Monthly Archives: May 2011

Monthly Archives: May 2011

The Illusion of Relationships

Posted on by Bill Caskey in Advanced Selling Podcast | Comments Off on The Illusion of Relationships

Sounds a bit deep doesn’t it? Are most relationships really an illusion? Well, probably not. But in this episode, Bill and Bryan talk about customer relationships in a way that helps you identify if you have good ones or not. And they go thru a simple checklist of actions you can take to raise the odds that you are building good relationships. Don’t just talk about building them…build them in the right way. +1 Share Share Tweet Shares 0

Mailbag – When Should I Discount?

Posted on by Bill Caskey in Advanced Selling Podcast | Comments Off on Mailbag – When Should I Discount?

We wish there was one simple answer to the question “How do I know when to discount?” Our first instinct is to, of course, say “NEVER!” But the answer is fully dependent upon the context in which you’re asking. And then, what if the customer says, “You won’t get the business if you don’t discount”? Or, what happens when you have ‘over-spec’d’ the product? Meaning, your value is bigger than what the customer needs in his/her application. Some of these …

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