Episode #378: Preparing Like a Pro
Are you looking for an edge in your sales game? In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale teach you a framework for preparation to knock your sales calls out of the park.
Do you focus on the process or the outcome?
Are you using the same verbiage with every audience or are you tweaking your message to match the situation?
In this episode of The Advanced Selling Podcast, Bill and Bryan help you master the fundamentals that lead to your success. Tune in to hear how beat sheets and Bill’s 10 minute P.I. Strategy will help you up your game right away. (The P.I. Strategy is so good even Bryan is stealing it).
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Hi Bill and Bryan,
Following the process is an interesting concept. I’d like to say in my years of B2B sales that I did it intentionally but it was more by accident. We had about 300 distinctly different products in our product range. I’d say about 90% of the time I walked into a prospect anticipating I would sell product X and ended up with interest in or a sale of product A. Because my process was to talk to prospects and find out what they did (I knew what they made by not how they made it) how they did it and along the way I learned what their concerns were. Then I could find a product in our kitbag that was of use to them. (It also helped that I was very curious.)
Back in those days I didn’t have LinkedIn to find out about people I was calling to see. I tend to use other contacts in the industry and the secretaries and switchboard operators of the company I was calling on.
Regards Greg
PS: I’ve been listening to you guys on and off since about 2008, do you ever plan on coming down to Australia ?Maybe set up a few seminars in major cities and do a bit of touring around. I’m sure you have some Aussie listeners who would love to show you some hospitality.