Sep 22, 2021
Art reviews the opening statement of a sales rep who made a number of mistakes in his opening. This rep was calling on leads from a sales rep who had left the company.
And you'll hear what the rep should have said to have been successful on the call.
Sep 15, 2021
There's a saying in golf that when a golfer doesn't have the skill or confidence to aim and trust a putt by hitting to the higher side of cup's elevation, that they "missed on the amateur side."
A similar correlation can be made in sales situations when the sales rep doesn't dig deep enough with their questions and...
Sep 10, 2021
In today’s sales and marketing environment, in order to have any chance of success we must be able to cut through all of the noise, get attention, and stand out from the competition.
Today’s guest, Lee Salz, shows us exactly how to do that.
Sep 3, 2021
Art shares an experience where he was the customer at a small clothing boutique in Positano, Italy.
The salesperson only needed a couple of words, used several times, to win a very nice sale.
You can use these two words as well with similar results.
Aug 27, 2021
The key to cutting through all of the noise and clutter you are competing with every day is to make your message relevant. That means customizing, personalizing, and tailoring it for your prospect.
One of the best ways to get the intel to do that is a process called Social Engineering where you speak with people other...