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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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 […]

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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 […]

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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 […]

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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

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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

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