Sales Discovery – Not Interrogation
Leave some breathing space. When we do role-plays in our training class, it’s amazing to us how often the discovery part of the sales process becomes an “interrogation.” When you ask the prospect a question, give him or her a chance to answer and follow up that answer with subsequent answers that probably get you closer to the theme. Stop getting in the way of the sale.
Are You Bringing ‘Presence’ to Your Prospects?
Not donuts…or lunch…or coffee mugs. But are you bringing your ‘full self’ when you meet with people?
In this video, Bill tells you a story of how he and his team are brought in to interview sales people upfront before an offer is made. What they see is not good. And it all gets back to the little word with big implications: Presence.
He tells you what he looks for in those interviews and how you can think about what you bring to prospect meetings.
The Secret of Networking and Tradeshow Success
In this episode, Bill and Brian discussed the secrets of tradeshow selling since this is the trade show season coming up
But whether you participate in tradeshows or not this episode will help you become a better networker. The same skills apply.
Also mentioned in this podcast:
- Email It! A Seller’s Guide To Emails That Work with 20 Pre-Written, Ready-To-Use Emails
- Join the Advanced Selling Podcast Linkedin Group
Podcast: Play in new window | Download
How One Salesperson Uses Email to Prospect
As a sales trainer, it’s always nice to hear what people are learning, using and profiting from in your advice.
Our podcast has been reaching sales people far and wide for over 4 years and yet we have spent very little time
interviewing people who have made our philosophy work.
In this episode, we talk to one such listener: Sales professional, Rachael Lyman, who works for the Denver Chamber of Commerce.
She shares with you some lessons she has taken from the podcast and some other products and reveals how she’s used them.
Also mentioned in this podcast (plus other things we think you should know):
- Connect with Rachael on Linkedin (click here)
- Download the eBook – Email It! A Seller’s Guide to Emails That Work with 20 Pre-Written, Ready-To-Use Emails
- Join the Advanced Selling Podcast Linkedin Group (click here)
- Check out our newest site – CaskeyONE! Your single source for sales and leadership strategy.
- Take a look at our 2012 FREE eBooks 20 Rules For Modern Selling (click here) and The Truth About The Unspiring Leader (click here)
Podcast: Play in new window | Download
How To Become An Expert In Your Industry
What separates the expert seller from everyone else? Can you really position yourself as an expert in your niche? And what benefits will you derive from that? In this episode, Bryan Neale reviews the many types of sales people so that you can see where you fit. Then he gives some ideas on how you can immediately become an expert in your world.
Fatal Mistakes in B2B Sales and How to Avoid Them Series – We Listen With Our Motor Running
*This is a part of The Whale Hunters’ guest blog series for three weeks on “Fatal Mistakes in B2B Sales and How to Avoid Them.” To read some of the blogs for the series, you can visit: http://blog.thewhalehunters.com/
In this video, Bill Caskey discusses one fatal mistake he notices salespeople do. With his experience as an Indianapolis sales trainer, Bill addresses a few ways for salespeople to avoid this one mistake.
-Mentioned in this video…-
The Advanced Selling Podcast: Every week, Bill Caskey and Bryan Neale, upload a new podcast for sales people all over the planet. Eventually, we’ll be bringing over all the episodes but it’s not quite at the top of our priority list yet.
So, until then, go to www.AdvancedSellingPodcast.com and you can download–or listen to them all.
Sales Action And Running Prospect Meetings
Whiteboard Wednesday returns to its roots this week with Bill (who’s actually in front of a whiteboard) discussing how to handle a sales call when there are many of them and only one of you. He gives you a simple technique that few use that will help you begin on the same page.
And Bryan Neale rants a little bit about his fat wallet (except for there’s no money in it….only receipts). The essence of this rant has to do with taking action.
