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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What to Say to Avoid Dropping Your Price

Objections

Many salespeople give away pure profits unnecessarily. It’s when they hear what is actually just a price comment or statement, and then feel compelled to drop price, or get into a price negotiation. In this episode you’ll hear the difference between price statements/comments and real objections, and exactly what to say in those situations so […]

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How to Avoid Data Dumping, and Creating Objections

Objections

Many sales reps “data dump.” That is backing up the truck and dumping out everything they know about their product or service on the prospect or customer. Of course, just as if someone had the load from a real dump truck poured on them, that is not a good thing. It actually creates objections. In […]

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What to Say Instead of “Just Checking In”

Opening Statements

One of the most worthless things to say at the beginning of a call to a prospect or customer is “I’m just checking in with you.” (The “Probation Officer” call.)  Or, another variation is the “Baseball Opening,” which is “I’m calling to just touch base.” These openings go nowhere, and actually are disrespectful of the […]

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You Can Still Get the Sales Kickoff 20+19 Training

Resources I Recommend

Once again we held our Sales Kickoff event to start the year. The great news is, you can still participate. You can get this year’s training event video, PLUS the past two years as a bonus. And, I’m offering another $1000 worth of free training resources as an added bonus. See all of the details […]

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Size DOES Matter as it Relates to This

Self Motivation

Yes, size DOES matter very much. As it relates to your thinking. In sales, and all areas of your life, for that matter. In this episode of The Art of Sales, I am not exaggerating when I say the message can change your life. That is what others have told me after seeing or hearing […]

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