030 Scripts: Why and How You MUST Use them to Be Successful
The word "script" in sales stirs lots of emotion, both for and against. But, the only possible way to be successful in sales, or any performance activity, is to use them. In this episode you'll hear t...
11 Mars 201911min
029 CEO Guest: Dan Hoemke Shares How to Sell to the Top
Our guest gives the unique sales perspective from not only having been a top producing sales executive at large companies, but also the CEO of an insurance giant. Dan reveals what is important whe...
7 Mars 201938min
028 RANT: Beware of Bad Sales Advice that Can Harm You
There is more free sales advice than ever available. Some of it is great. Some of it actually creates "no's" and other collateral damage. For example, nonsense on scripts, going for a meeting in a cal...
4 Mars 201917min
027 A Prospecting Call Opening/Voicemail Makeover
Art takes an actual opening statement/voicemail message submitted by a client, breaks it down word by word, points out what is good, what is not, and then revises it. You'll hear what not to do with y...
28 Feb 201910min
026 How to Sell Your VALUE, not a Commodity
If you THINK you sell the same thing as everyone else, you do. The result of that usually is getting sucked into a price-dropping situation, which is not a profitable business strategy. You'll hear ti...
25 Feb 20199min
025 How to Get Responses to Voice Mail and Email
It's harder than ever to get people to reply to voice mail and emails. Most messages get ignored and deleted. Yet, a few DO get responses. In this episode, you'll hear FIVE proven methods you can use ...
21 Feb 201910min
024 How to Ask Better Questions, to Get Better Answers
The quality of your question determines the quality of your answer. Many sales and opportunities are lost, not because questions were not asked... but because GREAT questions were not asked. You'll he...
18 Feb 20197min
023 How to Handle "I want to think about it."
Hearing "I want to think about it" from prospects is often frustrating, and too many times results in nothing ever happening. Sometimes people DO need to think about it. Other times they are just proc...
14 Feb 20199min
