"The Art of Sales" Podcast, Inside Sales, Sales Tips
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 Celebrity Apprentice finalist) Annie Duke. Annie shared her thoughts on “tilt,” “bad beats,” and...
"The Art of Sales" Podcast, Prospecting, Resistance and Rejection
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. You’ll hear what Warren did–and does–AND Art’s simple process for never being rejected again in...
"The Art of Sales" Podcast, Blog, Prospecting
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 the best he ever heard, since it was timely and relevant. And he discusses exactly how you can do the same thing...
"The Art of Sales" Podcast, Sales Recommendations (presentations), Sales Tips
Hard sell, “pitchy,” pushy sales reps give us all a bad name. They are part of the reason many people resist salespeople. I encountered one of these. He was all of the above. But there was one thing about him that we call can learn from, and profit from....
"The Art of Sales" Podcast, Prospecting
If you ever have prospects who say they are going to shop around with your competitors, how would you like those competitors to actually admit that your offer is better? You can, when you say the right things when speaking with your prospect. Hear exactly what to do...
"The Art of Sales" Podcast, Prospecting
One myth that has been around for a long time, is that the first prospecting call should be to just set the appointment. Nothing more. And, that causes salespeople to miss opportunities, and waste time. You’ll hear how and why, and a case study makeover of one...
