Thu, 20 December 2007
So, how do you handle conflict with a prospect—yet still preserve their dignity? This happens a lot when your buyer has a distinct impression of your value or an opinion of their pain—and you know it’s wrong. If you mess this up, you’ll lose rapport. If you handle it right, you can get past it and move on. Caskey and Neale talk about being right versus being rich.
Direct download: 601F709D63DA406DB2D0C5CE47165725.mp3
Category:sales training -- posted at: 8:44pm UTC
Thu, 13 December 2007
Ready to take a walk down memory lane-and laugh your (you know what) off? This episode of The Advanced Selling Podcast recounts some of Bill and Bryan's funniest, most embarrassing, stupidest experiences as salespeople. They take you through their own personal TRUE stories that many of you will likely relate to and hopefully can laugh about. Be ready to send them your story after you hear theirs.
Direct download: FEC2AE116DB74ED8BAF55B1FF93217E0.mp3
Category:sales training -- posted at: 6:47pm UTC
Thu, 6 December 2007
Your role as a sales manager/leader should be to ELEVATE YOUR TEAM. Yes, you can show them how to sell, and mentor them in the sales process—but your one overriding objective is to make them self-sufficient. This podcast gives you five things you can do immediately to help you grow and help your team grow as well. If you’re struggling to grow your team, then maybe you’re looking at it all wrong. This podcast will help change your mind—just a little.
Direct download: 8B96649F79E14A04A77830CF33241850.mp3
Category:sales management -- posted at: 8:06pm UTC