Sales managers know that it’s the little things that get in the way of a salesperson being successful. And we often talk about the little things in our video series. But today, a not-so-little thing that gets in the way. Fear. In this video, Bill looks at the places ‘fear’ shows up and the impact […]
“We have two ears and one mouth so we can listen twice as much as we speak.” –Epictetus. I know we keep coming back to this whole ‘listening’ thing, but it’s twice as important as talking. Yet, when is the last time you met with your team to talk about listening? Probably seldom. Instead what […]
Sales people have a tendency to blame everything on those lousy prospects. But is that true? In this episode of Whiteboard Wednesday, Bill Caskey rants about about a sales person he met at a game last week. This guy was a real ‘moaner.’ He asked Bill, “Why aren’t these prospects returning my emails or phone […]
*The following tip is from the magazine Going Bonkers – Edition: “Are You Listening To Me Finishing The Other Person’s Sentences This may seem like a harmless behavior, but it conveys another message that hurts relationships: “I know how to complete your thoughts better than you do.” When you commit this sin, you most likely […]
In this tutorial, Bill Caskey, author of Email It — A Seller’s Guide To Emails That Work, discusses one of the most stressful emails a salesperson needs to write. Maybe you’ve had a prospect who suddenly begins to resist your offer. Bill walks through the exact words you should use in that email. You can […]
Texas Ranger outfielder Josh Hamilton recently made sports headlines when he relapsed from his drug and alcohol treatment program. Although celebrity relapse is not new, I thought the way he handled it was. In an era when politicians and celebrities find it impossible to accept responsibility – instead, blaming others for all bad things that […]
Leave some breathing space. When we do role-plays in our training class, it’s amazing to us how often the discovery part of the sales process becomes an “interrogation.” When you ask the prospect a question, give him or her a chance to answer and follow up that answer with subsequent answers that probably get you […]
Sales people, business leaders and marketing types are always looking for the magic dust when it comes to writing emails. Well, in this video, you’ll see why most ‘persuasion techniques’ fail when it comes to email. It’s not because your writing is weak. It’s not because you use the wrong font. It’s much deeper than […]
Not donuts…or lunch…or coffee mugs. But are you bringing your ‘full self’ when you meet with people? In this video, Bill tells you a story of how he and his team are brought in to interview sales people upfront before an offer is made. What they see is not good. And it all gets back […]