Testimonials are the best way for you to show how your services have benefited others. In this epsiode, Bill provides three ‘must have’ components to create an outstanding testimonial that will bring in new prospects and increase your sales.
How to Create the Perfect Testimonial
When Your Prospect Won’t Call You Back
Last week, one of Bill’s clients was frustrated with a common sales issue, “How do I get the prospect to call me back?”
Being asked the question many times, he provides one strategic approach in this vignette to help you get that call back that you’ve been waiting for.
Read MoreA Checklist for Income
Ever wanted a “checklist for income”? Well, of course you have. And today we’re going to give it to you. On today’s cast, Bill and Bryan get down to the very basics of earning income in professional sales today. Access a PDF that has the complete checklist of all of their suggestions by clicking on “toolbox.”
Read MoreTags: a checklist for income, bill caskey, bryan neale, sales podcast
Do You Optimize the Training You Get?
We had no idea what to call this but here’s the situation. As trainers, we’re out working/coaching people 24/7. Some of those people are prone to accept new information—and do something with it. Others talk a good
game in the training room—but have no intent of changing. And their results (or lack of) proves it.
So which are you? And what are the signals we look for when training—and how can you use what we see to make sure that you receive knowledge in the right way? Bill and Bryan address those very issues in this week’s episode.
Tags: bill caskey, bryan neale, getting the most from training, sales podcast
Seth Godin Book Review – “Linchpin”
Not something we typically do at ASP–review books but had a chance to read Seth’s new book, Linchpin.
It synchs up quite well with our philosophy that if you really want to be treated differently in the market–then you must “show up” differently. And this book teaches you how to rethink that premise.
Read MoreTags: bill caskey book review, linchpin, new world of work, seth dgodin
Finding Prospect Pain
Bill returns from Green Bay having worked with a group of sales people who were seeking knowledge and skills about how to find “prospect pain.” In this episode, Bill explains some of the intricacies of how to understand what motivates prospects to change from their current state to a new state.
Read MoreTags: bill caskey, bryan neale, finding prospect pain, sales podcast
Being Desperate Won’t Seal the Deal
The goal in most capabilities presentations is to sell your product to your potential buyer/prospect.
Bill explains in this vignette how you might be pushing away your prospect during the presentation by coming off too desperate.
Read MoreTags: capability presentation, sales, sales behavior, sales podcast, sales tips, sales training, tone during presentations
Is Your World Abundant or Scarce?
Abundance is a concept we talk about often, but in this podcast Bill devotes an entire 20 minutes to the topic.
Read MoreTags: Abundance, bill caskey, bryan neale, sales podcast
Never Compete With the Prospect
Through his training engagements, Bill has noticed one consistent trend–most sales people compete with their prospects during phone conversations.
Bill suggests in today’s vignette one approach for you to create the perfect “call flow”.
Read MoreTags: call flow, phone conversations, sales approach, sales behavior, sales podcast, sales tips, sales training
