{"version":1,"type":"rich","provider_name":"Libsyn","provider_url":"https:\/\/www.libsyn.com","height":90,"width":600,"title":"The Better Way to Sell \u2014 with Arthur Gonzales","description":" If you've ever chased a prospect for months only to get ghosted, delivered a perfect proposal and heard nothing back, or found yourself unable to walk away from a deal that was going nowhere \u2014 this episode is for you. Arthur Gonzales, Managing Director of Cypress Consulting Group and area franchisee for Sandler Training, joins Cam to talk about why most salespeople struggle and what to do about it. Arthur's journey from near-broke billboard salesman working bar doors at night to sales leader and trainer is both entertaining and instructive \u2014 and the lessons he learned along the way apply to anyone who has to persuade someone to say yes. Three things Arthur says that will stick with you: "You're not struggling with your close rate. You're qualifying poorly." Most salespeople skip the hard diagnostic work and rush to the proposal \u2014 then wonder why nothing closes. "Without pain, there is no sale." If your prospect doesn't have a problem they're emotionally compelled to fix, no amount of charm or information will move them. "Before every appointment, I remind myself I'm independently wealthy and don't need the business." That mindset shift changes your body language, your tone, and your entire approach. Connect with Arthur Gonzales: \ud83d\udce7 arthur.gonzales@sandler.com \ud83d\udcf1 803-509-3873 \ud83d\udcbc LinkedIn: Search Arthur Gonzales ","author_name":"What's Working with Cam Marston","author_url":"http:\/\/www.whatsworkingcam.com","html":"