In this episode Bill and Bryan address a rarely discussed concept – Meaningful Conversations. We all think we have them with people but upon further reflection they may not be as meaningful as we hoped. Bill and Bryan give you some tips on how to think about the kinds of conversations you are having with [...]
Posts Tagged ‘sales tips’
Do You Have Meaningful Conversations With Your Prospects?
November 28th, 2011When Your Territory and Products Are Stagnant
October 17th, 2011The mailbag question from a pharma-rep listener leads to a deeper discussion about the role a sales person should play in the sales cycle. It begins with a question on how you continue to bring value to your customers. Bill and Bryan go deep with this one, not only answering the question for our listener, [...]
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”.
When Competitors Are Stealing Your Business
September 12th, 2009This week’s show comes from an actual client (actually they all do, but this one in particular). They have a competitor in their market who is buying business–about a 30% cost difference. We address some of the things they can do to prevent this.
