Don’t Ask the Dumb Questions that Give Useless Answers

"The Art of Sales" Podcast

Picking up on the theme from the previous episode, there are indeed dumb questions in sales. They give us useless answers. You’ll hear examples of these dumb questions–many of which you have heard, and possibly use. And you’ll get what to say instead to get valuable information to help you help the customer buy. Listen […]

Read the full article →

How to Avoid the Stupid Sales Questions

"The Art of Sales" Podcast

Perhaps you’ve heard the old saying, “There’s no such thing as a dumb question.” That’s not true in sales. There are actually stupid questions that you should avoid. These are the ones that actually cause people to resent and resist the questioner. Hear what to avoid, and what to ask to get people to open […]

Read the full article →

Who’s the Better Salesperson? Elton John or Billy Joel?

"The Art of Sales" Podcast

Art was at a concert where Billy Joel and Elton John performed together. They both did an amazing job with their music, but one was clearly the better salesperson regarding how he connected with the audience. Hear who that was, exactly what he did, and how you can model it in your own sales. Listen […]

Read the full article →

Why Not Plan Your Sales Calls Like You Do Your Weekends?

"The Art of Sales" Podcast

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. Listen Here

Read the full article →

How to Avoid Ever Hearing “I don’t need that.”

"The Art of Sales" Podcast

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 any of your sales or or prospecting situations. Listen Here

Read the full article →

Avoid This Early Question that Screams “Salesperson!”

"The Art of Sales" Podcast

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 trying to sell you something!” And that almost always causes resistance. […]

Read the full article →

GUEST: How to Differentiate, and Sell at YOUR Price, with Lee Salz

"The Art of Sales" Podcast

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 strategy is differentiation. Lee Salz shows us […]

Read the full article →

Can You Spot What is Wrong With This Cold Call Opening?

"The Art of Sales" Podcast

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 it for your own […]

Read the full article →

This Sales Question Should Require a Permit

"The Art of Sales" Podcast

Here’s a sales question, that according to people in the car business, causes accidents during test drive. Hear what it is, why it works, and how you can adapt it to your own sales situations. Listen Here

Read the full article →