Monthly Archives: March 2013

Monthly Archives: March 2013

When A Great Client Gets Allergic To You

Posted on by Bill Caskey in Advanced Selling Podcast | Comments Off on When A Great Client Gets Allergic To You

We have a LinkedIn group member guest this week, Ali El Jishi from Dubai. He is in the IT Placement business and he asks a question that is familiar to us: We have a huge account in Brazil, where the purchasing lady has developed an allergy to us that we can not seem to heal. Can you please help? In Ali’s description of the circumstance, a few things come out that he should have done – and that you can …

Negative Thinking Could Mean Better Results

Posted on by Bill Caskey in Advanced Selling Podcast | 3 Comments

Is that really possible? Think ‘negatively’? Yep, that’s what we’re saying. In this episode, we share a module that Bryan recently taught at a client where they prepared for the ‘worst case scenario’ in the sales process. Each tip Bill and Bryan give have both a market application (outer game) and a mindset application (inner game). They provide insightful tips for the following sales scenarios: How to handle a deal that has become stuck or stalled How to handle price resistance Some of this …

false