325 GUEST: Lee Salz: Why Discovery Calls Must Die (And What to Do Instead)
Too many salespeople celebrate getting the meeting… and then blow it with a stiff, self-serving "discovery call" that prospects secretly dread. In this episode, Art sits down with sales differentiatio...
1 Dec 202538min
324 Why Most Salespeople Hear But Don't Listen—and the 2-Second Fix
Think you're a good listener? Try this: Can you remember the exact words your last prospect used to describe their biggest problem? If not, you weren't listening—you were waiting to talk. In this epis...
24 Nov 202511min
323 The Real Reason Sales Training Doesn't Work (And What Does)
You know what to do. So why aren't you doing it? In this episode Art reveals why sales success isn't about knowing more—it's about BECOMING more. And why most sales training fails to create actual tra...
18 Nov 202511min
322 No One Is Born a "Natural Salesperson" — Here's How You Can Become One
Most people think great salespeople are just born with it — with confidence, charisma, the ability to say the right thing at the right time. But that's a myth. "Natural" salespeople aren't born. They'...
11 Nov 20259min
321 The Psychology Behind "We Don't Need It" (And How to Flip It Instantly)
Ever had someone tell you, "We don't need that"? You'll love this one. Art shares a hilarious old Century 21 commercial that nails one of the biggest sales mistakes out there — showing people what you...
21 Okt 20258min
320 "Don't Lose Her!" (And Other Terrible Sales Advice We Tell Ourselves)
Ever catch yourself thinking, "Don't blow this call" or "They probably won't be interested anyway"? Those little thoughts can sabotage your success before you even say "hello." In this episode, Art sh...
6 Okt 20259min
319 How to Inspire People to Get Back to You (And Why You Shouldn't Need To)
Tired of sending follow-up messages into the void? Getting ghosted by prospects who seemed interested? The problem isn't your follow-up strategy—it's what happened BEFORE you needed to follow up. In t...
10 Sep 202517min
318 What the Top Salesperson--Who Does Everything Wrong--Knows, That You Don't
_*]:min-w-0 !gap-3.5"> Ever wonder why Scott in the next cubicle breaks every sales rule you've learned... yet consistently crushes his numbers? Why some reps can open calls with "Got a minute?" and g...
31 Juli 202521min
