conversation dropped this on you, how would you react?

“So, anyway, I’m only sharing this with a couple of people, but my aunt in Omaha is good friends with Warren Buffet and this is where he said she needs to put all of her money…”

You’d snap to attention.

You’d elevate your listening to a higher level.

You’d zone out everything else around you. [click to continue…]

How to Get Your Competitors to Say You Are the Better Choice

Questioning

In a previous post  I discussed what to avoid when talking about the competition. In this one I cover how to get your competition to admit YOU are the better choice. Let me explain… I’ve spent a lot of time on airplanes over the past 31 years doing training for clients. Still do. As a [...]

Read the full article →

What to Avoid When Talking About the Competition, and What TO Do

Sales Recommendations (presentations)

A couple of TV networks wouldn’t air a new Bud Light commercial because it allegedly dis-paraged Miller Lite. This came after the same networks rejected a Miller Lite commercial that apparently maligned Bud Light. Maybe I’m jaded because my adult beverage of choice happens to be Bud Light (my craft beer snob/aficionado friends make fun of me for that) [...]

Read the full article →

Here’s the Best Time To Prepare for Your Follow-Up Call

Thumbnail image for Here’s the Best Time To Prepare for Your Follow-Up Call Following Up

I recently did a training workshop for the sales pros at Ivy Garth Seeds. They sell flower and vegetable seeds to nurseries,  greenhouses, and other commercial growers. They actually DO something that I have suggested for a long, long time that not many others practice: doing their pre-call planning for the next call to a [...]

Read the full article →

What You Can Model From the Comcast Cancel Call

Customer Service

Last week I posted the now mega-viral Comcast cancellation call and asked for your thoughts. Thanks to those who replied. There were many excellent, well-thought-out comments and suggestions. My take:First, I agree that the rep went way over the edge.Regardless of the possible reasons—which I’ll address in a minute—just like you won’t get every sale you’re going after, [...]

Read the full article →

The Comcast Cancel Call: Your Thoughts?

Customer Service

The now infamous Comcast cancellation call has gone mega-viral. People are outraged. Comcast has apologized. I’ve received many messages about my take on it, and requests to post it for comments. Given that I often share recordings of phone calls, it’s my obligation to post what is perhaps the most listened to sales/service call recording [...]

Read the full article →

Haters of Soccer, and Sales

Questioning
Thumbnail image for Haters of Soccer, and Sales

A bigger sport in the US than soccer is listening to the debate between soccer fans and non-soccer fans. It can get quite heated. Like political conversations. I admit, I fall into the non-soccer fan category, but I’m trying to leave. I am one of the bigger sports geeks you’ll ever meet.

Read the full article →

How to Sell to LeBron James

Questioning
Thumbnail image for How to Sell to LeBron James

A huge sales process will be taking place soon. Several organizations will be going after the same target. The one who gets the sale will actually end up PAYING over $22 million dollars to the buyer. The buyer is LeBron James, and the seller is the team that sells him on choosing them.If you’re not an NBA [...]

Read the full article →

How to “Connect Instantly and Transform it Into Sales”

Opening Statements

Here’s an email I received a couple of weeks ago. No kidding. (I’m withholding the name to save embarrassment.) Hi Art, How do I reach out to CEO’s, CFO’s, VP’s who are very busy. How do I connect with them instantly and transform the call into leads or sales? Please let me know. (name) Where [...]

Read the full article →