Tag Archive for: lead generation

How To Talk To Prospects Even When They Say “No”

Bill and Bryan address an email question they received from a listener who is being asked by his manager to keep contacting people even though they said, “No” the first time. What do you do?

Which brings up an even bigger question: How to follow up with people without being a pest? Bill and Bryan tackle this issue head on.

Also mentioned in this podcast:

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**PROGRAM NOTE: We mentioned having Marshall Goldsmith on next week. He will actually be on the podcast released on March 12. Sorry for delay, but it’ll be a great interview.

 

How To Expand Your Value

Often, we get so myopic in our view of our customer relationships, we totally miss added value we can bring to that relationship.

Bryan talks about a sales deal where his client took a different approach–and created a long term partner. PLUS, that client avoided the ‘commodity element’ of most traditional customers where they put pressure on you for reduced price.

**If you’re a sales manager, this is a great topic for your next sales meeting.

Also mentioned in this podcast:

  • Join the discussion about this podcast on Linkedin
  • 20 Rules For Modern Selling eBook (download here)
  • The Painful Truth About Uninspiring Leaders-How Leadership Deficits Lead to Employee Disengagement eBook (download here)
  • Sign up for the CaskeyONE newsletter and receive the bonus video “How To Create Prospect Urgency“