Episode Archive
Over 700 episodes designed to help you succeed
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Interesting Facts
Annually, Bill and Bryan do about 300 trainings/coachings/ year in their own coaching practices. New material every day!
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Time to Look Inside Your Own House
From time to time we get emails from listeners who prefer to talk about their own internal corporate issues – and how these issues get in the way of the sale. So in this episode, Bill and Bryan address that very concern. They address it first as an inner game (mindset) issue and secondly as […]
Distinguishing Yourself from Others
Well, aren’t we always wanting to find a way to differentiate our selves – and our products – from others who do similar things? And we’ve read books and books on how to do that. Maybe even sat thru seminars that address the issue. But we find most traditional solutions to that problem leave people […]
Problem Proliferation: A Clever Way to Say “Find the Customer’s Pain”
Bryan always accuses Bill of using terminology he doesn’t understand. Well, in today’s podcast, Bill is riding solo and discusses a concept called “problem proliferation.” Actually, if the truth were known, it is the biggest “miss” sales people experience when in persuasion mode. It’s the understanding of what’s going on inside the prospect’s life absent […]
Preparing for a Sales Call (Part II of II)
In this episode, Bill and Bryan complete their list of new ways of preparing for a sales call. Go back and catch last week’s podcast for Part I of the list.
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 […]
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 […]