Sales people in any profession MUST be better story tellers. Telling someone your information is not enough today. You must build the context through how you position your product. And the best way to do that is through your stories. Brooke Green is this week’s guest on the podcast. Brooke is a Caskey trainer and [...]
Posts Tagged ‘sales training’
So What’s Your Story? Does It Compel People To Listen?
August 29th, 2011Build Context to Build Sales
June 6th, 2011“Building Context” might be one of the least understood and underused concepts we teach in our sales training work with companies. If you want to create an atmosphere for the truth, then you MUST build context with your prospect. Bill and Bryan give you some examples of when we can all blow it–and what to [...]
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 [...]
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”.
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 [...]
