In this podcast, Bill Caskey and Bryan Neale give their advice on finding your OWN voice in a sales situation. This is a very important step in improving in many different areas of your life. Follow Bill and Bryan’s steps in finding yourself and tapping into your own heart. Also mentioned in this podcast: Transcription […]
In the first episode of Hot Tip Thursday, Bill Caskey teaches a couple ways to close a Sales Call and ask the right questions before ending the conversation. Don’t miss this episode or the next, free of charge to all users. Please Download the Advanced Selling Podcast App to continue receiving Hot Tip Thursday […]
I’ve loved checklists ever since I read Atul Gawande, The Checklist Manifesto. I’ve become interested in how checklists can help us become much more effective in selling. Below is a handout I gave to our High Performance Sales Academy students a few weeks ago. It outlines the kinds of questions you should ask and tactics […]
I got a lot of response from a prior post you can find here on the danger of hiring seasoned vets. As you can imagine, most of that email was from seasoned vets. So I’m going to stand by my initial post yet deliver some caveats to that: What Is the Track Record? 1. If […]
Think of how many sales books, cassettes, and podcasts there are and yet the selling skills of American salespeople are still inadequate. Is it possible that no one has really taught us how to learn these aforementioned selling skills? I think so. There is one easy and profoundly effective way to learn any kind of […]
Many times I have heard a sales manager say, “We don’t need training here because we hire seasoned vets.” I always am amused at that statement. I’m working right now with an organization that has 25 people in their salesforce, all of whom are between 25 and 40. They did not hire seasoned vets. They […]
In our sales training programs, we are consistently teaching people to “drop back” – don’t be so eager. Relax into the circumstance. Had a coaching call with Lisa yesterday. Usually, Lisa is quite adept at this skill – what we call “staying behind” the prospect. But that’s when she’s “in the process” – not when […]
I was asked recently what skills I would look for in a sales person. That got me thinking of “who” I would hire if I had to hire bunches of sales people. Here is my list of skills: 1. Understanding of Email Marketing “Why” you say? Easy. Email is the most underused tool you have. […]
A friend of mine who is also in the training business spoke to me recently about his frustration with lack of eagerness to change on the part of his clients. I echoed similar thoughts about some of the work we do. Our conclusion was that, more often than not, adults do not ask for much […]