Sales Training To Grow People. And Grow Businesses
From the monthly archives:
You make calls all the time—interact with prospects constantly. And if you’re like us, you have things that you face each and everyday that are unique, unusual, and which sometimes stump you.
On this podcast we take one of the most common sales problems—how to keep the prospect excited—and keep things moving. And also we give [...]
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I sent an email to my list recently promoting a Free Teleseminar called AskCaskey. It’s on February 7 (Thursday at 12:00 EST). You can get more information at www.askcaskey.com).
I tell about a call I had last year that had about 100 people on it. One guy asked a question about how to handle a certain [...]
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On February 7, I’m doing a little something different. Rather than blog and podcast (www.advancedsellingpodcast.com), we’re going to do a FREE Teleseminar at 12:00 EST that will field sales questions from our audience.
What Is Your Biggest Sales Problem Facing You Right Now?
That’s the basic question that will govern the Seminar.
It could be something like a) can’t [...]
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We’ve recently started talking to venture capital firms. We weren’t really sure, when we started, if we had much to offer. But there’s one thing nice about venture capital firms:
They are always searching for an objective viewpoint to help them decide on how to grow their businesses—both within their own companies and those that they [...]
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Last week I was consulting a client who uses free seminars as a prospecting tool. They really do give a lot of information at the program–so even if no sale is made, goodwill is created. But they were having trouble getting people there. They were cold calling–mailing-emailing. With not much to show for it. So [...]
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Last week, one of my clients called and said that his price had slipped out during a conversation with the prospect, and he realized, after he left, that it was much higher than what the prospect thought it was going to cost to do this work.
How should he go back in and have a further [...]
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Ever had a buyer change at the most inopportune time? Actually, it seems like that’s the only times buyers change—right when you’re in the middle of a sale. But what should you do about that? Most sales training doesn’t really address the seriousness of the issue. But Caskey and Neale do on today’s episode of [...]
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Okay, full disclosure. I’m not a detail person. In fact, on any personality chart, my “attention to detail” quotient is off the chart - on the low end.
But there are times that every sales professional needs to be a “detail person” in how they approach the prospect and the message.
I recently assigned one of my clients [...]
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Have you ever felt like you were obligated to quote? It happens usually when you have a client who is “going out to bid” and you’re invited to play. While we don’t like the whole ‘blind bid’ process, we do realize that sometimes you must play the game that way.
“To quote or not to [...]
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As a sales trainer, I find most of our work over the years to be skill related. You know…sales strategies…selling skills…closing skills etc., But a few years ago, that started to change. Clients were bringing us in to deal with “revenue problems” not just sales problems. These are not just semantic differences–and stuff of another [...]
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