Episode Archive
Over 700 episodes designed to help you succeed
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Sales Professionals: Back to Basics
This week, Bill and Bryan review the basic selling skills needed for the new salesperson. But before you discount it as something “for rookies only,” listening to this episode might help you go back to the very basics–it might even remind of some places where your skills can be improved. In a way, since the […]
Become an Expert in Your Industry
As we begin the new year, one thing we believe we could ALL be better at is the positioning of ourselves as experts in our industries. When you go into the sales process as a “salesperson,” you are in a place of weakness. But when you enter the process as an “expert” who can bring […]
The Importance of Your Prospect’s Self-Image
An article written by Dan Levis, which was published on Clayton Makepeace’s blog The Total Package, stated that people completely overlook the prospect’s self-image. For that reason, Bill Caskey recommends in today’s vignette that once you change your way of thinking about your prospect the more you will benefit.
Unintended Consequences
We’re starting up a new series of vignettes which focuses briefly on sales problems and strategies for you to use to create new business opportunities. In today’s audio clip, Bill explains why sales people often times are thrown off by unintended consequences due to poor sales techniques. Listen to how your one-way thinking might be […]
The Words of the New Sales Mind
Everyone always wants to know the words to use to close business. Well, in this episode, Bill Caskey dips into the words of the new sales mind. This is a live presentation made to a group of sales professionals in which Bill outlines the “words” of the modern salesperson. Check these out to see how […]
‘Tis the Season…for Setting Goals
Well, this year certainly went fast—like a bullet! So, what do we always do at this time? Set goals for next year. Bryan and Bill walk through a goal-setting formula they use with their clients this time of year. It has to do with Outcomes and Inputs. The essence of this is that you can’t […]