Posts tagged as:

same game new rules

Selling It Right. He Didn’t Even Know It.

by Bill Caskey on April 18, 2008

One of our sales training corporate clients related a story to me yesterday about a deal he got a couple of weeks ago. It was a classic RFP scenario, where he stood no chance–but got it because he did things the right way.
He had been asked in for an RFP for a prospect he had [...]

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Who’s Approval Are You Waiting For?

by Bill Caskey on April 27, 2006

Malcolm Fleschner (www.sellingpower.com) just wrote a nice piece in the latest issue. He quoted us extensively in it. Thought you’d get a kick out of reading it. Who Loves Ya’ Baby?
One of the issues he brings up is the idea of “calling the game.” When someone is lying to you, you must call it out–or [...]

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