Jan 31, 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...
Jan 21, 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...
Jan 14, 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...