Occasionally, we get a call from a company who is about ready to hire a new leader. They want us to run a Hogan Personality test on them to make sure they’re the right person for the job. And frequently, we must break the news to them that the person they were interviewing was not […]
Superficial flattery gets you nowhere. In fact, it might set you back a few paces. We sales people have been taught to say something nice…to flatter prospects. But if it isn’t sincere, then don’t say it. We all have the BS detector running at all times. And at no time is it the loudest than […]
In problem-solving terms, the rule is when you are confused about the next course of action you always start with, “How did we get here?” As we look at sales forces all over the world, we see problems like: Closing percentages are low Difficulty finding and getting in touch with buyers Every part of the […]
We tend to write emails in the state of ‘need’. Think about it… Trying to get an appointment. Trying to advance a deal. Trying to your get point across. But that’s not a resourceful strategy. In this video, Bill Caskey, Author of Email It — A Seller’s Guide to Emails That Work with 20 Pre-Written, […]
The Background Story Several months ago, I was sitting with Sam who had just been named a VP of Sales at a company who was struggling. Sam had an engineering background and had had no leadership skills at all which is why they were seeking our help. Sam’s boss, the CEO, felt like Sam’s energy […]
Our strength grows out of our weakness. Out of resistance. This is a bit of Emerson (Law of Compensation) for the uninitiated. Emerson believed that it wasn’t until we were ‘pricked and sore‘ that we got busy changing our behavior. That we get stronger with resistance. And that to “sit on the cushion of advantage” […]
The biggest problem when writing an email is your ‘state of mind’. This is the MOST IMPORTANT THING to consider as you craft emails. One of the frustrating scenarios is introducing yourself to a person you’d like to meet with. In this tutorial, Bill Caskey, Author of Email It — A Seller’s Guide to Emails […]
As sales trainers, we are guilty of making the sales process much more complex than it needs to be. There are a limitless number of options and objections that a prospect can give to you throughout the sales process, and so we make an effort to understand and counteract each one. But that is a […]
“A great man is always willing to be little.” Not sure where I heard that first but it makes sense in sales. Rather than playing the game of ‘impressing‘ the prospect (which we all do, albeit unintentionally), why don’t you aim to be “insignificant.” Let their pains and dreams take center stage, instead of yours. […]
