Extreme Makeover – Phone Prospecting Edition

Opening Statements

In this video I take an opening statement submitted by a sales pro and does an extreme makeover, making it much more attractive in the process. You’ll be able to see mistakes to avoid in your own calls, and word-for-words ideas you can use as well. This is just...

Create Interest With “Cheap Crap They Don’t Need”

Opening Statements

I’ve often written about observing and learning from the beach vendors in Cabo San Lucas, Mexico. While there a couple of months ago I saw a novel approach that we can learn from and emulate—in a sense. One of the 50 or so guys carrying an open case full of jewelry...

If it Hurts, Do Something Different

Opening Statements

If you’d punch yourself in the head, it would hurt. And doing it repeatedly would cause damage.Reasonable people would quit doing it.Hard to imagine why anyone would do it at all. Yet, salespeople do it every day. Repeatedly. And it hurts, both psychologically...

How to “Connect Instantly and Transform it Into Sales”

Blog, Opening Statements

Here’s an email I received a couple of weeks ago. No kidding. (I’m withholding the name to save embarrassment.) Hi Art, How do I reach out to CEO’s, CFO’s, VP’s who are very busy. How do I connect with them instantly and transform the...

“How’s it going?” is NOT a Good Call Strategy

Opening Statements

Sales 101 tells us that it easier and more profitable to sell more to an existing customer than to try and get a new one, we should do whatever we can to nurture existing customers, and our good customers are our best source of referrals. But so many sales reps either...

A Sales Lesson From High Gas Prices

Opening Statements, Unique Value Proposition

So who isn’t moaning about the price of gas right now? Probably the heads of countries that sell us oil… that’s another story. I do have to give credit to Phillips 66 though. They ran an ad campaign a few years ago that STILL sticks in my mind. They...