An objection that is ALWAYS caused by a salesperson is "I don't need that." And it's actually pretty easy to avoid ever hearing it again. You'll...
How to Avoid Ever Hearing “I don’t need that.”
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Avoid This Early Question that Screams “Salesperson!”
Your opening is THE most important part of any sales or prospecting call. Yet most openings actually cause rejection by committing one of the many...
GUEST: How to Differentiate, and Sell at YOUR Price, with Lee Salz
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...
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...