293 Do this Instead of Trying to OVERCOME Objections
Most sales training on objections contradicts how normal people think and speak. Because, it suggests you tell someone they are wrong. And what is the result of that? The opposite of the intended re...
1 Juli 20246min
292 Here are the Real ABC's of Sales
The old mantra is that the ABC's of sales are "Always be closing." Not only is that wrong, but it adds to the negative stereotype of salespeople. The beneficial, real ABC of closing is "Always be curi...
18 Juni 20245min
291 Three Letters that can Change Your Sales, Life, and that of Others
Success in sales, and life for that matter, does not rely on having more information. Everyone has access to that. It always relies on the person. Their identity and values. One of the many components...
5 Juni 20248min
290 Voice Mail Message, and Greeting Tips to Make the Best Impression
Voice mail can help make a positive impression, create curiosity and interest, or kill any chance of speaking with a prospect. Likewise with the greeting you leave for those who call you. Art shares ...
21 Maj 20248min
289 THIS is Old, Outdated, Dead, and Doesn't Work; Here's What Does
If you browse LinkedIn, you'll see lots of -new-to-the-scene "gurus" trying to pump up their Likes and Comments by saying things are old, outdated, dead, and don't work anymore. Then they suggest what...
9 Maj 20246min
288 Call Avoidance is Actually Just Being Selfish
If a salesperson avoids placing the prospecting or sales calls, in addition to the typical guilt they experience, and the potential lost opportunities, they are actually being selfish. That's because ...
25 Apr 20247min
287 Don't Speak Klingon--Unless You're Selling to Klingons
Think about the last time you spoke with someone whose words were so foreign to you that you had no idea what they were saying. And by foreign, that could be being overly technical, or using jargon th...
16 Apr 20248min
286 EXPECT to Win Them All (Like George Brett)
A very simple--but not always followed--principle is that those who expect to win, do so more often than those who think they don't have a chance. This applies to sports, and sales. Art shares a story...
4 Apr 20247min
