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. Make place on your agenda for their agenda.
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 a couple of other ideas on how to make it even better!
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 our prospects. Listen in as he reviews this and use it in your world beginning immediately!
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 gave and what happened.
Last night, Malcolm Butler made a huge interception at the right time in Super Bowl XLIX.
Photo Credit: ESPN.com
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.” Read more
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.
It’s been 14 days since I attended a technology trade show and I’m still waiting…. Let me explain.
I was invited to be a guest at a trade show for a local technology company. Being in the sales training and coaching business, I’m always interested in how trade show sales people treat visitors to their booth. So I decided to do a little experiment. Read more