Abundance is a concept we talk about often, but in this podcast Bill devotes an entire 20 minutes to the topic.
Archive for January, 2010
Is Your World Abundant or Scarce?
January 28th, 2010Never Compete With the Prospect
January 25th, 2010Through 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”.
The One Thing You Should Do Before You Solve Problems
January 21st, 2010Everyone fancies themselves as great problem solvers. But the one skill that we think you need PRIOR to problem-solving is “problem-finding.” In this episode, Bill and Bryan walk you through a Problem Finding approach that works perfectly for B2B sales professionals. Sales training today – and any sales strategy you employ – should have a [...]
Does Your Value Have a Hook?
January 18th, 2010We all know how important the subject of “value” is but have you ever wondered what it is that makes your offer valuable?
You should especially since it’s the key ingredient in whether someone is interested in your offer.
In this vignette, Bill addresses a conversation that he had with a client about creating a business value [...]
Sales Professionals: Back to Basics
January 14th, 2010This week, Bill and Bryan review the basic selling skills needed for the new salesperson. But before you discount it as something “for rookies only,” listening to this episode might help you go back to the very basics–it might even remind of some places where your skills can be improved. In a way, since the [...]
Become an Expert in Your Industry
January 12th, 2010As we begin the new year, one thing we believe we could ALL be better at is the positioning of ourselves as experts in our industries. When you go into the sales process as a “salesperson,” you are in a place of weakness. But when you enter the process as an “expert” who can bring [...]
The Importance of Your Prospect’s Self-Image
January 11th, 2010An article written by Dan Levis, which was published on Clayton Makepeace’s blog The Total Package, stated that people completely overlook the prospect’s self-image.
For that reason, Bill Caskey recommends in today’s vignette that once you change your way of thinking about your prospect the more you will benefit.
Unintended Consequences
January 4th, 2010We’re starting up a new series of vignettes which focuses briefly on sales problems and strategies for you to use to create new business opportunities.
In today’s audio clip, Bill explains why sales people often times are thrown off by unintended consequences due to poor sales techniques. Listen to how your one-way thinking might be costing [...]
