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We discuss the biggest
reasons sales people lose
business. In this slide show
are some tips we gave. You
can now use these in front of
your team.
In this episode...
3. The Real Enemy of
Salespeople today is “no
decision.”
Discussion: Find a way to put into
your sales process the words “a
yes is ok, a “no” is ok. But a
“maybe” is not.
1Visit caskeyone.com or call us at 317-575-0057 if you want to talk live.
4. Inability to penetrate new
accounts.
Discussion: Most people don’t have a
new account penetration plan. So
begin making a list of the sequence of
events that has to happen, in your
experience, for you to begin
discussions with new accounts. Be
thorough and precise.
2Visit caskeyone.com or call us at 317-575-0057 if you want to talk live.
5. “Nice-to-have” products are
tough to sell during bad
economic times.
Discussion: Make a list of the nice-to-
have features of your products and
services as well as the got-to-have
features. Is there any way for you to
move some of those from a nice-to-
have to a have-to-have?
3Visit caskeyone.com or call us at 317-575-0057 if you want to talk live.
6. - For more presentations you can use with your team, go to SLIDESHARE.COM and
search on “advanced selling podcast.”
- For more resources, free and otherwise, go to CASKEYONE.COM and sign up for our
newsletter and download the many reports there.
- Interested in talking to us about training/coaching engagements? The best way is to
set up a 15-minute phone call to get started - no obligation, of course.
317.575.0057. We’ll ask you your goals and direction and go from there.
Want More?yourhosts
(L-R) Bill Caskey,
Bryan Neale and
Brooke Green, host
the podcast each
week with tips and
strategies to make
you better.
7. The biggest mistake sales people
make is when they blame the
prospect for the loss of the sale.-Bryan Neale
quoteof the week
Visit caskeyone.com or call us at 317-575-0057 if you want to talk live.
