Clayton Shold, who runs the great site Salesopedia.com interviewed me about handle the price issue on sales call. Listen to that podcast below....
An Audio Interview on Dealing With Price Issues
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How Do You Handle it When a Company Has a No-Calls Policy?
Here's an email I received from a fellow reader: Art, What do you do when the notes on an account tell you that the prospect has a policy of...
Why Your Voice Mails are Ignored, and What to Do Instead
Sales consultant Paul McCord asked me to contribute to his Sales and Sales Management Blog. This week he is focusing on telesales, so I sent him...
Another Call Recording: I’m still not sure what this guy was selling
I was rushing around last Friday trying to get out of the office so I could get to the airport. (Went to the Indy 500 by the way, awesome...
My Review of a Fellow Sales Rep’s Opening Statement
I've reviewed quite a few opening statements over the years from attendees at my training workshops andwebinars. Let me share one with you as a case...
How to Create Interest in 10 Seconds or Less
This has happened more often than I'd like: I’ll be in a training session working on opening statements with sales reps, and someone will say,...
Sales Lessons from the Elton John/Billy Joel Concert
Billy Joel and Elton John are two of the most popular, talented pianists/performers/entertainers of our time. I had the opportunity to see them...
Voice Mail from an Upset Customer (This made me laugh out loud!)
I laughed out loud when a reader sent this to me, and I still do each time I listen, and watch the animation that some creative person added. This...
The Banal Brazenness of Telescammers
One challenge we face in using the phone as part of our sales process (or as the main method of communication) is overcoming the neagtive perception...