Sales specialists Bill Caskey and Bryan Neale address an issue that happens to ALL sales professionals, whether they know it or not: are prospects telling you the truth? In this sales podcast, Bill and Bryan address an actual client who struggled with the upfront agreement in the sales cycle. She felt like it was a [...]
Archive for the ‘Uncategorized’ Category
Don’t Use Throwaway Lines
January 9th, 2012The Importance of the Sales Process
August 3rd, 2010Whenever we say ‘process’ to a sales person, we get yawns and indifference. But the fact is that every sales problem you have…probably…has something to do with a kink in your process. In this episode, Bill and Bryan look into the ever-important issue with ‘decision process’ and how you can better influence it. (Podcaster Notes: The [...]
Six Tips For Giving an Effective Presentation
July 29th, 2010A week ago Bill received a phone call from one of his clients. The client was frustrated with a speech that he was planning to present the next day to a group of decision makers. Bill’s client ask him, “How can I make my presentation stand out?” Bill answers his client’s question in this vignette [...]
Expanding Your Sales Might Just Be Right Under Your Nose
June 16th, 2010In today’s vignette, Bill talks about a conversation he had with a client. He notices there are two issues: 1. The client needs advice on how to increase her sales 2. There is a lack of communication amongst the client’s sales team Listen as Bill tries to resolve these issues and provides one tip that can increase your [...]
How to Build Your Online Reputation Quickly
March 15th, 2010In this episode, Bill’s client is creating a new technology division at her work. Her main concern is not having an established reputation yet, so Bill tackles her challenging question: How do I build my reputation quickly?
How to Create the Perfect Testimonial
March 10th, 2010Testimonials 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.
When Your Prospect Won’t Call You Back
February 26th, 2010Last 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.
Being Desperate Won’t Seal the Deal
February 1st, 2010The 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.
Never 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”.
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 [...]
