Jan 22, 2021
A popular debate is the one regarding whether to leave a voice message on a prospecting call.
Art explains why it's beneficial and important, BUT to leave a good one, that also leaves a question in their mind, and does not sell.
You'll also hear an example of a great one, and exactly how you can craft yours.
Jan 15, 2021
A major flaw in most sales training is that the emphasis is placed on presenting the "benefits."
The problem is that benefits are not universal, and only have value when it is perceived by the individual hearing them.
Art shows exactly what to do to ensure that your benefits actually are benefits for your prospects and...
Jan 8, 2021
One technique that comics use to get laughs is the "callback."
It's referring back to something specific that got a laugh earlier.
You'll hear how it's used, and how you can use it in several parts of sales conversations to connect more effectively, persuade, and close.
Dec 17, 2020
Despite what many people think, the best sales pros are not those who specialize in talking a lot.
You'll hear about the rep who called Art and spoke for over two minutes straight, TELLING about his product... which he did not sell.
You'll also hear a simple technique you can use right now to get others talking more.
Dec 9, 2020
Often the simplest techniques are the most effective.
Here's a conversational, natural way to respond when you hear an objection that will get the person talking, and often talk themselves out of the objection.