Success in sales, and life for that matter, does not rely on having more information. Everyone has access to that.

It always relies on the person. Their identity and values.

One of the many components that go into BEing a truce sales professional is being others-focused.

In this episode Art shares a three-letter acronym, that when you use it to remind yourself of one key concept about every human interaction, will change your life and that of others you speak with.

Voice mail can help make a positive impression, create curiosity and interest, or kill any chance of speaking with a prospect. 

Likewise with the greeting you leave for those who call you.

Art shares tips on what to say and avoid on voice mail so that you are perceived like the professional you are.

If you browse LinkedIn, you'll see lots of -new-to-the-scene "gurus" trying to pump up their Likes and Comments by saying things are old, outdated, dead, and don't work anymore.

Then they suggest what is "new."

Art breaks this down, and shows that what supposedly is new, always worked, and always will, and what specifically we need to do as sales pros to show consistent success.

If a salesperson avoids placing the prospecting or sales calls, in addition to the typical guilt they experience, and the potential lost opportunities, they are actually being selfish.

That's because they are depriving possible future customers of the value they could receive.

In this episode Art explores this more, the causes of call avoidance, ane what to do to get rid of it, and quit being selfish.

 

Think about the last time you spoke with someone whose words were so foreign to you that you had no idea what they were saying. And by foreign, that could be being overly technical, or using jargon that you never use in your world.

That's what some salespeople do, and it kills sales.

In this episode you'll hear examples of how that happened with Art, and specific what-to-do's in order to be sure you are speaking their language so you connect at a high level.

A very simple--but not always followed--principle is that those who expect to win, do so more often than those who think they don't have a chance.

This applies to sports, and sales.

Art shares a story about what George Brett had to say about this, and explains how it applies to all of your calls, and how you can win more of them.

Richard Weylman works with businesses worldwide, helping them create customer experiences that keeps them coming back.

In this episode, he shares what customers really want, that you can model in your own business, and sales.

He shares a number of instantly-useable, how-to's and what-to-say messaging examples that you might not have heard before, and perhaps even correct mistakes that repel prospects and customers.

Today's guest, Jason Bay, specializes in helping sales pros use outbound calling to get through to, and engage more new buyers.    In this episode we discussed, -The two key components for prospecting success and getting to buyers today.  -How to increase your "pick up rate," which is the percentage of people actually answering your call. -How to respond when someone objects to being called on their mobile phone. -What's working now with cold email to get responses. -Plus more!

Many people ask questions, then don't even listen to the answers. It's like driving somewhere, but when you arrive, don't remember anything about the drive because your mind was totally immersed in something else.

This is "sleepwalking" through the communcation process, and it is dangerous for us as sales pros. You'll hear specific how-to's on how to avoid it, and what TO do to be a high level questioner and communicator.

Best-selling authors Bob Burg, and Jeff C. West have teamed up to write an excellent new sales parable in book form.

Filled with lessons on leadership, sales skills, music, and entertainment, it’s a short, fun read, which will both new and veteran sales pros, or anyone who communicates.

In this special video episode, Bob and Jeff share with Art lessons from the book, the inspiration for it, what it's like to collaborate on a book, and more.