Sales Training To Grow People. And Grow Businesses
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Ever wonder if you look like the same old salesperson the prospect sees everyday? I know we all can’t imagine that, but what if you really do look like that? That wouldn’t be so good, would it? Well, in this episode, Bill and Bryan answer a question from the www.askbillandbryan.com website. It comes from a [...]
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A valuable episode on a problem coming up more frequently these days—how to handle it when the prospect makes crazy demands in the sales process. One in particular is when they want you to come in and spend an inordinate amount of time doing unpaid consulting. Bryan and Bill take an actual coaching example to [...]
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In our sales training seminars, we’re often asked, “What can I do to differentiate myself?” This seems to be an extremely common issue for salespeople. With the accessibility of GOOGLEized information, prospects already know a lot about you and your company before you ever talk to them live. The problem is, the information they find [...]
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On this episode of The Advanced Selling Podcast: Networking–The 10-Letter, 4-Letter Word. Love it or hate it, it’s CRITICAL to a salesperson’s success. Networking “diva” Julie Bauke provides a fresh approach to an old topic.
Contact Julie at www.congruitycareer.com
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I’m in a Starbucks right now. I don’t drink coffee, but the person I’m meeting does, so here we are. For breakfast I ordered Starbuck’s PERFECT oatmeal. I don’t know exactly how long they’ve had it on the menu; I think it was new in late summer. I’ve had it 8 or 10 times now. [...]
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This situation occurs in about 1 in 3 sales training sessions I conduct. It’s one of my favorite (not really) things to hear from salespeople:
I GOT THE VERBAL!
You got the verbal? You got nothing.
If you’re a professional salesperson, you probably already know this. If you’re new or struggling, here’s the tip:
IT’S NOTHING UNTIL IT’S SOMETHING.
Deals [...]
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Do your presentations leave people cold? How would you know? Salespeople need to be good at presentations. Period.
And the rules are changing as well. You’ll need to stop selling and begin educating and connecting with people.
Here, Bill Caskey and Bryan Neale talk about some tips to use when doing a presentation. They cover a few. [...]
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I recently spoke at a women’s sales conference, The Sales SheBang (www.salesshebang.com). It was my first time participating and only the 2nd year for this conference. What an awesome event!
The 3-day event started with an expert summit. The presenters and a few invited guests were given time to present on a subject where they have [...]
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Bill and Bryan go to the mailbag this week to answer two questions from their listeners: How do I ease my way in to new accounts when the account’s been transferred from another salesperson? and How do I have my boss see that this is a better way to sell? Bill Caskey [...]
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You’ve heard the saying, “How you do anything is how you do everything.” Well, if you haven’t heard that, you just did, so consider this your lucky day. Well, we have a cousin saying: “How you show up, determines what shows up.” Sales trainers Bryan Neale and Bill Caskey discuss the notion of how [...]
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