No one want to be subjected to, or sound like the typical stereotype of a salesperson.

To avoid that, what we do BEFORE making a recommendation is key.

You'll hear a simple, unique approach to help get someone in a frame of mind where they first sell themself on wanting to change their situation.

When we get a tough question, and answer it without first knowing why the person asked it, we could dig a hole for ourselves. Salespeople do all of the time.

The best option is to find out why they asked, so we can then determine exactly how to answer. You'll hear examples of exactly what to say in these situations.

Often salespeople speak with people in an organization who might not be able to give the final yes, but they do play a role in the sales process.

As tempted as we might be to go over them (as is the case when we are buyers in our personal life, as Art explains) there is a more effective way to do it. You'll hear how, along with specific messaging to use.

Most salespeople have experienced the prospect who seemed hot at one point, but then went cold.

Art answers a number of common questions about this situation, and gives examples of what to do to avoid it, and also revive those leads.

This week Art went into his golden vault of sales tips and methods and pulled out lots of brief nuggets that will help motivate you, get you through more often, and selling more.

Too many salespeople send samples/demos/links to content/proposals, and then wonder why they are not successful on their follow up calls.

The reason usually is because of what they did NOT ask before agreeing to send something out.

You'll hear what that is in this episode, along with examples you can adapt and use to turn more of your follow ups into sales.

Most voice mails from salespeople are ignored and deleted. Usually as a result of the mistakes the salesperson makes with the message.

You'll hear these common mistakes to avoid, and what TO DO and say to get more prospects interested and replying to you.

Lots of opportunities are lost every day because one small detail is absent from conversations: agreeing on a time when something will actually happen.

In this brief episode you'll hear the simple way to do this, so you will help people take action.

While video has become a big part of the lives of many sales pros, most do not use it as effectively as they could. And many more are just awful.

Julie Hansen, actor and sales author and trainer, shares eye-opening and essential techniques used by on-camera pros for creating a near in-person experience to build deeper relationships, and communicating with greater influence and credibility.

To be relevant in today's noise-filled sales world, we need to customize and personalize our messaging so it is all about the prospect and customer.

Some say that is being creepy. It could be, when used the wrong way.

You'll hear the right way, along with examples, to make your messaging stand out, and engage prospects and customers.