GUEST: Oren Klaff on Getting People to Think Your Idea is Their Idea

"The Art of Sales" Podcast

Oren Klaff, author of the million-copy-selling book, “Pitch Anything” shares fascinating insight from his brand new book, “Flip the Script—Getting People to think Your Idea is Their Idea.” The ideal sale occurs when a buyer tells you “Let’s do this,” instead of having to use techniques to close him or her. Oren discusses using “Inception,” […]

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RANT: Do Not Misrepresent Your Sales Intentions

"The Art of Sales" Podcast

A type of approach that gives sales a bad name in general is misrepresenting the purpose of a call or outreach. Hear examples of what these are, and what TO do instead to be totally upfront, AND successful with your efforts. Listen Here

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Seven Tips for Getting Rid of Your Avoidance Behaviors

"The Art of Sales" Podcast

For many salespeople, their lack of production is not for a lack of being busy. It’s because that “busyness” is typically “avoidance behavior.” Avoidance behavior means we engage in things that cause us to NOT do the productive things we should be doing in sales: prospecting, following up, and speaking with prospects and customers. See […]

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GUEST: Trial Attorney Sales Secrets, with Jess Lorona

"The Art of Sales" Podcast

Trial attorneys need to be master influencers, and “sell” in many different ways and situations. Today’s guest is a prominent, experienced litigator who shares some of his sales success secrets as they relate to interacting with clients, jurors, opposing attorneys, and judges. You’ll be able to adapt these ideas and methods to your own interactions […]

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Question Like this TV Detective to Get Great Information

"The Art of Sales" Podcast

We can learn how to be better at sales by observing and studying other professions. Police detectives are very skilled questioners. A fictitious one from an old TV series, who used several great techniques was Columbo. Hear the techniques he used to get people to really open up, and how you can easily use them […]

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GUEST: He’s Going for 1000 No’s This Summer; Leo Quinn

"The Art of Sales" Podcast

One of the biggest fears of salespeople–or anyone–is hearing NO. Our guest today, Leo Quinn, is embracing the “Go for No” philosophy and is on a mission to hear 1000 NO’s in the summer of 2019. You’ll hear what is he doing, why, what he has experienced and learned, and how he has changed. And, […]

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Free On-Demand Training: “How to Place the Successful Smart Sales and Prospecting Call”

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I’ve shared hundreds of pieces of training and valuable how-to posts here, but I don’t believe I’ve put up something this comprehensive that is not a one-time event. Because I want everyone to have access to my Smart Calling process, step-by-step, along with messaging examples, I’m making available this free, on-demand training: “How to Place […]

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What if you asked this question more often?

"The Art of Sales" Podcast

Here’s a question that is proven to unlock creativity and possibilities in the minds of people who hear it. And we should be asking it more of everyone, especially our prospects and customers. Listen Here

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Sales Lessons From Buying Hundreds of Tickets to Sold Out Games

"The Art of Sales" Podcast

Over the years Art has attended hundreds of sporting events while on the road doing training. Many of those events were popular and sold out. But he scored tickets at, or below face value. Hear his techniques, and the sales lessons learned, that you can use too. Listen Here

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