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 training’
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”.
Lead Generation on The Phone
October 8th, 2009We talk often at the podcast about B2B lead generation. But the topic could literally be the focus of a year’s worth of podcasts. Why? Because it is, bar none, the most popular topic clients come to us with. It has to do with the economy, the changing nature of how people consume information, the [...]
Really Building Relationships
September 24th, 2009Today’s episode is about the issue of building relationships and some of the fallacies that we buy into when we’re in the market looking to grow our business. Bill takes a 10-point-checklist look at the things you can be doing right now to build REAL relationships—not fake ones.
Why Most Companies Miss Their Own Value
September 17th, 2009We get access to a high level researcher this week that will shed light on how your customer perceives your value. Noah Grayson, Walker Information, sat down with Bill and relayed stories of what some of the largest companies in the US are learning about customer value and how to deliver it. e-mail Noah at [...]
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.
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 [...]
How To Assess If Your Sales Mind Is Right
August 28th, 2009We get a lot of questions about ‘the inner game’ as we call it. It’s really your thinking structure in, and around, the sales cycle. In other words, what are the predominant thoughts as you make your way through the sales process? This podcast is an assessment–that will help you know if you’re thinking the [...]
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. [...]
