Inner Game

As sales trainers, we get called in to fix sales problems, of course. And many of those problems begin (and end) with the salesperson and their life attitude.
Frankly, many salespeople appear unmotivated to do what needs to be done in order to achieve. (This is not meant to be a “people-today-are-different” rant.) And this doesn’t [...]

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A while ago (Feb 2005 actually) I posted on the concept of Yellow Flags–those parts of the sales process that are “cause for pause” for the salesperson.  Raise The Yellow Flag Post
A yellow flag might be your prospect saying, “We’re going to look very closely at price” or “John will have a little influence but not [...]

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It doesn’t matter if you are male or female; the sales “game” is the same. If you’re a sales professional, here is what you need to know:
• To get better results you need to get your head right—it’s how you think, your intent.  It’s not how many hundreds of people you have seen this week.
• You need to [...]

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[From The Road. Bill Caskey is on vacation this week in Florida. But still blogging. ]
When you’re on vacation, you can sometimes see things differently…as was the case today when I was at Panera and overheard the needy plea of a sales person.
As near as I could tell, he was a book designer talking to [...]

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What is it that stops us from finding the customer’s problems/pains/issues? Is it possible we’re a bit afraid? Well, here is a conversation we had with our in-house, staff therapist, Terry Daniel. He’s the guy we go to when we want to make sure what we teach is psychologically sound–especially around the ‘mind game of [...]

 

 The Inner Game to Finding Pain (Run Time: 14mins): Play Now | Play in Popup | Download

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Pete Ramsey was a really good guy. But from the moment he came in to seek counsel, I could see he had a huge problem - his general approach to business life (and sales) was way off. But how do you tell a guy who’s in his 40’s and somewhat successful, that his approach was [...]

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I got a call from a client last week. She had just begun our program with her company and had heard us talk about “changing how you think” in order to get better results. We hadn’t yet gotten into the details of that, but since she called, I shared with her the five areas of [...]

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By Brooke Green
So close…How many times have you been in this situation:

*You meet a prospect
*You take them through your process
*You ask them the right questions, tough questions
*They reveal that they have a problem
*They know it is costing them money
*They think you can help them fix it
*They say “NO” because they can’t afford your solution
WHAT? WAIT [...]

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Recently in our SELECT (advanced sales training) program, we got into a conversation about getting to the right person in the sales process.
As we went down the path, it became apparent that it was less a technique issue and more of an attitude issue on our part.
I went back in to the studio and recorded [...]

 

 Standard Podcast: Play Now | Play in Popup | Download

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