selling strategy

My client, Jeff Jones, told me in a meeting this week that this is his motto: You tell them nothing until they tell you everything. I love the sound of it.
The idea here is that you, as a sales professional, should never lead with a brochure. In fact, you should never lead with “all of [...]

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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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There is a moment in every sales process that defines whether you’re a man–or a mouse.

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In keeping with the fact that 80% of sales success has to do with how you think and your selling strategy, Bill Caskey and Bryan Neale take on the issue of “How Do You Need To Think?” in order to be successful.

 

 Mental Rocks: Play Now | Play in Popup | Download

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===NOVEMBER 4 ADVANCED SELLING PODCAST===  (17 Minutes)In
this week’s episode of The Advanced Selling Podcast, Bill Caskey and
Bryan Neale respond to a letter they recieved from a listener.  They
answer his many questions about being new in sales. He wants to be an
advanced seller, but he has to start somewhere.For those of you who have been in [...]

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