301 Victims Make Horrible Professional Salespeople
Someone who is always the victim has little chance to succeed in professional sales. Sales, when done at the highest level is all about taking responsibility, ownership, and leading. If someone is not...
30 Sep 20246min
300 How to Handle a Specific Price Objection
An objection some salespeople hear is, "I only want to pay if I get the results you say we'll get." Art shares how he suggested a fellow coach handle that actual objection that she received from a pro...
17 Sep 20247min
299 Forget About Trying to Sell; Focus on How You Make People Feel
A famous saying is that "You can't NOT communicate." Meaning that everything you do or say that is observed by someone, whether it is intentional or not, is creating feelings in others. We can be much...
5 Sep 202416min
298 How to Respond to the Too Early "What's it cost?" Question
Many prospects don't want to abide by our timetable. They want to know what the price is, before we are ready to go there. How you respond makes the difference between annoying them, giving them a pr...
22 Aug 20248min
297 GUEST: How to Prevent Stuck Deals, and Get them Unstuck if they Do, with James Muir
An even bigger problem than losing out to a competitor is losing a deal due to no decision. James Muir wrote an entire book on how to prevent deals from getting stuck in the first place, and then h...
14 Aug 202431min
296 How to Get the Best Intel to Make Your Prospecting Relevant
The best way to get voice mails responded to, and create instant interest on prospecting calls is to make your messaging relevant to them by personalizing and customizing it. And the best source of in...
8 Aug 202411min
295 "Just be yourself" is Some of the Worst Sales Advice Ever
When a sales rep is told, "Just be yourself" on calls, instead of being totally prepared, that is some of the worst advice ever. Unless the rep is a skilled, knowledgeable, experienced, prepared perso...
17 Jul 20248min
294 How to React to Price Comments, and Not Give Away Profits
There is a difference between simple price comments, like, "Wow, that's more expensive than I thought," and real price objections, like, "We don't have that in the budget." The problem for a lot of sa...
9 Jul 20247min
