In 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 [...]
Archive for the ‘Uncategorized’ Category
Expanding Your Sales Might Just Be Right Under Your Nose
June 16th, 2010
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 [...]
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 [...]
Sales Skills Assessment–Counterintuitive
August 20th, 2009We are committed to helping our listeners grow their skills. But to grow, you must know where you have deficits and where to focus your attention. Bill and Bryan address several skills in the podcast, then urge you to go to the Toolbox to download the complete list of sales skills they think are important. [...]
