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.
Posts Tagged ‘sales behavior’
Being Desperate Won’t Seal the Deal
February 1st, 2010
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”.
Are You Doing The Right Behavior To Get The Right Results?
September 4th, 2009Lead generation is such a popular topic now in all of our training, we thought we’d devote an entire podcast to the study of “what behavior do you need to be engaging in to grow your business?” Bill and Bryan take you through a “behavioral assessment” that you can also download by clicking on the [...]
