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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#443: Customer Misperceptions
#442: My Prospect Won't Buy
#441: Trash Talking Your Competitor
#440: Getting Somebody To Do Something They Don't Want To Do
#439: The Price Is Right
#438: Developing a Value Story
#437: Don't Care About My Bad Reputation
#436: Making Your Account Development Team a Profit Center
#435: Conveying ALL of Your Value
#434: Remapping the Sales Process
#433: Communicating Change to a Client
#432: Feelings, Nothing More Than Feelings
Best of 2016
#431: The Commodity Jungle
#430: December Action Plan
#429: Your Brand = Your Reputation - Tyler Borders
#428: How to Declutter Your Sales Life
#427: Using Promotional Products in Sales - August Wittenberg
#426: Decision Day - Are You All In?
#425: End of Year Deal Strategies
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