Spencer Rule is my guest on this week’s episode. This is our third episode in the May 2X Podcast interview series.
Spencer has been involved and behind many successful marketing projects and joins us to talk about the real challenge with social/digital media that most people aren’t talking about.
He gives you some good, tactical advice on how to better communicate using social. Learn more about Spencer at www.spencerrule.com.
In this episode of The Advanced Selling Podcast, sales experts Bill Caskey and Bryan Neale address a common observation that they have when they’re working with sales teams. There is a general lack of enthusiasm about following and listening to your instincts.
In every sales process there are issues that occur and if you are dialed into your gut reaction you will take a certain course. On the other hand, if you are blind to your instincts or you don’t trust them, you might be in for long selling cycles.
Bill and Bryan give you some tips on how to listen and how to react.
I’ve heard many authors say that once they write a book, they never look at it again. That is definitely not me. I wrote Same Game New Rules over 12 years ago, but I still refer to it when I want to create content for a blog or to offer people useful advice.
I often find myself referring back to Chapter 20 in Same Games New Rules. This chapter is one of my favorites because I discuss the laws of money. It is vital that you understand the laws of money if you want to improve your work ethic and your mindset.
When you become needy of money or business, you push away the very people who can help you. If you approach your client with more interest in solving problems than getting money, and the client is someone you can and want to help, you’ll automatically attract more business and money to you than you ever thought possible.
Your goal should be to create an environment in which your client pulls you along. The optimum strategy is to have your prospect selling you on why he needs you. On your first call, simply lay out your intent with a non-threatening, servant-like attitude.
During this time, resist the temptation to close the deal. Even when you know you can help, continue to explore options with your client, allowing him to pull you along. Never get more excited than your prospect.
When you pursue a sale in the traditional way, you, in essence, stand over your client, trapping them so that it is nowhere for them to go but out the door. Your goal should always be to leave your client an escape hatch.
If you have found these tips useful, click the button below to check out the full version of Same Games New Rules.
Continuing with our May guest interview series, on this week’s 2X Podcast episode I had the chance to interview good friend of mine, Steve Walker. He’s the President of Walker Information and an icon in ‘customer experience’ research.
Steve shares the importance of your customer’s experience with your company and gives you insight and some tips on how you can begin to improve it.
Steve also has his own podcast you should try out, The CX Leader Podcast, available on iTunes.
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.”
In this episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale take a question from a listener and client, who asks about issues inside her company that aren’t going well.
The listener explains that she constantly has to get involved in operational and account management issues, which gets her away from her true role, business development. She is also experiencing some burn out over this dilemma.
On this episode, Bill and Bryan give her some advice on all three areas and some takeaways you might be able to use in your business.
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.