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Interesting Facts
The guys batch record their episodes, usually 3 at a time. Gets them in the groove!
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How to Manage a Sales Call
There is an entire art to “call management” which is the study of how a sales call works, how it flows, how it ends…and what you can to do get the optimum outcome. In this episode, Bill and Bryan address “call management” and how you can start the call in the optimum way.
Are You an Old School Salesperson?
No one would ever admit that they’re an “old school salesperson.” It brings so much negative to mind. But that doesn’t mean that there aren’t some basics that you need to pay attention to. In this episode, Bill and Bryan each discuss a story of how they were approached by an OSS (old school seller) […]
#1 Sales Problem Today: Stalled Deals
Bill and Bryan address the biggest problem they get asked about from all the listener emails they get. They each took a current client they’re working with and outlined a struggle they had with this exact issue–stalled deals–and worked thru it so listeners can learn what to do. If you have a question, email them […]
Buzzwords, Jargon and Other Annoyances
Do you use worthless buzzwords and vernacular that means nothing to prospects? Is it possible that your use of those actually stalls the sale? It seems like we are so impressed with our own terms and concepts, that we use them freely. But what if the customer doesn’t understand what you’re talking about–and they never […]
How Do You React to the Upset Customer?
Bill and Bryan take a look at how to react to upset, annoying, frustrating clients. This comes from an actual letter that one of Bryan’s clients received from a customer. You may not experience this client behavior too often, but when you do, they reveal some ways to think through it prior to reacting.
What We Would Do If We Were in Your Business
We get the following questions all the time: “How do I generate more leads?” “How do I close more sales?” “How do I position my product so my customer sees my value?” So many of those questions…that we decided to answer them once and for all by telling you how we would operate your business […]