Blogs from Art Waskey
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The Firm Up-Front Agreement
Are you often excited to make a sales call because you know you have a product or service that your prospective customer desperately needs? ...
5 Tried and True Tips to Get A Contract Signed
We all know the value of a good contract, one that holds a customer to a solid, long-term business commitment. Getting a contract signed is...
5 Reasons Contracts Work
I remember when your word was your bond and was all that was needed to form an agreement. In the last 20 years, however, verbal contracts have all...
The New Face-to-Face
When I retired in November of 2018, I knew I wanted to continue to chase my other passions: writing, public speaking, and consulting. When I...
3 Reasons to “Just Do It!”
Our company has a great motto: “Do what you say you are going to do, how you say you are going to do it, when you say you are going to do it, no...
Turning a Bid into Business
I was traveling with one of our sales representatives when he informed me that we needed to stop at an account and pick up their annual bid request....
4 Lessons from a Mattress Salesman
My wife had recently noted that our bed was beginning to have two distinct sags, and so on my lunch break I stopped in a mattress store. A...
What’s Your Perspective?
How important is perspective to your success in sales? Consider this. A shoe salesman finds himself on a remote island among a tribe of people who...
4 Tips for Dealing with an Upset Customer
An upset customer is every sales person’s worst scenario, but have you ever considered how placating that angry individual could become an...
5 Time Management Practices to Up Your Game
Do you consider yourself a person with “too much to do, and not enough time to do it?” If so, here are some fundamentals of time management for you...
Getting the Call Back
You try and try to get a potential client you know needs you to call back, or email, or whatever. Check out this story and couple tips to convert...
The New Face-to-Face Call
Is virtual sales the future? The most outgoing professionals in business, salespeople, are now required to stay home due to pandemic quarantines. As...
Knowing What your Customer Means
Understanding your customer’s goals is critical to success in sales. If you don't know what the customers goals or needs are, you may be left...
The Time for Prospecting
Making prospective calls is always an important part of a sales reps’ agenda, but sometimes prospecting doesn't take as high of a priority as it...
Price Versus Value
Have you found yourself frustrated by customers who seem to be shopping for the lowest price? Does the term “bottom feeder” sometimes feel...
Time to think SMART
One of my best salespersons recently approached me in frustration, saying, “I’m spending too much effort on things that don’t really matter and not...
Look, Listen, Learn, and Ask for Help
A sales rep new to our company attended an intensive training program given by one of our primary vendors. He was very excited about what he had...
Social Selling Anyone?
I was recently reminded of social media’s critical importance to marketing when asked by Vicara Books, the publisher of my latest book, how many...
Why the Confusion?
Are customers missing your message? Here are four potential reasons why. Learn these and become better equipped to make that sale!
Curb Your Enthusiasm
When a potential customer isn’t truly excited about the product you offer, perhaps they don’t realize their need and how your product will help them. What do you do?
When Should You Really Leave
Do failed meetings really mean the opportunity is dead? Check out three ideas to extend prospective sales calls and make new contacts in this weeks Art of Sales article.
Aim For Excellence
Defining Excellence Successful Sales managers constantly search for measures of excellence for their sales professionals, keys to unlock their...