Posts

Agenda Setting

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“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.

Making An Acquaintance

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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.

Always Begin Your Sales Meetings With This

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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!

The 5 Human Needs Of Your Prospect

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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!

Taking A Stand

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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.

The One Question

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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.

Prospecting System

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Have you ever heard of system thinking or checklist thinking? I think you should have a checklist for everything meaningful in your life. What more powerful tool can you have than the effective mechanics of how to do something?