Sales Training To Grow People. And Grow Businesses
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The healthcare debate has reminded me a lot of sales processes gone wrong. We hear it all of the time.
Sales conversations always start with the right intent in mind (at least in my happy place they do)—figure out the problem, put a recommendation together, connect the dots so that my prospect believes in the value [...]
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Let me say first I was not there when Mr. and Mrs. Obama made their pitch for Chicago as 2016 Olympic Host. So I speak from heresay. But if the reports/videos/transcripts are correct, they did a miserable job of selling it.
Had they been in our sales class-and come to us last week and told [...]
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How many times have you become aware of a tool that you didn’t know existed–and as soon as you saw it, just had to have it?
There are tons of examples, computers, email, the lightbulb, The Clapper (OK, so maybe you didn’t “have to have” that). But imagine yourself doing without the first three.
The issue is [...]
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My Dad recently had emergency surgery to remove his gall bladder. Now, I realize that the gall bladder is a part often removed. BUT, not from MY Dad who is 72, had 2 heart attacks and quintuple coronary artery bypass surgery!
I rushed home—a 5 hour drive—very emotional. I got to the hospital just in time [...]
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This is a special treat this week because we have a client who just
landed a large deal with a new customer. And much of what he used
he learned right here at The Advanced Selling Podcast. In this episode,
Jeff spends 15 minutes telling you exactly what sales strategies and tactics he used and how he executed [...]
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Sometimes we just need to have bold, bad sales moves. In this podcast, Bill and Bryan talk about two bold moves you can make as you pursue the sale.These moves are not intended to get someone to buy—that’s not cool. They ARE intended to move the sale along—or move it out.
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In this week’s podcast, Bill and Bryan address a common question they get, “Does my message change depending upon who I call on in the organization?” The answer is YES. But hear some of their counsel on how to think differently when you’re in front of different people.
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In this economic time, how you communicate your value—and WHAT it is—will be very important. Here, Bill and Bryan pick up on a topic they began a few months ago—what is your personal value to your customers and how does it show itself in the sales process? All sorts of goodies here.
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Isn’t it interesting how we sales types are always talking about our sales funnel–always predicting when something will ‘close.’ Yet, have you ever wondered why we have no discussion about whether they prospect is having meetings at their office talking about dates their problems will get solved? (Or when they plan on buying).
Why not?
Our sales [...]
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How many times does this happen? You build the perfect DECK. (That’s slang for SLIDE DECK for some of you—LONG, BORING, MEANINGLESS POWERPOINT for the rest of you.) You rehearse it. You know it in and out. You anticipate OBJECTIONS and have an armory’s worth of ammunition to overcome them. You get to the meeting [...]
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