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...
What if you asked this question more often?
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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...
How to Avoid Ever Hearing “I don’t need that.”
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...
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...