Jan 31, 2019
Nothing has ended more prospecting calls than the words, "I'm not interested."
Or, variations of it, like, "We're all good." Or "We're happy with what we have."
But, most salespeople who get blown off the phone by these things don't understand that these are NOT real objections.
Prospects WILL stay on the phone with...
Jan 28, 2019
This past weekend I attended a regular meeting of a marketing and business mastermind/coaching group I belong to.
I have three days worth of ideas and best practices that I could use. But I won't. Here is what I need to do, and you should too in order to achieve the highest goals you'd like to reach.
Jan 24, 2019
We turn conventional sales belief and practice upside down in this episode. It's normal for salespeople to want to avoid no. In fact, the fear of it is what causes many to avoid calling, which means they have zero chances of making sales.
Andrea Waltz suggests that we "go for no," which is also the title of the book she...
Jan 21, 2019
Most sales and prospecting voice mail messages get deleted because they are awful. Some are in the gray area of credibility. Others are flat out deceptive.
Yet, skilled salespeople understand the effective way to use. And that’s what we cover in today’s show.
You'll hear what does not work, and the entire Smart...
Jan 17, 2019
Art receives a call, on-air, from the clueless cold caller, Al Smolski.
Al makes every mistake in the book, and Art gently schools him and what he's doing wrong, and what he should do instead at the opening of prospecting calls.
We're not sure if Al gets it yet, but you can learn from it in this episode.