Getting new business has always been essential for any business. And for many today, it is critical for their survival.
Cold prospecting is certainly one way to do it, but every business has three categories of potential new business already in their database where the odds are higher to bring in new sales.
You'll hear what these groups are, what not to say, and what to say on your calls when contacting them.
As we pull out of the pandemic and on the road to recovery, it will be more important than ever to deliver value, build strong relationships, and focus on the customer.
Bob Burg, co-author of the wildly popular "Go-Giver" series of books, shares how the five principles of the Go-Giver are especially relevant today, and how they will continue to be moving forward.
You'll hear what you can do to provide massive value to y...
The "new normal" moving forward is, and will continue to be dramatically changed in sales. Selling remotely will continue to be a primary practice, even when it's not required.
Tom Searcy is an expert at closing big sales, having done it himself with four different companies, and now showing almost half of the Fortune 500 how to do it.
You'll hear what you can do to close big deals without ever seeing your buyer in ...
In today's radically-changed environment, video meetings have become the norm. And with the technology being new to so many, common mistakes prevail that hinder the impression they are trying to make.
Julie Hansen has been teaching presentation skills to sales pros for years, for both remote and in-person presentations. As a former actor she also brings techniques from that field into her training.
In this episode, you'll h...
Today, more than ever, success in sales relies on being authentic, and delivering value with substance.
Our guest, Larry Levine, author of the top-selling book, "Selling from the Heart," has made delivering that message his life's work.
In this episode he shares how to be of greater service to more prospects and customers, and how to enjoy overwhelming success in the process.
Yes, we should be prospecting in today's challenging environment. But not in exactly the same way as before.
In this special video podcast, shares three scripts that you can easily modify and use for your own calls to have meaningful conversations, and can result in future, or maybe even immediate new business, while helping people in the process.
Ben Gay, author of the classic and best-selling "The Closer's" series of books, arguably has more sales knowledge, and has personally interacted with more of the legendary sales and personal development experts than anyone alive.
He rejoins the podcast to share how at an early age he was personally mentored by the great Dr. Napolean Hill. Ben lays out the Daily Success System that Dr. Hill worked with him to put togethe...
Video is here to stay, and it is revolutionizing the way salespeople connect, prospect, sell, and service.
Ethan Beute, author of "Rehumanize Your Business- How Personal Videos Accelerate Sales Improve Customer Experience" shares how video is being used in all parts of the prospecting and sales process, and how you can easily and quickly do it too.
And he has provided several valuable free guides for getting started, and ge...
With adversity comes change, and with that, opportunities. It is always a matter of our thinking, and resultant actions.
Scott Love, one of the top recruiters in the legal field, shares what has helped him survive and thrive in times of adversity, starting with his time in the US Naval Academy, all the way to today, where he just had one of his best weeks ever.
He shares what we all can do right now, to look for positives, and find...
We should be calling our existing customers during this challenging time.
But, it should NOT be the lazy "Just checking in," or "Just touching base" call. We need to bring value.
In this special video training, you'll hear exactly what to say, and see word-for-word script examples you can use to bring value, set the stage for future business, and perhaps even make a sale today.
What is much more important than techniques and processes as it relates to our sales success, is our mind and our thoughts.
Mark Hunter, "The Sales Hunter," has written a new book addressing this, "A Mind for Sales."
In this episode he shares a number of tips and strategies for staying positive, not feeling rejected, overcoming a fear of "no," and more to keep your attitude, and resulting performance, at pea...
We have experienced more and different changes in our world in the past week than probably at any point in history.
What's important, is that business is still going on. Which means there are tremendous opportunities to be of service and sell.
Art shares a number of specific tips and strategies for how to weather the storm, and even thrive during these times, AND be of greater service to our customers and future customers.
How we effectively communicate with kids is similar to what we should do with prospects and customers to get them to share more and better information with us.
You'll hear six brief tips that you can use in business, and at home to have better, more productive conversations.
It's one of the simplest things we do every day, yet most people don't do it often enough.
Smiling has numerous emotional and physical benefits, both for the sender and receiver. You'll hear a number of those, and you are guaranteed to smile during this episode!
You'll hear a recording of an actual prospecting call Art received. There was one fatal mistake that caused the call to fail, and a few other errors Art points out.
To his credit, the caller did do a couple of things right, and you'll hear those as well.
To ensure your prospecting calls don't contain these mistakes, get Art's free Cold Calling (without the cold) Fill-in-the-Blanks Template and free video training at...
In the movie "Boiler Room," about an unscrupulous stock brokerage firm and its managers and brokers, there are the typical stereotypes of salespeople.
Art points out two of the myths perpetuated in the film, and the one good piece of sales advice they suggest.
Our prospects and customers receive thousands of marketing messages every day, and ignore most of them. The ONLY chance we have of getting attention is by being relevant.
Today's guest, Bill Cates, is an expert at the messaging to use to help you grab attention by personalizing your messaging so that prospects feel it is all about them and has value.
You'll hear a simple process to use right now to create messaging you can ...
You can make claims and statements about how great you, your company, and your products/services are. But, they can be viewed with skepticism.
Or, you can use these techniques that people place credibility in, which is the key to helping them trust you, and ultimately buy from you.
You'll hear exactly what to say in your own sales situations.
Technology has provided amazing tools to us as salespeople. It also hinders people who hide behind it.
No tool can ever replace a human when it comes to the two-way communication that people need.
Everyone knows how to listen. Yet, most of us do it very poorly.
The highest performing sales professionals do it at an extreme level. You'll hear how to do that in this episode.