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“Sorry I Lied to You — But You Made Me Do It”
Probably not something you’ll ever hear a prospect say, “Sorry I lied, but you made me.” But just because they don’t say it, doesn’t mean it’s not the truth. At our training company, we take very seriously the idea of ‘creating space’ with a customer. What we mean by that is the sales professional has […]
Before You Discount Your Price
By Brooke Green So close…How many times have you been in this situation: *You meet a prospect *You take them through your process *You ask them the right questions, tough questions *They reveal that they have a problem *They know it is costing them money *They think you can help them fix it *They say […]
Lead Generation Seminars–What Works-What Doesn’t?
Seminars are outstanding ways to generate “conversations” with prospects—and ultimately leads. But if done poorly, they can ruin your brand. If you’re a sales professional and you are asked to do a seminar, then take these into consideration. FACT: Every company has expertise that lends itself to sharing at a seminar (telephone, webinar or face […]
Getting to the Decision Maker–Your Attitude Matters
Recently in our SELECT (advanced sales training) program, we got into a conversation about getting to the right person in the sales process. As we went down the path, it became apparent that it was less a technique issue and more of an attitude issue on our part. I went back in to the studio […]
What is Your Customer’s Mentality?
Just like you have an outlook and a mentality of how you see the world, so does your customer. And many times that mentality they have does not fit in with your plans or your solutions. Recently, I was asked to come in and do a half day training program for a group of 20 […]
Fear Installment #2 “Fear & Self-Sabatoge”
By Brooke GreenI posted a blog a few weeks ago about the Fear of Learning billcaskey.com. In that blog, I talked about how the fear of learning can stop us in our tracks. It’s hard to believe that we would want to stay stagnant. Why wouldn’t we want to get better? Sounds crazy, right? Not […]
My “Biased” Thoughts On Most Sales Training…
With the podcast that we do (www.advancedsellingpodcast), we get a lot of questions on what we think of sales training. Well, it’s kind of like asking the chef if the food’s good in the deli next door. You kind of know what his answer will be. Most of the time, these questionners are wondering because […]