Mar 26, 2021
Here's one of the most fundamental--but often not followed--rules of sales: people buy what they value, NOT what you think is important.
Art shares an example from the grocery store, and a simple exercise to come up with questions to use so that you are sure to sell value every time.
Mar 12, 2021
The correct word or two can and does make the difference between success and failure in sales messaging.
But, words don't operate on an island, they are interpreted in the context of the listener's situation.
You'll hear whether or not it makes a difference to use "feel" vs. "think" in asking someone where they stand on...
Mar 5, 2021
If you watch Jeopardy!, you know of Ken Jennings, the winningest player of all time. But you probably don't know of the player who ended his legendary winning streak.
Nancy Zerg had the attitude that someone was going to beat him, why not her?
THAT is the attitude we must have as salespeople, instead of one where we are...