Jun 27, 2019
Your opening is THE most important part of any sales or prospecting call. Yet most openings actually cause rejection by committing one of the many sales and prospecting mistakes.
There is one question that falls into the mistake category that screams out, "I am trying to sell you something!" And that almost always...
Jun 24, 2019
Many salespeople think that they need to drop their price, or have the lowest prices to win business. And when they do drop prices, if they do get the deal, they are giving away profit, many time unnecessarily.
To win deals at the prices you want, the needed strategy is differentiation. Lee Salz shows us how to create...
Jun 20, 2019
Art shares a cold calling opening suggestion he found in a post online.
As is, it would likely get a user rejected.
Can you spot what is wrong?
You'll hear what it is, AND what could have been added to make it effective.
Plus, you can model it for your own successful prospecting openings and voice mail messages.
Jun 17, 2019
Here's a sales question, that according to people in the car business, causes accidents during test drives.
Hear what it is, why it works, and how you can adapt it to your own sales situations.
Jun 13, 2019
There has been a lot of false and misleading advice spread about sales and prospecting, and what does and does not work.
Mike Weinberg has stepped up and called BS on a lot of it, in a big way, in his new book, "Sales Truth."
In this episode, he shares with Art some of the nonsense that is out there, and the Truth about...