Archive for August, 2006

August 31st, 2006
Obtaining Referrals

===AUGUST 31 ADVANCED SELLING PODCAST===  (13 Minutes)In this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale discuss how to get referrals. They ...READ MORE

Obtaining Referrals

Thursday, August 31st, 2006

===AUGUST 31 ADVANCED SELLING PODCAST===  (13 Minutes)In this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale discuss how to get referrals. They teach you how to create a system to make referrals so much easier to get and make it less awkward for your prospect.  The goal of this is to help you leverage your time (and stop making so many worthless cold calls).

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Right Click on “Download” to Save ===>Obtaining Referrals.mp4

If you’d like to subscribe to this podcast so that it’s delivered to your desktop every week, go to iTunes and do so.
 

Tags: podcast, referrals
Posted in The Advanced Selling Podcast | 1 Comment »

August 25th, 2006
Establishing an Honest Relationship with Your Client

  ===AUGUST 25 ADVANCED SELLING PODCAST===  (13 Minutes) In this week's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale discuss how to establish ...READ MORE

Establishing an Honest Relationship with Your Client

Friday, August 25th, 2006

  ===AUGUST 25 ADVANCED SELLING PODCAST===  (13 Minutes)

In this week’s episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale discuss how to establish an honest client relationship.  Selling is so much more than one person selling a product or service to another person or business. It is about establishing a relationship that works for both sides of the deal.  Bill and Bryan review how to put your intentions and thoughts for your relationship on the table during the first meeting.  This is a great strategy for all sellers and no one should miss it.

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Right Click on “Download” to Save ===>Establishing an Honest Relationship With Your Client.mp3

If you’d like to subscribe to this podcast so that it’s delivered to your desktop every week, go to iTunes and do so.

Tags: client relationship, podcast, selling
Posted in The Advanced Selling Podcast | No Comments »

August 25th, 2006
Podcast Guest Famous!!

Congratulations to Kevin Eikenberry (Eikenberry Consulting) who was quoted in the NYTimes. He's a friend of ours who has been on our podcast, The Advanced ...READ MORE

Podcast Guest Famous!!

Friday, August 25th, 2006

Congratulations to Kevin Eikenberry (Eikenberry Consulting) who was quoted in the NYTimes. He’s a friend of ours who has been on our podcast, The Advanced Selling Podcast.

Here’s the link:
http://www.nytimes.com/2006/08/20/jobs/20advi.html?_r=1&oref=slogin. 

While not a big fan of Times political stance, I do admit I get Sunday version and Kevin’s input was well done. His comment was about “what do you do when you’ve bungled the presentation?” I can’t resist a quick comment:

1. Oh well. The more pressure you feel to do it perfectly, the more likely you are to screw it up. Be in the moment. Get detached from what people do or don’t do with it.

2. Be focused on them, not on you. I see this all the time–the presenter really wants to make an impression on people. So much so that he’s self conscious to the point of ignoring the audience.

3. Know you’re screwing it up as you’re doing it. You should be aware when something’s not going right. If you’re too self-absorbed you won’t be in the moment — and you’ll be blind to the fact that people are falling asleep (don’t laugh, I’ve seen that. And the presenter went right on talking). And if you become aware of it (here’s the $100,000 move), call it. Say, out loud, “I feel like I’m not connected with you. Can we stop and take stock of where we are?” For God’s sake. If it’s not going right, the worst thing you can do is keep digging a deeper hole.

Oh, and 4. If you’re presenting your solution too early in the sales process, then that’s a mistake in and of itself, even if it’s smashingly good.

Tags: presentation, sales process
Posted in Communication Skills | No Comments »

August 21st, 2006
Chasing the Big Whale

===AUGUST 3 ADVANCED SELLING PODCAST===  (14 Minutes)Tom Searcy (www.thewhalehunters.com) is back for this episode of The Advanced Selling Podcast. Today he'll talk with Bill about ...READ MORE

Chasing the Big Whale

Monday, August 21st, 2006

===AUGUST 3 ADVANCED SELLING PODCAST===  (14 Minutes)Tom Searcy (www.thewhalehunters.com) is back for this episode of The Advanced Selling Podcast. Today he’ll talk with Bill about how to decide which “whales” (large accounts) to pursue.  The pursuit of large chunks of business can be quite expensive and resource-draining. So, before you begin the hunt, it’s best to be very clear about your targets. This sales podcast is full of great tips that will help you utilize your valued time in a more efficient way, while in pursuit of large accounts.

