I Hate Colding Calling
I hate the term “cold call”. In fact, I think it should be stricken from our vocabulary. What I love is the idea of educating your marketplace; sometimes that is to companies that do not know you.
If you understand your value, and truly believe it, you should feel obligated to educate your marketplace. This slight twist in thinking will do wonders for your productivity. This makes the “act” about them and not YOU.
What Happens When The Prospect Tries To Derail You?
In this episode, sales trainer Brooke Green relays a story of how she – the actual sales chick – almost allowed the prospect to drag her off track in a big sales cycle. She’ll share with you sales lessons she learned, how she righted the ship and what she did to get the sales process back on track.
Also, Bryan Neale shares with you his sales-God-meditation thoughts about the topic of ‘market abundance’ and how that impacts your sales attitude.
You won’t want to miss this.
And Bill? He’s relegated once more to the mere “introducer” role, a role he doesn’t seem happy about.
Creating A Space For Truth
How do you treat business that is new to you but may have been with your company for awhile? Don’t try to jump in where someone else left off. The client deserves the value of your process from the beginning. Create a space for them to tell you the truth, explore with them, help them to identify and hand over problems for you to solve. Don’t minimize your value by trying to stand in someone else’s shoes.
-B. Green
How To Improve The Sales Mind
In this episode, Brooke Green takes a look at how we can improve the creative juices that make up the sales mind. Yes, sales people MUST be creative, but most are a bit afraid of it (our opinion). So Brooke let’s fly with some ideas.
Also, Bill Caskey rants about a cold call he received from an insurance agent (with a huge national brand).
*Watch other Whiteboard Wednesday Episodes: www.youtube.com/whiteboardwednesday
*Coming June 27, 2011, Bill Caskey and Bryan Neale interview Pat Williams – Senior Vice President of the Orlando Magic. View the episode “What Every Salesperson Can Learn from John Wooden” at http://www.advancedsellingpodcast.com/what-every-salesperson-can-learn-from-john-wooden/.
How To Manage The Sales Process
One of the most common issues companies have is in managing (controlling) the sales process once it begins.
In this episode, you’ll get advice from all angles!
- Brooke talks about how to begin the sales process.
- Bill addresses some trends that both sales managers and sales people should pay attention to.
- And Bill and Bryan address the finding of customer problems in a clip from their live Advanced Selling Podcast event. (You can listen to the podcast “Roadmap to Revenue – 10 Components To Sales Growth” from the live event at: http://www.advancedsellingpodcast.com/roadmap-to-revenue-10-components-to-sales-growth/)
Enjoy!
The Four Stages of The Customer’s Buying Cycle
Well, if that doesn’t make you stop what you’re doing and watch this episode, nothing will. All kidding aside…while the concept of as customer’s buying cycle may sound a bit tedious, it’s really quite important that you understand the cycle the prospect goes through when they buy from you. Otherwise, how will you ever be able to communicate the right things at the right time? Brooke Green leads you thru that.
Meanwhile, Bryan and Bill address one of the hidden secrets to “modern prospecting” and that’s the idea of marketing with content. Bill tells a story of how one client uses ‘expertise’ as a marketing tactic.
(Interested in modern prospecting? Download the FREE report 20 Rules For Modern Selling at http://www.caskeyone.com/20-rules-of-modern-selling-free-report/)
Whiteboard Wednesday Trailer
Whiteboard Wednesday, a bi-weekly Web TV Show for Sales Professionals, is now available! The show is a tactical guide for any sales person to use in navigating the turbulent waters of professional selling!
If you want to change your results in sales or leadership, you must…must…change your thinking.
Once you do, you’ll find the business market quite easy to pursue. You’ll find that your confidence soars. You’ll find situations that used to frustrate you now become easy.
We suggest that every problem you have in business today is a result of old, antiquated thinking. Isn’t it time to change?
- Watch other Whiteboard Wednesday episodes: www.youtube.com/whiteboardwednesday
- Follow us on Twitter: http://twitter.com/caskeyone
