Tag Archive for: bill caskey

Profit By This Example of Expert Positioning in Sales

The new frontier of a modern sales person is in how you’re positioned in the client’s mind.

In this episode, Bill and Bryan reveal a real-life story of a listener who has taken this “expert positioning” seriously and expanded his position with a client. You’ll hear how a pharmaceutical sales rep worked with a client in a very different way to grow his business. And you’ll also hear how even though it worked, he’s still having trouble convincing his colleagues.
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Mentioned in the podcast…

You’ve just written an email to a prospect who’s not calling you back. 
You get ready to hit SEND…but as you read it again, you realize it just doesn’t quite capture your thoughts. Here’s our advice: STOP – Don’t SEND! Instead, read EMAIL IT!, 
The Seller’s Guide to Emails That Work. (http://emailitsellersguide.com/)

More on Being The Subject Matter Expert For Sales People

Yes, this is more on this very important strategy that we’ve been receiving tons of email about. We introduced this a few months ago and we’ll be doing more on this.

One of the most important strategies you can implement in selling is an “educational strategy.” But, in order to do that you must be an expert in your field and position yourself as such. This podcast goes a little deeper in that discussion. This is NOT for the rookie sales person. It is for those who have been in the business for 5-10 years or more.

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