Do You Recognize These 5 Warning Signs of a Bad Prospect?

There is trouble ahead for you. I bet that right now you have prospects in your sales pipeline that are bad prospects. And it’s time for you to get rid of them.

Bad Prospect Warning Signs

In my sales training and coaching practice, I get clients who call me to strategize on how to close deals. One such client called me this morning. I won’t go into the verbatim of our discussion, but it got me thinking about how we ignore warning signs.

We get so enthusiastic and “needy” that we refuse to look at the truth.

Here are Five Warning Signs that indicate you’re in trouble:

“The One Question that Will Solve Every Sales Problem You’ve Ever Had”
by Bill Caskey and Bryan Neale

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The Advanced Selling Podcast
October 27th, 2014

advancedsellinpodcastgraphicbootHow do I get my prospects to trust me? Return my calls? Accept my pricing? Bill and Bryan get questions like this all the time and their answer isn’t what you’d expect. When you find yourself asking these types of questions, you end up solving the wrong problems. There’s no way to fix it with sales tactics or tools. In this episode of the Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale share the one question you should be asking yourself. They’ll examine the behaviors that could be sabotaging your sales success and the ways you can overcome them.

3 Things You Can Do To Challenge The Sales Status Quo

Status quo is a Latin phrase meaning the “existing state of affairs.”

Sales Training - Challenge The Status Quo

In my sales training practice, I watch sales teams continue to do the same things, over and over, and expect results to be different. I hear them say, “Well, if I could just do more…” But the correct way to challenge it is not to do more. It is to do different.

Here are three things you can begin doing immediately, that cost you NO MONEY, but that begins to challenge existing paradigms.

“5 Must-Do’s To Begin a First Call”
by Bill Caskey and Bryan Neale

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The Advanced Selling Podcast
October 20th, 2014

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In this week’s episode, Bill and Bryan discuss a first sales call experience Bill had with a vendor. It didn’t turn out well. The pair address what are 5 “must-dos” on every first sales call. When you hear these, they may sound obvious. Obvious, but seldom executed. You can also go to the LinkedIn group and comment on what you do on the first call.

Your Buyer Is Motivated By The Simplest of Things

My eyes glaze over when I read psychology texts about motivation. There is rational v. irrational. Intrinsic v. extrinsic. Natural v. organic. Throw in some “incentive theory” and you have a bowl of sh** soup. All very confusing (to my simple mind).

How To Make Selling Simple

Since most of us are in the business world where we are on a daily mission to share ideas, solutions and plans, it makes sense to go back to the simplest of elements that your audience is really motivated by: Pain & Pleasure.

As a sales trainer and leadership coach, my role in life is to bring clarity to people so they can excel at their careers. I have found this simple pair of words to be monumentally important.

“Another Dreaded Sales Forecast: The GOMA Method (Part 2)”
by Bill Caskey and Bryan Neale

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The Advanced Selling Podcast
October 13th, 2014

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Well, now it’s no surprise to you what GOMA stands for. In this episode, we talk about three more characteristics of what would be a more helpful sales forecasting approach. The sales pipeline meeting can be high-drama but it really shouldn’t be. If you’re a sales leader/manager, or a sales person, listen as Bill and Bryan share with you three new tools/attitudes to learn so that sales forecasting is what it should be - a true resource designed to help you grow your business.

The Utter Failure Of Trade Show Sales People

It’s been 14 days since I attended a technology trade show and I’m still waiting…. Let me explain.
tradeshow

I was invited to be a guest at a trade show for a local technology company. Being in the sales training and coaching business, I’m always interested in how trade show sales people treat visitors to their booth. So I decided to do a little experiment.

“The Dreaded Sales Forecast: The GOMA Method (Part 1)”
by Bill Caskey and Bryan Neale

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The Advanced Selling Podcast
October 6th, 2014

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Everyone’s gut starts churning when word comes out that we’re having a “pipeline meeting.” In this episode, Bill & Bryan role-play what that sales meeting sounds like when you have to review your forecast pipeline with your manager. And what the manager hears when you speak. Sometimes, it ain’t pretty :)
Seriously, forecasting/pipeline review is important. But are we doing it in the right way? Moreover, are we ‘thinking’ about it in the right way? The hosts say, “NO!”
This is the first of a two part series on this topic.

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