There has been a lot of false and misleading advice spread about sales and prospecting, and what does and does not work.

Mike Weinberg has stepped up and called BS on a lot of it, in a big way, in his new book, “Sales Truth.”

In this episode, he shares with Art some of the nonsense that is out there, and the Truth about what is working–still.

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Sales Lessons from a World Champion Poker Player

"The Art of Sales" Podcast

There are many similarities between poker and sales. Art had the opportunity to be at a dinner with world champion poker player (and author, and Celebrity Apprentice finalist) Annie Duke. Annie shared her thoughts on “tilt,” “bad beats,” and other ideas that are directly applicable to our sales success. Listen Here

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Warren Buffett, You, and Never Feeling Rejected in Sales

"The Art of Sales" Podcast

Warren Buffett is a big believer in turning setbacks into opportunities. Which is precisely what we need to do in sales to maximize our success. You’ll hear what Warren did–and does–AND Art’s simple process for never being rejected again in your prospecting and sales. Listen Here

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One of the Best, Most Relevant Value Statements I’ve Ever Heard

"The Art of Sales" Podcast

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 with yours to get more […]

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I Learned This One Good Thing from a Pushy, Hard Sell Sales Rep

"The Art of Sales" Podcast

Hard sell, “pitchy,” pushy sales reps give us all a bad name. They are part of the reason many people resist salespeople. I encountered one of these. He was all of the above. But there was one thing about him that we call can learn from, and profit from. It’s pretty simple, yet many sales […]

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How to Get Your Competitor to Admit You are the Better Choice

"The Art of Sales" Podcast

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 so that you win more of […]

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The Prospecting Objective is Not to JUST Set the Appointment

"The Art of Sales" Podcast

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 rep’s former approach, and the modified, more effective […]

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A Corporate Buyer Reveals What It Would Take to Sell to Him

"The Art of Sales" Podcast

A fundamental mistake that many salespeople make is that they sell they way they want to sell. All that matters is how a customer wants to buy. In this episode, Art tells how a corporate buyer shared what turns him off as a buyer, and what it takes to get him interested. Listen Here

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What to Do Right Now to Instantly Get Bigger Results

"The Art of Sales" Podcast

Want to know the secret of those who get the biggest sales, and typically bring in the most overall revenue? It is so simple you can do it right now. It’s simply thinking, and acting bigger. It takes as much energy and effort to go after something huge as it does something tiny. So why […]

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