Monthly Archives: March 2011

Monthly Archives: March 2011

Preparing for a Sales Call (Part I of II)

Posted on by Bill Caskey in Advanced Selling Podcast | Comments Off on Preparing for a Sales Call (Part I of II)

You’re probably thinking, “You must not know who you’re talking to here! I’m a seasoned veteran of sales wars. I know how to prepare!” Well, not so fast. What if there were new ways of preparing for the typical sales call that you hadn’t thought of before? And what if one of those preparation points had to do with “your mental framework”? Well, it does. In this episode, Bill and Bryan cover part 1 (of 2) on the skill of …

The True (and Useful) Definition of DETACHMENT

Posted on by Bill Caskey in Advanced Selling Podcast | Comments Off on The True (and Useful) Definition of DETACHMENT

We speak of it often in our training with clients–and we refer to it on the Podcast–but in this episode, we take a longer, deeper look at the concept of DETACHMENT in the sales process. The bottom line is that every sales problem you have is rooted in flawed thought–and this is the best place to begin to look. Are you ‘attached’ to the prospect saying, “Yes”? If so, listen up…. Also, we introduced a contest to help us create …

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