Jan 26, 2021
Art answers a question today from a listener about a scenario that many of us have encountered: How do you handle it when your contact is not the final decision maker, and that person does not want you to speak with their boss?
If you have a question or situation you'd like Art to address, send it to him at...
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.