Wed, 22 August 2007
In this episode, Bill and Bryan address the China import issues that are making news. Is it possible that part of this is a breakdown in selling skills? That might be a stretch - or not. As you listen to this, think about how you would modify your sales approach if you were to compete against low priced competitors. This applies to sales professionals who don't just compete against off shore vendors - but to the vendor right down the street as well.
Direct download: 1147F74BDD434BA49BE412FAF14E5D81.mp3
Category:china import off shore competitors low cost labor walmart innovate your sales process -- posted at: 2:25 PM
Mon, 6 August 2007
Ever wondered why your prospects sometimes just don't act on your offer? Could it be you just aren't getting them to admit their problems to you? Well, this podcast episode with Bill Caskey and Brooke Green deals with exactly how to do that. Most sales strategies forget about that very thing - how to understand the compelling reasons a prospect has for changing.
Direct download: 1DB292313C3145698DE5BED48EB5962F.mp3
Category:sales strategies -- posted at: 4:05 PM