Words do matter. Especially in sales, and certainly on phone calls.

An alternative word or phrase can mean the difference between interest and resistance. Acceptance or rejection. Curiosity or an objection.

In this episode you'll hear a number of words and phrases to use in place of others that have been proven to be more effective.

When things don't go according to plan, as has been the case for everyone over the past few months, it's important to not panic, and do the things we can control to ensure success.

If you want to be successful in sales, you need to be effective with follow-up.

Far too many opportunities are lost because sales reps don't follow up effectively, or don't do it all.

Jeff Shore is an expert at follow up. He wrote an entire book on it, and in this episode shares what to do so you can turn your follow ups into sales.

As Art has always taught, trying to "overcome" objections with slick rebuttals is dumb, since it is just telling someone they are wrong, which does not end well.

Instead, we need to follow a conversational process. You'll hear this process, along with a new "magic" question that Art has added that helps people to open up, doubt their previous stance, and consider your offer in a different, more favorable way.

It's amazing that there still are people believing and teaching nonsense about "getting past the gatekeeper."

They must not realize that the assistant--as that powerful person should be called-- works harder to keep out those who try to get "past" them, and works WITH those who respect them, and can justify why they have something of value.

In this episode you'll hear some outrageous--and sometimes unethical-- examples of techniques some salespeople use, and what TO do to get the assistant working with us, to help us get through to the boss.

Ten years ago Art did a keynote presentation to an American Association of Inside Sales Professionals group. He called it "People 1.0" and wanted to illustrate the importance of the human connection in sales. To creatively show how, despite the technology available to us, we need to focus even more on the personal touch, he simulated a call back to 1983, to himself.

You'll hear that entire "call" here. Enjoy!

"Cold" calling is dumb and has little chance of success.

Doing Smart Call prospecting is proven to work to help you get through, get in, and selling to new buyers.

You'll hear examples of both, why the cold calls don't work, why the Smart Call does.

And you'll get the exact step-by-step process you can use right now to make your own successful Smart Calls.

You can get the book at http://Smart-Calling.com.

Most sales prospecting voice mails create resistance (like the one in the last episode.)

But, there is a right way to create and leave a voice mail that leaves the prospecting wondering what you have, and wanting to hear more.

And THAT is the goal for prospecting voice mails.

You'll hear what to say, along with examples you can model for your own calls.

You might not believe what you hear in this cold call voice mail.

The caller makes numerous mistakes in just a few seconds.

Art analyzes it, and shows what the caller could have done to make it a successful, Smart Call.

The same things you can do on your calls.

One of the biggest challenges in prospecting is actually getting through to and having a conversation with a buyer.

Sales trainer and consultant Lori Richardson has helped thousands of sales pros get through to buyers, and turn those prospects into customers.

In this episode she shares a number of instantly-usable, practical tips for getting through, getting in, and selling successfully.