From the category archives:

Account Executives

How Can You Prepare For a Sales Call?

by Bill Caskey on December 8, 2008

You’re getting ready to go see a suspect who actually invited you in to see them. You had a short conversation as you were prospecting one day. Your manager says to you, “So what’s your agenda?” You say, “Hell. I don’t know. I was just going to go talk to him.”
Your manager says, “Come on, [...]

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Sales Training Tip: Talk About Yellow Flags

by Bill Caskey on July 16, 2008

A while ago (Feb 2005 actually) I posted on the concept of Yellow Flags–those parts of the sales process that are “cause for pause” for the salesperson.  Raise The Yellow Flag Post
A yellow flag might be your prospect saying, “We’re going to look very closely at price” or “John will have a little influence but not [...]

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Too Much Certainty Kills Curiosity - and Costs You Money!

by Bill Caskey on December 21, 2007

Last month I was giving a sales training seminar, and one of the participants voiced his opinion on how he does something in the sales process. He was actually saying all the right things, but the “way” he said it turned other people in the room off a little.
I got to thinking about what he [...]

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