From the category archives:
In our sales training seminars, we’re often asked, “What can I do to differentiate myself?” This seems to be an extremely common issue for salespeople. With the accessibility of GOOGLEized information, prospects already know a lot about you and your company before you ever talk to them live. The problem is, the information they find [...]
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I’m in a Starbucks right now. I don’t drink coffee, but the person I’m meeting does, so here we are. For breakfast I ordered Starbuck’s PERFECT oatmeal. I don’t know exactly how long they’ve had it on the menu; I think it was new in late summer. I’ve had it 8 or 10 times now. [...]
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This situation occurs in about 1 in 3 sales training sessions I conduct. It’s one of my favorite (not really) things to hear from salespeople: I GOT THE VERBAL! You got the verbal? You got nothing. If you’re a professional salesperson, you probably already know this. If you’re new or struggling, here’s the tip: IT’S [...]
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I have four kids. Their ages are: 6, 4 ½, 3, and 1 ½. If you’re looking to relax in peace and quiet, stay outside of a 50-mile radius of my house. I love my kids dearly. One of the attributes I love most about these little munchkins is their pure, unadulterated, naked curiosity. My [...]
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“When you have no long range goal – or vision – you get quite distracted by life’s choices. And when you make a wrong choice, it can screw you up.”
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Value is the relief that your prospect feels when you can find and solve a pain they have.
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by Bryan Neale If you’re reading this, you’re likely a salesperson or thinking of becoming one. What you may not realize is that you probably scream “SALESPERSON” when you simply enter a prospect’s office without even knowing it. I find many salespeople, including the most seasoned professionals, do things to perpetuate the stereotypical salesperson. So [...]
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Hope you enjoyed the seminar last Friday. As promised (although a little late), here is the audio version. As I said earlier, this is not the quality we had in mind, but the content is there – so hopefully you can look past some of the audio glitches. It’s about 50 minutes – I edited [...]
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Recently, I posted on where sales training is going (The Future of Sales Training), I got some flack (probably well-deserved) for not getting in to more detail on each of my points. Sometimes in a blog, you just don’t have space to address the whole topic. So, today I’ll dive a little deeper into point [...]
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As a blog reader, you’re invited to a FREE teleseminar on August 10, from 9-10AM EST. I’m calling it The New Rules Teleworkshop-a candid conversation with Bill Caskey about selling and issues of achievement. I’ve heard from so many people saying they had a question about something we’ve written in the blog or recorded on [...]
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