Nov 24, 2019
It should be obvious that inquiries are your best source of new business. Yet sales reps mishandle them every day, and lose opportunities, and cash.
Here are examples of how many reps made mistakes when Art wanted to buy now, and what one person did to get the business.
Nov 21, 2019
Salespeople waste a lot of time needlessly by easily giving in to something like, "Give me a call back next month."
You'll hear what to say to learn if they even are a good prospect, and if so, why waiting is even necessary. You'll save time, and sell more.
Nov 18, 2019
Everyone who prospects for new business has heard, "We're satisfied with who we're using now," or some variation of that.
There's a lot of nonsense that has been taught about how to respond, such as, "What do you like best about them?" That actually gets them to reinforce their decision to work with their vendor.
Nov 14, 2019
On the popular medical drama TV series from a few years ago, the surgeons would always ask one question with their new patients during the initial consultation.
This is a question that revealed very important things about them. It's the same type of question we should use with prospects and customers to learn about...
Nov 11, 2019
Art found an online article suggesting many lies and deceitful tactics that salespeople should use if they want to be successful.
He takes each of these, points out how absurd they are for ethical salespeople, and what we should do to really be successful.