From the monthly archives:

February 2005

You Have The Power. Why Throw It Away?

by Bill Caskey on February 20, 2005

Well, of course, the answer is “you shouldn’t!” But, lest you think I’ve lost my mind (which is entirely possible) let me explain.
An article–a good one–in the NY Times Sunday by Dan Mitchell about the shifting power from manufacturer to retailer (as in Wal-Mart) prompted this post. Mr. Mitchell has some great content–but there is [...]

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Raise The Yellow Flag!

by Bill Caskey on February 14, 2005

It’s your responsibility as the seller to raise the yellow flags. What are yellow flags? They are those objections that customers usually raise–but in our method, it’s up to us to raise.
If you are going to control the sales process–which you should–then you have to be the one raising objections. The person with the power [...]

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