Far too many people have the "I, I's," meaning they mostly talk about themselves and what they think.

That's not a good idea for life in general, and it is fatal for sales reps.

Art shares an example of how it happened to him, and what we should do to make our recommendations more sensory, and all about the listener, so that they take the action you want.

In this episode Art reviews an opening from a sales pro who when through his Smart Calling training.

You'll hear the successful Smart Calling prospecting opening process and messaging, and how even good openings can be improved with a few words added or deleted.

As everyone in sales has experienced, lots of things have changed the past couple of years, and those things began changing even before Covid.

Selling the old way, in the new environment, does not work. And today's guest, Colleen Francis, has pinpointed and summarized the new-way ideas and strategies for sales pros and leaders to help embrace and thrive moving forward.

A question used by some salespeople at the end of their discovery is, "What else should i be asking you that I haven't yet?"

The theory behind it is good, but the delivery is not, since it places all of the burden of the thinking on the listener.

There is a better alternative, that makes it easier for them to answer, anf for you to get great information.

You'll hear the exact formula for this, so you can create your own, effective, "What else?" questions.

Art answers a question about if, and when to drop the names of other clients when prospecting.

Today's guest, Mike Butera, is a 24-year veteran of the Omaha Police Department, having served in almost every unit. And he now is a professor at Bellevue University, teaching new officers.

Mike shares a number of strategies, tactics, processes, and other fascinating insights from his experiences, and we also relate them to sales.

The response either gets you screened out, or in.

Here's a simple template you can use to create a response that piques curiousity, stirs emotion, and gets you in.

Art shares tips on how you can stir emotions and move people into taking action.

And with that, human nature can pull us into an assembly line mentality, which is dangerous, since the individuals you speak with do not respond well to that.

Here are six quick tips to help you be in the present on your calls, and pay full attention to the other person.

Art shares a number of proven tips to help you keep your attitude, and actions, operating at the highest level, even when things get tough.