Sales Training To Grow People. And Grow Businesses
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In this episode, Bryan and Bill dissect a deal from an actual client phone call. The issue is what do you do in the 11th hour of a deal when everything that you thought was true—was untrue? You’ll hear both hosts weigh in on the situation, then hear the advice that Bill actually gave.
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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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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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I have some extraordinary clients. I would like to think that I do a good job of expressing my gratitude to them—not only in words, but in how I work with them. My Mom used to always say to me, “Actions speak louder than words,” “Walk the walk, don’t just talk the talk.” I assume [...]
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So you think you know it all, huh? Well I do, too, much to my chagrin.
As I talk to company leaders, I am forever shocked at how people have this view of the world that they refuse to change. You’ll hear it when someone says, “Well, that’s just not going to work in our business,” [...]
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Well, this is part two of our series on 2009 sales competencies. We’ve had a lot of people request the e-book that we created. You can go to
http://www.2009salescompetencies.com
and pick up a copy. In this episode, Bill and Bryan address the second group of competencies which includes a) being a problem-finder; b) being a problem-solver; and [...]
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This Christmas for each of our employees, I donated money to five different charities. We did this rather than giving Christmas gifts to each other.
Granted, the gifts were not big at all. But one thing I noticed was interesting. Four of the five charities didn’t even acknowledge the gift, other than a receipt of credit [...]
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I imagine most people are freaking out about the start of 2009. If you’re not, your mind will start to play tricks on you as people ask: “How does this economy affect your business?”
This is not the time to panic. In fact, it’s a great time to gain clarity and work smart.
When is the last [...]
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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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What makes someone a great sales performer? Here are a few ideas:
THEY THINK BIG: High performers think beyond the transaction—they think long term, big picture and any other overused corporate jumbo you can think of. You get it.
THEY WORK: While I don’t believe effort = output, I do believe there is a positive correlation. The [...]
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