As I was shooting in the gym that day, I saw a few teens at the other end of the court (basketball) trying to dunk. They were close but not quite there. It reminded me when I was that age, where I couldn’t quite get my hands high enough on the rim to dunk.
Eventually, I nailed it. But haven’t thrown one down in over 30 years.
It got me thinking about my current vertical leap. A quick test – an abysmal 12. (You know where I’m going with this don’t you?)
In today’s episode of the Advanced Selling Podcast Bill Caskey and Bryan Neale answer some questions sent in by members of the Advanced Selling Podcast LinkedIn Group. The two important questions answered were first off, “why are certain Challengers more likely to be the top sales people and are they the future of new business?” The other question is “do you need to have another reason to call your client or is it okay to just check in?”
Make sure to join the Advanced Selling Podcast Linkedin Group and post your questions today. We would love to hear from you.
Also mentioned in this podcast:
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A few weeks ago, a sales person came into our office and was pitching a new water system. They talked about the features and benefits of their offer, but NEVER asked me any questions about what I wanted. And then I told them the price was too high.
If you’ve ever had a prospect say your price was too high, it could’ve been you forgot to ask the right questions.
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.