May 6, 2021
Using "how" questions is powerful in many parts of the sales process.
Art shares 76 "how" questions that you can use or adapt in your own sales situations.
Apr 26, 2021
Negative assumptions in sales typically become reality. From whether it be the quality of a lead, or if someone is qualified to buy, if we assume negatively, we usually make it come true.
Sometimes erroneously, which could cause us to lose sales.
See what we should think and do instead to make our assumptions positive.
Apr 23, 2021
In negotiating and sales, it often pays to create a scenario either much higher or lower than the one that you'll ultimately settle for.
In this episode, you'll see many examples of how to do this to get what you want, including how Robin Williams did it as Mrs. Doubtfire.
Apr 15, 2021
When you get an inquiry from a prospect, and they just seem too eager to get information from you right now, giving the impression they are ready to buy quickly, don't be fooled.
Here's what you should do to be certain you have a real buyer.
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.