022 My 9 Unbreakable Rules of Sales
"Rules are meant to be broken" is a saying that might apply to some things. But not sales. If you want to sell successfully, conversationally, and ethically, I have nine rules that should not be broke...
11 Feb 201911min
021 Guest: Bob Burg, co-author of "The Go-Giver," and "The Go-Giver Influencer"
Best-selling author, Bob Burg, discusses lessons we can all use from his newest book, "The Go-Giver Influencer." He shares his Five Secrets of Genuine Influence which we can use in sales, and all area...
7 Feb 201944min
020 When You Hear These, They Are the Reasons Someone Will Buy
The top earning salespeople listen at a different level. They listen for the "lean in" comments from prospects and customers. These are things they say that can tell us exactly what it will take to he...
4 Feb 20197min
019 How to Respond to "I'm not interested."
Nothing has ended more prospecting calls than the words, "I'm not interested." Or, variations of it, like, "We're all good." Or "We're happy with what we have." But, most salespeople who get blown off...
31 Jan 201910min
018 (Personal story) What I Did This Weekend that You Can Use Too
This past weekend I attended a regular meeting of a marketing and business mastermind/coaching group I belong to. I have three days worth of ideas and best practices that I could use. But I won't. Her...
28 Jan 201911min
017 Guest: "Go for No" Co-author, Andrea Waltz
We turn conventional sales belief and practice upside down in this episode. It's normal for salespeople to want to avoid no. In fact, the fear of it is what causes many to avoid calling, which means t...
24 Jan 201933min
016 Voice Mail: What to Avoid, and Say to Get to More Buyers
Most sales and prospecting voice mail messages get deleted because they are awful. Some are in the gray area of credibility. Others are flat out deceptive. Yet, skilled salespeople understand the eff...
21 Jan 201925min
015 Art is Called by the Clueless Cold Caller, Al Smolski
Art receives a call, on-air, from the clueless cold caller, Al Smolski. Al makes every mistake in the book, and Art gently schools him and what he's doing wrong, and what he should do instead at the o...
17 Jan 201910min
