“You’ll either be part of your own plan or part of someone else’s plan.” There is very little Agenda making going on, yet it is one of the most important parts of the Sales Process. An Agenda should include what you would like to accomplish as well as what the prospect would like to accomplish. […]
Can year after year growth wear teams out? Just got off the phone with a client who has experienced unbelievable growth in the last 5 years – I mean 25%/year – in a $15,000,000 firm. He just gave everyone the numbers for 2015 and then called me saying, “My people seemed stressed.” Rightfully so. Twenty […]
It seems like making another’s acquaintance is the ultimate in the beginning of the lead generation process. We can get really wrapped up in social media, LinkedIn, and all the other clever technologies but how does one make an acquaintance? That is the question I’ll deal with in today’s audio tip.
I’ve been in three sales meetings in the last month where this very simple approach wasn’t used – and it caused the meeting to be ‘less than’ what it could have been. When you hear what it is, you’ll be shocked that not everyone does this. But even if you do it, I give you […]
We talk a lot about “pain and possibilities” as a formula for selling. And how we must, before we propose, know a little about their buying issues. But there is more. In this audio, Bill reviews the 5 Human Needs that each of us have – yes, even our prospects. Or should I say, especially […]
Do you ever feel like taking a stand on something, but the courage just doesn’t come? Or, the courage is there but not the words? In this audio, Bill relays a story of a sales client who was in a client meeting where he needed to take a strong stand. He’ll share the coaching he […]
Last night, Malcolm Butler made a huge interception at the right time in Super Bowl XLIX. If you heard his interview this morning, you heard him say that he failed in practice last week to stop that very play. But inside, that interview he said, “But this time I was ready.” “I was ready.”
What’s the question you want answered? It’s not the answers that you receive. The power is in the questions you ask. The clearer you are with the prospect, the better you can help solve their issues.
I’ve been reading a lot of Steven Pressfield lately. He’s written a couple of books that are really good – namely “Turning Pro” and “The War of Art.” If you’re a client of mine, I’ve probably sent you one of those books to help you grow your business. If you’re not a client, then I […]