When Deals Drag On, You Must Change The Game

I had a call today from a client who was struggling to keep a deal moving.

That’s not unusual if you’ve been in sales for longer than…say…3 hours, is it?

What was unusual is the prospect always agreed to see James when he called, BUT nothing moved.

Lots of social visits – but no movement. Been there?

And James was getting fatigued.

He had to keep telling his manager that the deal was still alive. But his manager was growing skeptical, as he should have been.

What He Did

With a little of my guidance, but most of all his ‘detachment’, he made the move. Here’s what he told his prospect:

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Episode #438: Developing a Value Story

The Advanced Selling Podcast

In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale take a call from Davis who is a digital media representative in North Carolina.

She finds herself uncertain about how to deliver a value proposition to multiple constituent levels within a company and also across market segments. Not to worry Davis!

On this episode of The Advanced Selling Podcast, Bill and Bryan share some advice that can be used across virtually any business when you are in pursuit of new customers.

Also mentioned in this podcast:

Episode #437: Don’t Care About My Bad Reputation

The Advanced Selling Podcast

In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale take a call from AJ in Oklahoma who is fretting about her company’s bad reputation in the market.

She now is the one, as the new salesperson, who has to go in and repair it. The question is how does she do so?

On this episode of The Advanced Selling Podcast, Bill and Bryan share five lessons that anyone can implement to accomplish the goal of repositioning their market impression.

Also mentioned in this podcast: