by Bryan Neale If you’re reading this, you’re likely a salesperson or thinking of becoming one. What you may not realize is that you probably scream “SALESPERSON” when you simply enter a prospect’s office without even knowing it. I find many salespeople, including the most seasoned professionals, do things to perpetuate the stereotypical salesperson. So […]
Hope you enjoyed the seminar last Friday. As promised (although a little late), here is the audio version. As I said earlier, this is not the quality we had in mind, but the content is there – so hopefully you can look past some of the audio glitches. It’s about 50 minutes – I edited […]
Recently, I posted on where sales training is going (The Future of Sales Training), I got some flack (probably well-deserved) for not getting in to more detail on each of my points. Sometimes in a blog, you just don’t have space to address the whole topic. So, today I’ll dive a little deeper into point […]
As a blog reader, you’re invited to a FREE teleseminar on August 10, from 9-10AM EST. I’m calling it The New Rules Teleworkshop-a candid conversation with Bill Caskey about selling and issues of achievement. I’ve heard from so many people saying they had a question about something we’ve written in the blog or recorded on […]
I recently interviewed Dan Heath, Made To Stick, Why Some Ideas Survive and Others Die. It was on our Advanced Selling Podcast. I thought Dan had some salient points. He talked mainly about how to communicate with people–so that they actually hear you! Novel idea, huh? Hope you enjoy the podcast. We’re going to use […]
We get asked all the time, “Where is sales training headed?” No crystal ball here, but I do see some trends that every sales manager and company president should be interested in. As you formulate your selling strategies for the future, and sales training becomes part of that, you should look at how to deliver […]
By Brooke Green What’s the hold-up? Almost daily, I hear that one of the hardest aspects of selling is waiting for the prospect to catch up with you. “Why do they take so long to make a decision? “ “They said they needed help. I laid out my solution to fix their problem. So what’s […]
I got a call from a client last week. She had just begun our program with her company and had heard us talk about “changing how you think” in order to get better results. We hadn’t yet gotten into the details of that, but since she called, I shared with her the five areas of […]
