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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 […]
From Sales Person to Sales Leader
Kevin Eikenberry is our guest today. He just wrote a book called From Bud to Boss…where he addresses what it’s like when one gets promoted from a peer to a manager. We address this in the sales realm. So, if you’re a sales manager who has recently been promoted from the field–or, if you’re angling […]
A Terrible, Live Example of a Cold Call
Today, Bill records a cold (voicemail) call from a vendor and dissects it with Bryan. The attempt here is NOT to disrespect the person making the call…but to use it for learning purposes. Listen as they analyze the process the caller goes thru…and then the recommendations they make to them–or anyone else if you MUST […]