Sales Training To Grow People. And Grow Businesses
From the category archives:
Why do we sales people feel like we have to smile when we’re in front of a prospect? Answer? We shouldn’t.
I was called on last week by a guy who seemed like an OK chap. But he never stopped smiling. It was some kind of a “put on” smile. Pretty obvious.
He seemed overly enthusiastic–and you [...]
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David Frey, who I admire because he’s one of the few of us that aren’t afraid to deliver great content, hosts a Sales Telesummit that begins next week.
Full disclosure, David asked me to be a part of it–and I told him I’d promote it to our blog readers.
There are something like 13 trainers/speakers/experts. I can’t [...]
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I recently spoke at a women’s sales conference, The Sales SheBang (www.salesshebang.com). It was my first time participating and only the 2nd year for this conference. What an awesome event!
The 3-day event started with an expert summit. The presenters and a few invited guests were given time to present on a subject where they have [...]
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A friend of mine is a scout for Division I basketball. He told me a story that should draw the attention of everyone reading this blog.
It has to do with text messaging—and the promise of your brand.
It used to be that when a coach came to recruit a kid from high school, one of the [...]
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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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As sales trainers who get asked in to fix sales problems, we find that the solutions aren’t always in the place you’re looking. Often, our VP of Sales clients want us to come in and teach the team how to “sell harder” and “close more.”
But sometimes, the package just isn’t right. Which has caused me to [...]
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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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by Brooke Green
Do you even know what you do? Sounds absured doesn’t it? Especially when you hear it from me – someone you don’t even know. How dare I question you?
Well, here’s my experience: One of the biggest challenges that companies (and the people who work for them) have is understanding and communicating their value [...]
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[This subject is covered in depth on our podcast at http://billcaskey.podshowcreator.com/podcasts.aspx?feedid=106 It's about 15 minutes but it applies to you who compete against ANY low price competitor - not just offshore.]
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My friends tell me I take selling way too seriously. And that I break every problem down to a sales or communication issue. Well Bill, [...]
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