Never Compete With the Prospect

Posted on by Bill Caskey in Uncategorized | Comments Off on Never Compete With the Prospect

Through his training engagements, Bill has noticed one consistent trend–most sales people compete with their prospects during phone conversations.

Bill suggests in today’s vignette one approach for you to create the perfect “call flow”.

The One Thing You Should Do Before You Solve Problems

Posted on by Bill Caskey in Advanced Selling Podcast | Comments Off on The One Thing You Should Do Before You Solve Problems

Everyone fancies themselves as great problem solvers. But the one skill that we think you need PRIOR to problem-solving is “problem-finding.” In this episode, Bill and Bryan walk you through a Problem Finding approach that works perfectly for B2B sales professionals. Sales training today – and any sales strategy you employ – should have a component of problem finding/solving in it. If it doesn’t, you’ll resort right back to “convince and persuade” which is the old method.  (You’re better than that.)

false