Mar 23, 2023
Many follow-up attempts die with the first words out of the mouth of the salesperson on the follow-up call.
You'll hear the mistakes to avoid that kill any chance of moving the sale forward, and the proven follow-up opening process to reengage them with the enthusiasm and interest they had on the previous call.
Mar 10, 2023
Art goes on a bit of a rant today, commenting on an article about the lack of soft skills in today's business environment.
You'll hear about the one soft skill that is extremely important in sales--and life in general-- and will help you, and everyone you come in contact with.
Feb 23, 2023
Too many sales calls wander aimlessly and end without accomplishing anything.
Often, that's because the "accomplishment" itself was never defined.
You'll hear how and why to set your "Primary Objective" for your sales calls, so you'll actually achieve them more often.
Feb 9, 2023
The fear of hearing "no" prevents activity and sales more than anything else.
It doesn't need to be that way, and shouldn't.
You'll hear how to focus on what is really most important, which makes you indifferent to no's, and motivated to do what you need to, to get the success you want.
Feb 2, 2023
It's a psychological principle that people's desire for things increase in relation to its scarcity.
There are many ways this is used in sales, and life in general. (It might be why the title of this episode intrigued you.)
You'll hear how you can use it in your own sales.