On this episode of The 2X Podcast, Bill gives you some simple ways to battle any resistance you encounter in the sales process.
You battle resistance by:
a) knowing what it is
b) strategizing on how to minimize it upfront, and c) creating a process that does that.
Know where your customer is on the journey. If you don’t where they are, they might resist than for no other reason than they don’t know “how to buy.”
I had a call today from a client who was struggling to keep a deal moving.
That’s not unusual if you’ve been in sales for longer than…say…3 hours, is it?
What was unusual is the prospect always agreed to see James when he called, BUT nothing moved.
Lots of social visits – but no movement. Been there?
And James was getting fatigued.
He had to keep telling his manager that the deal was still alive. But his manager was growing skeptical, as he should have been.
With a little of my guidance, but most of all his ‘detachment’, he made the move. Here’s what he told his prospect: Read more
This is part 1 of our May interview series where I feature sales and achievement experts.
On this week’s episode of The 2X Podcast, I speak with Kendra Lee (www.klagroup.com). She is a renowned expert in helping sales teams formulate lead generation campaigns.
Her book, The Sales Magnet, is epic and one you should have on your desk at all times. Enjoy Kendra…
It’s ridiculous how many assumptions we buy into throughout our life.
Assumptions are healthy. They allow us to navigate the world while not thinking about each and every decision. HOWEVER, the curse of that is that we assume things to be true that just aren’t. On this episode of The 2X Podcast, Bill gives you some deeper things to think about when it comes to our judgment and beliefs. You’ll begin to realize where you buy into old thinking.
He’ll also detail a handful of these assumptions that you must alter if you are to 2X your income this year.
This is part 4 of 4 in Bill’s coaching path series.
The question Bill asks on this week’s episode is, “Where Are You Taking Your Prospect?”
Do you know? Have you sketched it out?
Bill walks through a 3-part exercise that will help you get a bit clearer on the methodology of this.
You can also download a freebie printable at billcaskey.com/79download.
This is part 3 of our series on Bill’s coaching path.
Today on The 2X Podcast, Bill shares a personal story of a struggle he has – trusting ideas. He shares what the origin of this is for him and he shares a commitment he’s willing to make in order to help you.
He wants you to send him your idea, no matter how wild it is to: [email protected].
This offer good through June 30, 2018. He will read it and react to it quickly. Put the word: “IDEA” in the subject line to make sure it gets through quickly.
This is all part of you trusting your ideas. Get your next idea to him right away!
On this episode of Advanced Selling Podcast, Bill and Bryan take a listener call from Paula who poses the question of, “how we extract ourselves from the commodity dungeon with our pricing and our offer.”
The guys tackle Paula’s question head on and acknowledge that it happens to virtually every company, and maybe even in every sales process.
The customer sees the same things from other vendors, but doesn’t see the uniqueness and differences, and it’s up to you to decide how to portray them.
The guys give several tips and exercises on things you can do to help get in touch with your true value, and then some ideas on how to communicate it.
This is part 2 of our 4 part series on Bill’s coaching journey.
On this episode of The 2X Podcast, Bill shares two different coaching calls that he had with clients. The first call was from a high performer who dropped suddenly into an emotional funk and was not sure how to extract herself from it.
And the other call, was from a long time client of Bill’s, who’s company totally changed the game of how commission was paid – and he’s now in a bad mental state.
Bill gives you the advice he gave for both callers.
Bill and Bryan get this question a lot from clients: how do I keep the momentum rolling after I deliver the proposal, when a lot of times that’s when things go silent?
On this week’s episode of The Advanced Selling Podcast, the guys take on this very question. They approach it from the perspective of preventing it from happening in the first place and remedying it when it does occur.
Also, be sure to join our LinkedIn group, https://advancedsellingpodcast.com/linkedin. We will be posting some behind the scenes videos where we plan out each episode.