“The Art of Sales” Podcast is On the Air!

"The Art of Sales" Podcast

It’s Premier Day for “The Art of Sales Podcast” and I invite you to join me! The first  episodes are up, and I plan to cover all things prospecting and sales from the how-to, what-to-say, sales pro level. Take a listen, and if you like what you hear,...

Focus on THIS at the Beginning of Calls to Get Them Interested

Opening Statements

Focus on this at the beginning of your calls, voice mails, and emails, and you’ll get more people responding, and...

Four Ways To Make Your Voice Mail Message Stand Out From the Clutter

Voice Mail

Want to enhance your chances of a voice mail message being remembered, maybe even evoking a return call? 1. Back it up with a written message by an assistant. Ask the screener, assistant, or anyone in the area to scratch out a brief note for the prospect. For example,...

The $700 Breakfast

Closing, Sales Recommendations (presentations)

A couple of weeks ago, on the beautiful Amalfi coast in Italy, in Positano, we had breakfast one morning at a small open-air restaurant perched high atop the hill, looking down on the postcard-like beach and bay. As we walked out Pam said, “Let’s take a...

A Great Objection Technique

Objections, Uncategorized

We had a member in the Smart Calling Community group ask about what others put in their “objections answer book.” I weighed in with how I’m not a fan of ”objection books” or ”objection rebuttals,” since a direct response is not addressing the reason they...