Sales Training To Grow People. And Grow Businesses
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I’m sure many of you have struggled at some point in your sales career to find the contact information of a key prospect. Think about this situation. Your manager asks you to contact the CIO of a major insurance company. You know the guy’s name and company, but that’s it. Your likely strategy: cold call [...]
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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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by Bryan Neale
If you ever have a resume for a sales position come across your desk from a Franciscan Friar named William of Occam, HIRE HIM IMMEDIATELY. Odds are slim this will happen, as this English logician (a very smart logical guy) died in 1349 (see Occam’s Razor in www.wikipedia.org). His most famous theory though [...]
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The game is selling. But the rules have changed. Cold Calling is out. Social media is IN. Convincing and persuading is out. Community and attraction are in.
As your company sits in board rooms and talks sales strategy, then think about Social Media as one leg of execution.
Definition: ‘Social media’ (SM). SM is the interaction that [...]
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===APRIL 19 ADVANCED SELLING PODCAST=== (15 Minutes)
In this week’s episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale discuss the knack of having good, truthful conversations with your prospect. What should you listen for? How can you find the heart of their problems and reasons for buying? Listening should be a big part [...]
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Just finished The Secret DVD. Although the book left me a little cool, the DVD was quite good.
Here are my LIKES and DISLIKES and a recommendation. By the way, if you’ve been living in Bahrain the last month, The Secret is the Law of Attraction, which says you attract to things/situations that mirror your feelings [...]
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===JANUARY 12 ADVANCED SELLING PODCAST=== (19 Minutes)
Happy New Year from all of us at The Advanced Selling Podcast! We decided that in order to get you off on the right foot this year, we would discuss the rules that all sales people should abide by: “The Commandments of Selling”. Most sales training deals with what [...]
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===JULY 28 ADVANCED SELLING PODCAST===
(8 Minutes)
Most sales training teaches you how to execute the sales process—but it still gets down to “does the buyer pay a personal price NOT to do business with you?” This week Bill and Bryan teach you what to do when your prospect is paid or on your product’s success. They [...]
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I got a call from one of my professional services clients, who said an 18-year client said he needed to check other vendors–said the price was getting too high.
Wow! Not an easy call to get–and he asked me what I would do. Here it goes:
Acknowledge the truth. You can’t MAKE HIM NOT CHECK them out, [...]
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