We can learn how to be better at sales by observing and studying other professions. Police detectives are very skilled questioners. A fictitious one...
Question Like this TV Detective to Get Great Information
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GUEST: He’s Going for 1000 No’s This Summer; Leo Quinn
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...
Free On-Demand Training: “How to Place the Successful Smart Sales and Prospecting Call”
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...
What if you asked this question more often?
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...
Sales Lessons From Buying Hundreds of Tickets to Sold Out Games
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...
Don’t Ask the Dumb Questions that Give Useless Answers
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...
How to Avoid the Stupid Sales Questions
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...
Who’s the Better Salesperson? Elton John or Billy Joel?
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...
Why Not Plan Your Sales Calls Like You Do Your Weekends?
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...