Apr 2, 2021
One way to get better at anything is to avoid the mistakes that cause failure. That is definitely true with sales and prospecting call openings and voice mails.
Art shares five of the most common call mistakes that cause prospects and customers to delete voice mails, and respond with objections to salespeople.
Mar 26, 2021
Here's one of the most fundamental--but often not followed--rules of sales: people buy what they value, NOT what you think is important.
Art shares an example from the grocery store, and a simple exercise to come up with questions to use so that you are sure to sell value every time.
Mar 12, 2021
The correct word or two can and does make the difference between success and failure in sales messaging.
But, words don't operate on an island, they are interpreted in the context of the listener's situation.
You'll hear whether or not it makes a difference to use "feel" vs. "think" in asking someone where they stand on...
Mar 5, 2021
If you watch Jeopardy!, you know of Ken Jennings, the winningest player of all time. But you probably don't know of the player who ended his legendary winning streak.
Nancy Zerg had the attitude that someone was going to beat him, why not her?
THAT is the attitude we must have as salespeople, instead of one where we are...
Feb 26, 2021
Most sales training has it all wrong about how to respond to resistance and objections. Usually the suggestion is to come back with an argumentative rebuttal.
Instead, get the other person to open up with this very simple, conversational question that you can easily adapt to your situation.