Monthly Archives: February 2012

Monthly Archives: February 2012

How To Talk To Prospects Even When They Say “No”

Posted on by Bill Caskey in Advanced Selling Podcast | Comments Off on How To Talk To Prospects Even When They Say “No”

Bill and Bryan address an email question they received from a listener who is being asked by his manager to keep contacting people even though they said, “No” the first time. What do you do? Which brings up an even bigger question: How to follow up with people without being a pest? Bill and Bryan tackle this issue head on. Also mentioned in this podcast: Join our Linkedin group (click here) Have a question for Bill and Bryan that you’d …

The High Personal Cost of ‘Assuming’ a Sale

Posted on by Bill Caskey in Advanced Selling Podcast | Comments Off on The High Personal Cost of ‘Assuming’ a Sale

As you look at your opportunities, it’s our guess that over one half of them have problems. No, not problems with the prospects themselves. But problems with the process you’ve taken them through. In this episode, Bryan and Bill break down one of the most frequent problems we see when we coach sales people: the assumptive attitude. That’s when you mistakenly assume you’re further along the sales cycle than you actually are. You’ll learn: How to identify which of these …

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