Sales Training To Grow People. And Grow Businesses
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What are you listening for when speaking with a prospect? Are you listening for buying signals like you’ve taught since the 70’s? If so, that’s wrong.
So Why Do People Buy?
Our philosophy is really quite simple–people buy when they are either a) in pain with their current situation– or b) have a vision that will be [...]
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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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They probably don’t. We’ve known for decades that “sales people lie.” I know you don’t (no one every admits to it), but prospects THINK you do. And of course, we know prospects lie.
Seth Godin’s blog this weekend about Vague Claims was about the realtor who advertises “Top 10 Realtors In Nation.” He maintains, if you [...]
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In this episode, Bill Caskey and Bryan Neale address a question from an audience member on how to prospect when you’re already busy. And Bryan reveals a communication technique that helps as you’re explaining to a prospect what you do. Watch the video below.
Advanced Selling Podcast-June Episode from Bill Caskey on Vimeo.
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Warren Buffet appeared on the Today Show this morning. He made a very concise, profound comment — as he always does. Here are his words:
“Lack of clarity leads to confusion. Confusion leads to fear. And fear leads to inaction.”
Now, of course, he was talking about the economy in general and the ineffectiveness of the President’s [...]
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Now that we’re well underway in 2009, we thought it helpful to take more questions from our listening audience.
Question #1: How to change your mindset to get into prospecting mode. New business development is critical this year. So Bill and Bryan talk about this.
Also, if you had trouble downloading the “2009 Sales Competencies” e-book, then [...]
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Our trainers, Bryan Neale, Brooke Green and I sat in a room last week and talked about 2009. Less ’strategic planning’ and more ‘future of training.’ One thing we concluded is that our selling system might be outdated–along with the hundreds of other sales programs.
Not to the point of trashing it. But to the point [...]
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In this week’s episode of Sales Training Q&A, Bill Caskey talks about something that every salesperson faces way too often.. STALLED DEALS. Bill provides some helpful tips and advice on how to avoid stalled deals and increase your sales. Make sure you check back every week for the latest episode of Sales Training Q&A.
Submit Your [...]
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Have been thinking lately about the idea of a “process” in the lead generation world. As sales training folks, we see most sales organizations struggle with prospecting. One problem is I believe they prospect ONLY when they need the business, rather than ALL THE TIME.
I sometimes feel like we all (including us) make prospecting really [...]
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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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