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...
GUEST: How to Differentiate, and Sell at YOUR Price, with Lee Salz
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Can You Spot What is Wrong With This Cold Call Opening?
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...
This Sales Question Should Require a Permit
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...
GUEST: Sales Truth, with Mike Weinberg
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...
Sales Lessons from a World Champion Poker Player
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...
Warren Buffett, You, and Never Feeling Rejected in Sales
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....
One of the Best, Most Relevant Value Statements I’ve Ever Heard
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...
I Learned This One Good Thing from a Pushy, Hard Sell Sales Rep
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...
How to Get Your Competitor to Admit You are the Better Choice
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...