From time to time we get emails from listeners who prefer to talk about their own internal corporate issues - and how these issues get in the way of the sale.  So in this episode, Bill and Bryan address that very concern. They address it first as an inner game (mindset) issue and secondly as [...]

Well, aren't we always wanting to find a way to differentiate our selves - and our products - from others who do similar things? And we've read books and books on how to do that. Maybe even sat thru seminars that address the issue. But we find most traditional solutions to that problem leave people [...]

Bryan always accuses Bill of using terminology he doesn't understand. Well, in today's podcast, Bill is riding solo and discusses a concept called "problem proliferation." Actually, if the truth were known, it is the biggest "miss" salespeople experience when in persuasion mode. It's the understanding of what's going on inside the prospect's life absent your solution.

In this episode, Bill and Bryan complete their list of new ways of preparing for a sales call. If you missed Part I, go back and catch last week's podcast.