Yes, I know, I’m giving away something that I typically charge for, but here’s why I’m doing it: I am inundated with blog readers (sales people) sending me their frustrations with the sales meetings and sales training they sit through. I can only hear that so much before it wears me down. You see, I […]
There are two philosophies of how to coach people’s behavior. One is to save up the counsel and dump it all on them at one time. (I use the word “dump” kindly). The other way, which I talk about in this audio clip, is to coach them at the moment of infraction. Hope you can […]
Apologies to the person who created the “flower and the bee” concept but I think that epitomizes perfectly the problem with most sales processes today. And do we ever have a problem. The ‘flower and the bee’ phenomena goes like this: in nature the flower must pollinate itself. It sits there waiting for the bee […]
Jim Rohn said it decades ago but it still rings true, if you want more money, bring more value! In this audio clip, Bill lays out a way for you to make more money by becoming move valuable to those who pay you. Your income is a by-product of that, but unless you get your […]
Whether you’re running a sales meeting, a prospecting meeting, or just presenting to a group, Bill gives you some very simple but powerful advice to keep you on track. He calls it “The Three I’s.”
“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 […]