How to Handle the Quick Brush Off

Objections, Resistance and Rejection

At a prospecting training seminar for a client I was asked what to do with a prospect who blows you off the phone even before you can get your opening statement out of your mouth. Do you just call back right away and act like you were disconnected, the participant...

How to Get Past Gatekeepers and Screeners: Don’t

Screeners

Lots of conventional sales material says to “get past” the gatekeeper, or is about “going through” the screener. And that is bad information, which actually salespeople to get shut down and turned away. In this episode of “The Art of...

How to Never Be Rejected Again on a Sales Call

Resistance and Rejection

The fear of rejection is what stops many salespeople from being successful, and has prevented many others from even getting into sales. It should not, and does not need to be that way. Art discusses what rejection really is, how you can avoid it, never feel rejected...

The Cold is Dead, But Not the Calling; How to Prospect the Smart Way

Cold Calling

“Cold” calling is indeed dead, and should never be done. There’s no reason to, other than laziness. However, the calling for new business IS very much alive, and being done in the Smart way by salespeople to generate massive amounts of new business. Hear what should...

Stop Talking About Your Thing

Sales Recommendations (presentations)

Many sales reps create objections by talking about their “thing.” People don’t buy things, they buy results. Here I detail how to define your results, why and when your buyers want them, and how to use them to get more people buying. Listen Now