Art received a question from a listener about a lack of success with his prospecting opening. He shared what he was saying and asking, and Art gave a detailed recommendation about what he should say instead to get better results.

You can model this, adapt it, and use it to get a good response too.

We need to plan our sales messaging for sure, but much of our calls rely on reacting and responding. But many salespeople find it challenging to get off script, be spontaneous, and think on their feet. 

Master improv instructor, Gina Trimarco discusses how to leverage the same techniques that actors and comedians use to improvise in the moment while on stage and still appear brilliant (and on script) to the audience. 

Many salespeople send out lots of horrible sales emails that quickly get deleted. And that's If they even get opened. Most are way too long.

Here's a technique that uses simply one sentence. And it has gotten results. See how you might be able to use it.

There are a number of mistakes at the start of calls and voice mails that actually cause resistance.

You'll hear a number of the common ones, along to what TO DO to create interest and bring value so prospects and customers want to speak with you.

It's not that tough to radically increase your performance and production. When you focus on doing the right things, you can see massive results.

Art shares three questions that will help you do just that right now.

It's long been taught that we need to find the pain and solve it. Well, that's half right. According to guest expert Dan Seidman, gain is just as big of a motivator.

The key is how to identify it, and then what to do with it. Dan shows us how, with examples in this episode.

Using "how" questions is powerful in many parts of the sales process.

Art shares 76 "how" questions that you can use or adapt in your own sales situations.

Negative assumptions in sales typically become reality. From whether it be the quality of a lead, or if someone is qualified to buy, if we assume negatively, we usually make it come true.

Sometimes erroneously, which could cause us to lose sales.

See what we should think and do instead to make our assumptions positive.

In negotiating and sales, it often pays to create a scenario either much higher or lower than the one that you'll ultimately settle for.

In this episode, you'll see many examples of how to do this to get what you want, including how Robin Williams did it as Mrs. Doubtfire.

When you get an inquiry from a prospect, and they just seem too eager to get information from you right now, giving the impression they are ready to buy quickly, don't be fooled.

Here's what you should do to be certain you have a real buyer.