Tag Archive for: Indianapolis

Problem Proliferation: A Clever Way to Say “Find the Customer’s Pain”

Bryan always accuses Bill of using terminology he doesn’t understand. Well, in today’s podcast, Bill is riding solo and discusses a concept called “problem proliferation.” Actually, if the truth were known, it is the biggest “miss” sales people experience when in persuasion mode. It’s the understanding of what’s going on inside the prospect’s life absent your solution. 

Preparing for a Sales Call (Part II of II)

In this episode, Bill and Bryan complete their list of new ways of preparing for a sales call. Go back and catch last week’s podcast for Part I of the list.