Ever wonder whether your buyer knows what you’re going to ask them before you ask? In this episode, Bill, Bryan and Brooke deal with the issues of how you find the customer problem…and the realization that if you slow down and ask the “right” questions, you can actually speed up the sales cycle. In the […]
Do you pay attention? Thought so. We all pay attention–(unless we don’t.) But if we do, we learn things. And our income proves it. And do you pay attention to your inner game….how you’re thinking? In this episode, Bill Caskey illustrates a real-life example on the concept of Buyer vs. Seller. Brooke Green reflects on […]
They won’t have an answer for you…so stop with the asking. We teach the concept of finding the problem when we guide sales professionals. Yet, how often we hear our clients come back and say “They didn’t have any problems. I asked them and they couldn’t think of any.” OK. One gold star for asking […]
The proverbial sales funnel seems to be the ‘defacto’ way to measure results. No, it’s not always ‘revenue in’…it’s “what’s in your pipeline?” (Do you wake up in the of a nightmare hearing your sales leader shouting that question to you?) Not sure how we got to this point, but this short video blows up […]
Bill addresses the sales funnel and some misconceptions people have of it. He also gives some advice on what to do with people who can’t decide.
It’s the duh statement of the century: “My clients love me, and they have experience with getting great value from me. My problem is: How do I get people who haven’t worked with me to believe in my value?” Duh Isn’t that the essence of what salesmanship is? How do you demonstrate the value of […]
Recently got a call from Josh Hinds, a blogger-business networking specialist. He asked me to comment on some questions he’s posing to industry experts about networking. It caused me to think a little about business networking — and how I used to feel something was wrong with me because I didn’t like it. And wasn’t […]
Why does “low-hanging fruit” get a bad rap. Why shouldn’t every business-to-business sales organization be totally focused on low-hanging fruit? Answer: They should. In my world (the world of sales training), low-hanging fruit is defined as the following: A business that has a problem that they are totally committed to admitting and fixing, and they […]
When you are attached to the sale/needy/hungry/desperate, you give off a vibe that says, “I don’t believe very much in my product, but I really need the business.”