Feb 26, 2021
Most sales training has it all wrong about how to respond to resistance and objections. Usually the suggestion is to come back with an argumentative rebuttal.
Instead, get the other person to open up with this very simple, conversational question that you can easily adapt to your situation.
Feb 18, 2021
This cold caller made several fatal mistakes, even before he picked up the phone.
And then he was arrogant, as you will hear.
You'll also hear exactly what he should have said to build curiosity, interest, and get into an engaging sales conversation.
Feb 12, 2021
There's a common, fatal, mistake committed by sales reps in their openings, and voice mails. That is trying to get before they give.
You'll hear a specific example of this in a call opening, what is wrong, and what to do instead.
Feb 4, 2021
Some people suggest that on your calls you are simply natural, being yourself and let things flow. Others suggest you script out everything you say.
Neither is totally possible.
Success lies in the middle, with more emphasis on one.
Hear Art's suggestion on this, and what you should do to have optimal success on your...