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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 […]
Listener Mailbag: How Do You Adopt the Attitude of a Business Person vs a Salesperson?
We get great questions from our listeners. Today’s episode actually references back a few episodes to an unfinished topic. Bill & Bryan will address, “How do you adopt the attitude of a business person vs a salesperson?” And, “How do you coach yourself so you will be clear to the buyer about what you do?” […]
The Hardest Sale to Make
Where do you suppose that is? To a customer that has no money? Or to a prospect who has a vendor they’re happy with? No…actually it’s to your own internal team. Maybe your sales manager…your technical people…your customer service agents. Sales professionals are always facing the battle of taking something from the field and selling […]
What Goes Through Your Mind When “Competition” Is Mentioned?
What is there about it when a prospect brings up your competition that causes you to get fearful? I know…I know… you’re not afraid, right? Well, maybe not, but I’ll bet something goes through your mind when you hear someone mention your competitor. In this episode, Bill and Bryan address that as well as how […]