Episode #901
Sales Skill Atrophy, Part 2: The Comeback Plan
Send us Fan Mail Your sales skills didn't disappear. They atrophied. And the fix isn't picking up where you left off, because the market moved while you weren't looking. In Part 2 of their series on sales skill atrophy, Bill Caskey and Bryan Neale shift from diagnosis to repair. They start with a challenge: the modern skill isn't just learning. It's learning, unlearning, and relearning fast. What worked six years ago, or even last year before AI research tools changed prospecting, may be irrelevant now. Then they get specific. You'll hear why old-school discovery, with its long list of pain questions and "what keeps you up at night," has stopped working with senior buyers, and why discovery today should look more like a private equity firm's analysis: facts, numbers, and critical thinking instead of picking at feelings. You'll learn: How to build an "atrophy correction plan": learn the modern version, practice it, then apply it in low-risk deals first Why you shouldn't test a new skill on your biggest prospect The four skills most worth auditing: prospecting, discovery, presenting your offer with conviction, and economics conversations Why "price resistance" is often really justification resistance, and what a $20K buying decision taught the hosts about connecting money to value Plus: the show is closing in on its 20th anniversary. The first episode dropped October 25, 2006. The Insider program is open for enrollment. To check out our small learning group, go to http://advancedsellingpodcast.com/insider If you haven't already, join 14,000+ other sales professionals in our LinkedIn group at advancedsellingpodcast.com/linkedin Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrets to Reinventing Yourself and Your Business." http://12boldmoves.com
