Do You Demonstrate That You Care?

Well, of course you do. No one in their right mind would admit they didn’t care. We used to say, “You can tell how much someone cares by the questions they ask.” But is that all there is to it? And what is the intent of the set of questions you ask? This podcast will help you re-frame why you ask questions and what else you can do to differentiate your value.

Don’t forget the ASP LIVE! event on January 28, 2011 (1130-100EST). Go to http://www.advancedsellingpodcast.com/live to register. ($12 includes lunch).

Stop Handling Objections Now!

In this episode, Bill and Bryan plead with you – beg you – to take a broader view of customer objections rather than merely thinking “how am I going to overcome this?” The “broader view” is not for every sales person in every situation – but it is a way to change your thinking so that you no longer feel pressure to overcome objections.