"The Art of Sales" Podcast, Blog, Prospecting
It’s essential for us to have value statements for our prospects IF we want to have any chance at all of getting them interested. Art shares one of the best he ever heard, since it was timely and relevant. And he discusses exactly how you can do the same thing...
"The Art of Sales" Podcast, Prospecting
If you ever have prospects who say they are going to shop around with your competitors, how would you like those competitors to actually admit that your offer is better? You can, when you say the right things when speaking with your prospect. Hear exactly what to do...
"The Art of Sales" Podcast, Prospecting
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...
"The Art of Sales" Podcast, Prospecting, Sales Tips
Recruiting at a high level is the ultimate practice of sales. Prospecting, getting an engagement, contacting applicants and persuading them to look at positions, negotiating contracts…all require expertise in the art and science of selling. Scott Love is a highly...
"The Art of Sales" Podcast, Prospecting
There are a few worthless phrases and questions that salespeople use at the end of sales conversations that cause prospects to lie. They are things like, “Keep us in mind, OK?”, or, “Keep my number in case you need anything.” In this episode...
"The Art of Sales" Podcast, Prospecting, Questioning, Time Management
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...
