Apr 29, 2013

From the mailbag of listeners this week, two topics come up:

• 1) Call Reluctance. A listener seems to have a little bit of it and we have some thoughts (all good, of course) on what to do about it.

• 2) How Can I Demonstrate Value BEFORE the Sale? A listener struggles with this especially since his product is a premium...

Apr 22, 2013

Why is it that we spend so much time doing things that we think will shape other's perception of us - and yet those very things do nothing to shape it?  

Drew Dudley, Nuance Leadership, was our guest this week. He's had some great TED Talks (The List) and deals with this very issue - how we are perceived. It's a...

Apr 15, 2013

Recently, Bryan sat in on a capabilities presentation. He couldn't help but brainstorm ways to make this "dog and pony show" more interesting for the prospect.

In this week's episode, Bill and Bryan give six tips on what to do and what not to do during the capabilities presentation.

Afterwords, Brooke Green answers a...

Apr 8, 2013

As trainers and coaches, when Bill and Bryan move into a new business they are on the lookout for whether this is a growing organization or stagnant one.  In many ways, this informs and shapes how and what they teach as they begin training.

And so in this episode they lay out a handful of indicators that tell them...

Apr 1, 2013

In this episode,  Thomas Gobeaux a listener from France, who is an online marketing consultant, came to us with a question that was very specific to his industry:

"I love doing complimentary bonuses when selling someone else's product. I'm selling a language product online now, but can't think of a bonus that would:

• be...