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 peak levels.

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 http://SalesByPhone.com

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 use in your voice mails, emails, and call openings.

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.