Potpourri of Modern Sales Problems

Posted on by Bill Caskey in Advanced Selling Podcast, Prospecting, Sales Process | Comments Off on Potpourri of Modern Sales Problems

In this episode, Bryan and Bill address three sales issues from their clients:

  • What do you do when the deal is going south?
  • What happens when you’ve done everything you’re supposed to do and they STILL aren’t calling you back?
  • What do you do when you’re in a rut and need motivation?

Bill and Bryan each have specific clients who’ve had these three very things occur. Listen as they play off of each other when solving them.

Also mentioned in this podcast:

The High Personal Cost of ‘Assuming’ a Sale

Posted on by Bill Caskey in Advanced Selling Podcast | Comments Off on The High Personal Cost of ‘Assuming’ a Sale

As you look at your opportunities, it’s our guess that over one half of them have problems. No, not problems with the prospects themselves. But problems with the process you’ve taken them through.

In this episode, Bryan and Bill break down one of the most frequent problems we see when we coach sales people: the assumptive attitude.

That’s when you mistakenly assume you’re further along the sales cycle than you actually are.

You’ll learn:

  1. How to identify which of these prospects have issues
  2. What to do about them

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Also mentioned in this podcast:

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