Following Up (Without Being Desperate)

Posted on by Bill Caskey in Advanced Selling Podcast | 1 Comment

Mike, a listener from Indianapolis, called in to ask a question about how he follows up with prospects who appear to have dropped off the radar screen. Bill and Bryan give Mike and listeners some ideas on how to do that – and how to prevent that awkward situation from happening in the first place.
 

Finding Prospect Pain

Posted on by Bill Caskey in Advanced Selling Podcast | Comments Off on Finding Prospect Pain

Bill returns from Green Bay having worked with a group of sales people who were seeking knowledge and skills about how to find “prospect pain.”

In this episode, Bill explains some of the intricacies of how to understand what motivates prospects to change from their current state to a new state.

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