Thu, 31 January 2008
You make calls all the time—interact with prospects constantly. And if you're like us, you have things that you face each and everyday that are unique, unusual, and which sometimes stump you. On this podcast we take one of the most common sales problems—how to keep the prospect excited—and keep things moving. And also we give our podcast listeners a preview of a One Hour Teleseminar we're doing on February 7 at 1:00PM EST. Go to www.askcaskey.com to find out more. And listen to this podcast so you'll get the answer to the question—and get a sample of how this teleseminar can help you. Oh, by the way, the telseminar is free.
Direct download: 9ED6C4A9B8F1457A8EA6C0E07D00F270.mp3
Category:sales strategies -- posted at: 2:11pm UTC
Mon, 21 January 2008
Ever had a buyer change at the most inopportune time? Actually, it seems like that’s the only times buyers change—right when you’re in the middle of a sale. But what should you do about that? Most sales training doesn’t really address the seriousness of the issue. But Caskey and Neale do on today’s episode of The Advanced Selling Podcast.
Direct download: 575A4F7E2F804765913F9D482555A5AE.mp3
Category:sales training -- posted at: 3:07pm UTC
Mon, 14 January 2008
Have you ever felt like you were obligated to quote? It happens usually when you have a client who is “going out to bid” and you’re invited to play. While we don’t like the whole ‘blind bid’ process, we do realize that sometimes you must play the game that way. “To quote or not to quote” that is the question. Bill and Bryan deal with this at length in this podcast. There are a variety of circumstances that dictate your reaction—and they give you some guidelines during this cast
Direct download: 4AE5CC6719554DD3934EE73967EE3623.mp3
Category:sales process -- posted at: 4:01pm UTC