We’ve all had that great prospect–the one that invites you in to his office, tells you all about the issues he has, expresses hope that you can help him, pays you what you ask, and faxes in the PO. Wouldn’t it be great if they were all like that. We’ll call that the IDEAL PROSPECT. […]
I got this question from one of my clients last week. The more I thought about it, the more I realized that this is a common problem for sales professionals–especially in complex (long) selling cycles. Let’s start at the top. You are in sales to solve problems. The solving of your customer’s problems will pay […]
Recently the NYTimes Magazine ran a piece written by the Freakonomics guys, Dubner and Levitt. The article was titled, A Star Is Born. Get it and read it. It provides a wonderful look into the traits of high achievers. No reason to go into a lot of detail here–only to say that everything in the […]
We get asked often, “How are you different than other sales trainers?” Good question. My answer includes the Missing Link in Sales Training. For 18 years we’ve kept it a secret. Now it’s time to share. Here’s the answer: Most sales training programs focus on two aspects of the sale’s process: saying and doing. Traditional […]
I had a call yesterday from a client who was struggling to get first appointments. I asked him to role play what the phone conversation sounded like…and it was obvious what was happening. Even though he was saying the right words (“Not sure I can help”, “I’d like to inqure to see if we can […]
Malcolm Fleschner (www.sellingpower.com) just wrote a nice piece in the latest issue. He quoted us extensively in it. Thought you’d get a kick out of reading it. Who Loves Ya’ Baby? One of the issues he brings up is the idea of “calling the game.” When someone is lying to you, you must call it […]
by Bryan Neale Question: What did your parents teach you when it comes to talking about money with others? Answer: “Don’t talk about money with others. Don’t ask them how much they make. Don’t ask them how much they paid for their house. Don’t ask them how much money they save. Just don’t talk about […]
In our last newsletter, we hinted that soon we have our newsletters enabled with multimedia. Well we are at Caskey, as an Easter treat for our loyal readers are giving you a preview of our video-blog. What is a video blog, well like a blog a video blog is a individual discussing a certain subject, […]
Since we train business sales organzations, I thought I’d devote one post to the notion of sales training. (This applies not just to the sales team, but to the technical team, the executive team and the customer service team. All need good training). I realize a lot of sales managers (VPs of Sales and the […]