"The Art of Sales" Podcast, Prospecting
We plan the things that are important to us. Like what we’ll do on the weekend. Do you put that much prep, or more into your sales and prospecting calls? Here are some specific tips for the parts of your calls that need to be planned to get optimal success....
"The Art of Sales" Podcast, Objections
An objection that is ALWAYS caused by a salesperson is “I don’t need that.” And it’s actually pretty easy to avoid ever hearing it again. You’ll hear exactly what to say, and what NOT to say, so that you don’t get this objection in...
"The Art of Sales" Podcast, Opening Statements, Questioning
Your opening is THE most important part of any sales or prospecting call. Yet most openings actually cause rejection by committing one of the many sales and prospecting mistakes. There is one question that falls into the mistake category that screams out, “I am...
"The Art of Sales" Podcast, Inside Sales
Many salespeople think that they need to drop their price, or have the lowest prices to win business. And when they do drop prices, if they do get the deal, they are giving away profit, many time unnecessarily. To win deals at the prices you want, the needed...
"The Art of Sales" Podcast, Cold Calling, Opening Statements, Voice Mail
In this podcast episode I share a cold calling opening suggestion I found in a post online. As is, it would likely get a user rejected. Can you spot what is wrong? You’ll hear what it is, AND what could have been added to make it effective. Plus, you can model...