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Right Click on “Download” to Save ===>Chasing the Big Whale.mp3

If you’d like to subscribe to this podcast so that it’s delivered to your desktop every week, go to iTunes and do so.

Tags: podcast, pursuit of large accounts
Posted in The Advanced Selling Podcast | No Comments »

August 10th, 2006
Making Yourself Vulnerable

  ===AUGUST 10 ADVANCED SELLING PODCAST===  (14 Minutes) In this week’s episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale teach you one of ...READ MORE

Making Yourself Vulnerable

Thursday, August 10th, 2006

  ===AUGUST 10 ADVANCED SELLING PODCAST===  (14 Minutes)

In this week’s episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale teach you one of the most misunderstood paradoxes of personal strength–that vulnerability is a strength—not a weakness. Being vulnerable doesn’t mean being wimpy. It means being honest with your prospect (and with yourself). And it means bringing up those issues that are unpleasant or scary.

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Right Click on “Download” to Save ===>Making Yourself Vulnerable.mp3

If you’d like to subscribe to this podcast so that it’s delivered to your desktop every week, go to iTunes and do so.

Tags: podcast
Posted in The Advanced Selling Podcast | No Comments »

August 5th, 2006
2008 Success Insights

Never-before-offered-collection of the highest insights to change your thinking about what it means to sell in this decade. These come from a 20-year history of ...READ MORE

2008 Success Insights

Saturday, August 5th, 2006

Never-before-offered-collection of the highest insights to change your thinking about what it means to sell in this decade. These come from a 20-year history of training, consulting, and coaching some of America’s top sales teams.

 

 2008 Success Insights Audiobook: Play Now | Play in Popup | Download

Posted in Uncategorized | No Comments »

August 3rd, 2006
“She Left The Store–He Got Nothing!”

I'm a bit crazy these days. I think this business is doing it to me. Why, you ask? I have this philosophy--call it spiritual or call ...READ MORE

“She Left The Store–He Got Nothing!”

Thursday, August 3rd, 2006

I’m a bit crazy these days. I think this business is doing it to me. Why, you ask?

I have this philosophy–call it spiritual or call it practical–but the foundation of the philosophy is that the Universe guarantees the potential for our profound success–just for showing up.

Here’s the story.
I was at my pool retailer this weekend (having problems getting chemicals right–in the 100 degree weather). This retailer also built my pool so I know he has a high ticket sale on the front end ($50-100,000) with low ticket sales on the back end (chemicals).

I’m standing there waiting for my results to be analyzed and a lady walks in asking about pools. The owner (actually the owner’s son) is talking with her. Do you know what buying signals are? Those casual references to problems the prospect wants solved–the deep desire the prospect has to solve her problem? Well, this lady was pitching buying signals right and left at the owner.

He walked her through some of the features (seldom asking any questions about why she was interested or what she was hoping to accomplish with a pool). And the lady says, “This is VERY interesting. We’re going to do something this year. Let me think about it and come back in. OK?”

Being a sales trainer, I’m interested in the interaction–listening to this conversation. I can’t keep quiet. I say, “You know if you want a great pool contractor, this is the guy. He just put our pool in and it’s wonderful.”

She says, “Oh, great. That’s good to know.” And walked out.

I was aghast! A $70,000 sale that walked in the door and walked out and HE HAS NOTHING! Not a name. Not an address. Not a hint at where she is in the cycle. HE HAS NOTHING!

I came to my senses and kept my mouth shut…
As I walked out I thought how often that happens to each of us. Maybe not where a person wants to buy and we won’t let them. But think how often you come across someone–maybe you meet at a friend’s house–or at a civic lunch–and we get nothing from them. No business card. No phone number. Nothing.

And that person is quickly forgotten. Yet that person could be a suspect for what we do–or at the very least, they know others who are. Yet, we let opportunity slip away.

The Lesson
Be “list conscious.” Think like a direct mail company thinks. The list is the thing. That’s all the direct mailer has–a list. If it’s a good list, they get wealthy. If it’s not, they work on building the best list.

You have a list–and your list has the potential to grow everyday–with everyone you meet. So get a “list process” to make sure that everyone you meet gets on your email list, or your Friends & Associates list.

Capture data. It’s the thing that will make you an elite acheiver. While everyone else is sending blind direct mail and making cold calls, you’re harvesting those relationships that began with a brief introduction and ended with a happy client.

Tags: buying signals, sales, sales training
Posted in Lead Generation | No Comments »