Last month I was giving a sales training seminar, and one of the participants voiced his opinion on how he does something in the sales process. He was actually saying all the right things, but the “way” he said it turned other people in the room off a little. I got to thinking about what […]
“Nothing is more annoying than one who thinks they have the answers before they ask the questions.”
Here is the definition of an asset: “An asset is a resource controlled by the enterprise as a result of past events and from which future economic benefits are expected to flow to the enterprise.” Your Sales Force Could Be a Killer Asset We have been teaching for years that your sales force is a […]
“When you have no long range goal – or vision – you get quite distracted by life’s choices. And when you make a wrong choice, it can screw you up.”
I was watching the Navy-Notre Dame football game last week and heard an unbelievable story about the Navy running back, Zerbin Singleton. His story brought tears to my eyes – tears of grace and hopefulness. The short version is that his mom was incarcerated for drug abuse and other things when he was young. After […]
Value is the relief that your prospect feels when you can find and solve a pain they have.
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This fits in the category of “things-you-should-be-aware-of-that-are-under-the-radar-screen.” Our friends at Walker Information just released their 2007 Walker Loyalty report. Surprisingly, employee loyalty leveled off in the last year to 34% of employees being TRULY LOYAL. Every sales company on the planet should read this report in it’s entirety. Why? According to the Walker Report, there’s […]
[This subject is covered in depth on our podcast at http://billcaskey.podshowcreator.com/podcasts.aspx?feedid=106 It’s about 15 minutes but it applies to you who compete against ANY low price competitor – not just offshore.] ====================================================================== My friends tell me I take selling way too seriously. And that I break every problem down to a sales or communication issue. […]
