In this solo episode, Bill Caskey shares a counterintuitive approach to controlling the sales process more effectively.
He emphasizes the importance of having a clearly defined sales process to guide prospects throughout, but advocates against trying to forcefully control or push prospects through the process.
He provides practical insights on when to disengage from unresponsive prospects and focuses on attracting customers who value and respect the sales process.
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#593: The Questions We Didn't Get To
#592: What's Going to Change?
#591: What Corona Has Taught Us
#590: The Beginning of the End
#589: What Do We Do Right Now?
#588: What Should I Do in the Next Week?
#587: Selling From Strength Through the Crisis
#586: Stealth Time Management for Salespeople
#585: a-ha, Wimp Junction, and Building Your Story
#584: How to Get Your Mind Right for Business Development
#583: What To Do When The Prospect Says, "Chill Out."
#582: When to Opt-out of a Deal
#581: There's What We See and What We Don't See
#580: How We Plan the Curriculum for a Workshop
#579: Who's Selling Whom?
#578: Amateur VS. Professional
#577: Are You Winging Your Sales Process?
#576: How Much Is Each of Your Sales Meetings Worth?
#575: Sales and Achievement Lessons from 2019
#574: Christmas Gifts Every Sales Person Should Ask For
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