The Problem With Idea Generation – And a Solution

More ideas are not better. I know there is a saying, “If you want to come up with a great idea, come up with lots of ideas.”

Ideas

But I see Presidents and Salespeople generate idea after idea – and yet have little to show for them. So what happens. Here’s my take.

My sense is that the person that has the idea (the creator) is seldom the person who will implement the idea and bring it to profit. I didn’t say “never,” I said seldom.

So the idea-creator needs to have either a) someone around him/her who can flesh out the idea before investing too much time dreaming about it. Or, b) a system that walks them through the ‘fleshing out’ process.

“Episode #286: Sales Approach Problems”
by Bill Caskey and Bryan Neale

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The Advanced Selling Podcast
April 13, 2015

advancedsellinpodcastgraphicbootWhat do you do when someone you have to work with has a totally different approach to sales? In this episode of the Advanced Selling Podcast, Bill and Bryan share advice on dealing with colleagues, managers or partners who don’t share the same sales philosophy. How do you prevent someone from sabotaging your sales call and how do you remedy the situation when it happens? Veteran Sales trainers Bill Caskey and Bryan Neale outline the steps you can take to establish the sales plan prior to a meeting. They also provide a super simple question you can ask a prospect if the sales meeting didn’t go as planned.

Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.

Also mentioned in this podcast:

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Fear Gets In The Way Of Intention

Do you ever feel self-conscious during a call with a prospect? When that fear creeps in all your prior intentions go right out the window. If you are focused on yourself, you are focused on the wrong person. You are there to help them solve their burdens. When you are fearful, it keeps them from getting the solution they really need.

When You Don’t Feel Like You Matter, Do This

That’s the number one question we ask ourselves silently, isn’t it? Do I matter? Sometimes we ask it as in ‘Does my life matter?’ More often, its circumstantial. “Do I matter in this particular area of life?”

EVEN-THE-SMALLEST,-WEAKEST,-MOST

I received an email from a blog reader this week that was most touching. Here is an excerpt:

———————————

Bill,

Thanks for all the content publishing you do. It really helps. 

I took a job last year as a sales person for a highly technical service. And I’m lost. I don’t feel like my expertise can measure up to my client’s expertise in what I’m selling. And I don’t think it ever will.  

I’m thinking about changing professions. Either get out of sales. Or get out of this industry. I just don’t feel like I matter much when I’m calling on these high-powered doctors. 

What should I do?

Becca,

San Francisco, CA

=================

It struck a nerve with me. How often have I felt like my work doesn’t matter? Lots.

“Episode #285: Providing Sales References”
by Bill Caskey and Bryan Neale

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The Advanced Selling Podcast
April 6, 2015

advancedsellinpodcastgraphicbootWhat do you do when someone asks for customer references? Whether you have a ton of satisfied customers or are just getting started, your answer can make a big impact. Veteran Sales trainers Bill Caskey and Bryan Neale provide a framework for making your referrals consistent and authentic. Your strategy in how you respond is critical. In this episode of the Advanced Selling Podcast, Bill and Bryan also share the ways you can handle references when you only have a few or none at all. Regardless of your situation you’ll find common sense in their suggestions.

Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.

Also mentioned in this podcast:

Podcast: Subscribe in iTunes | Play in new window | Download

The Perfect Agenda For A Half-Day Sales Training

Yes, I know, I’m giving away something that I typically charge for, but here’s why I’m doing it: I am inundated with blog readers (sales people) sending me their frustrations with the sales meetings and sales training they sit through. I can only hear that so much before it wears me down.

TheSecretToSuccess

You see, I was a part of a sales team at one time. And I wish my leaders would have given me a chance to participate in the type of meeting that I’m giving to you.

This is an actual agenda from a 1/2 day event I was paid a fair sum to do for a company a week ago. I thought you’d like to see it and send it on to your leader or use it yourself.

Enjoy.

DownloadTheAgenda

“Episode #284: Selling Value to Prospects”
by Bill Caskey and Bryan Neale

Sorry, listening to the audio on this website requires Flash support in your browser. You can try playing the MP3 file directly by clicking here.

The Advanced Selling Podcast
March 30, 2015

advancedsellinpodcastgraphicbootYour customers know why you are valuable. How do you get prospects to see your value before they buy? In this episode of the Advanced Selling Podcast, Bill and Bryan share tips and ideas for communicating your value to prospects. It’s not just about selling to the pain, it’s about telling a prospect why their experience will be better with you. Veteran Sales trainers Bill Caskey and Bryan Neale provide strategies for telling your story and pointing out what makes you unique. It’s about giving prospects the full picture and helping them understand what they can expect. Do that and you’ll win in even the most competitive of markets.

Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.

Also mentioned in this podcast:

Podcast: Subscribe in iTunes | Play in new window | Download

When To Coach In The Moment

There are two philosophies of how to coach people’s behavior. One is to save up the counsel and dump it all on them at one time. (I use the word “dump” kindly). The other way, which I talk about in this audio clip, is to coach them at the moment of infraction. Hope you can learn from this.