Sales Training To Grow People. And Grow Businesses
From the category archives:
My client, Jeff Jones, told me in a meeting this week that this is his motto: You tell them nothing until they tell you everything. I love the sound of it.
The idea here is that you, as a sales professional, should never lead with a brochure. In fact, you should never lead with “all of [...]
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Well, lookie here! Bill Caskey talks about that very topic in a 2 minute video for Sales Managers and VPs of Sales.
He also invites you to attend an Executive Seminar called “Building Your Sales Dream Team”on May 29 or May 30 in Indianapolis. Go to www.caskeyseminars.com for more info on that.
Enjoy the video!!
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We get this question a lot in our training. “I’ve got this prospect who keeps saying he’s ‘in’ but he then avoids me when I try to close!”No sweat. Let me dial it down with you.
You may have a suspect masquerading like a prospect. You see, people can come into and out of your prospect [...]
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There is a moment in every sales process that defines whether you’re a man–or a mouse.
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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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The Universe has a funny way of working. It seems to have the attitude of, “I’ll allow it to happen when it’s ready to happen.” We see this in all phases in our life. We really want something—really bad. But we don’t get it. Then later, we realize we really didn’t want it. What if [...]
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We did a role play the other day in one of our clients. I was looking for language (the words sales people used). After the exercise, the group got into a heated discussion about the language of the new selling philosophy. We then made a list of the words of Selling in the 1900’s. And [...]
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(As sent out in our October New Rules Newsletter)
Your Value Is All You Have–How Competent Are You At Expressing It?
I was looking through some old training handouts … and came across one called “How To Express Your Value.”
Although I don’t have space here to review the entire module, there was one part that I thought [...]
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Question From Blog Reader:
I’m assuming that you mean: “how do I start the process so that I can control it all the way through?” That’s a better question. In this post, I give you several components of how to handle the very first call.
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I had a revelation this week that has led me to think about an old “sales 101” rule in a completely different light. If you’ve been a salesperson for longer than 10 minutes, you certainly know rule #1 is to always talk to the decision maker. “Get past the gatekeeper….find the decision maker….”
You’ve heard this [...]
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