Tag Archive for: sales cycle

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:

Don’t Use Throwaway Lines

Sales specialists Bill Caskey and Bryan Neale address an issue that happens to ALL sales professionals, whether they know it or not: are prospects telling you the truth?

In this sales podcast, Bill and Bryan address an actual client who struggled with the upfront agreement in the sales cycle. She felt like it was a little contrived and inauthentic. Bill gave her some counsel and now he shares it with the podcast community. This piece of advice serves to differentiate you from competitors you have in your business. No one else is positioning this way.

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Also mentioned in this podcast…