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The Advanced Selling Podcast

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Language: English
Category: Business / Unknown
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Are Your Clients Really Loyal?
In Bryan Nealeâs absence this week, I enlisted Phil Bounsall of Walker Information to talk about the issue of client loyalty. As sales professionals, a loyal client is a referring client. And since most of us count on referrals to grow our business, keeping your eye on loyalty is a MUST DO. Phil has excellent insight and tips on how to improve client loyalty. ...

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[ Thu, 2 Jul 2009 17:00:00 GMT ]


Ask Bill and Bryan
In this episode, Bill Caskey and Bryan Neale address a question from an audience member on how to prospect when you're already busy. And Bryan reveals a communication technique that helps as you're explaining to a prospect what you do....

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[ Thu, 25 Jun 2009 17:00:00 GMT ]


First Call Protocal
In this weekâs podcast, Bill is going âsoloâ and talks about the first call âprotocol.â Weâve received a lot of mail recently on âfilling the sales funnel,â but the first discussion you have with a prospect is still vital. You have to set the tone in the right way. And to do that, you MUST have the right frame of mind going in. ...

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[ Thu, 11 Jun 2009 18:26:00 GMT ]


Bold Moves in the Sales Process
Sometimes we just need to have bold, bad sales moves. In this podcast, Bill and Bryan talk about two bold moves you can make as you pursue the sale.These moves are not intended to get someone to buyâthatâs not cool. They ARE intended to move the sale alongâor move it out....

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[ Thu, 4 Jun 2009 18:00:00 GMT ]


Sales Philosophies - Part II
In Bryanâs absence this week, Bill reviews three more of the core sales philosophies that govern sales success. He addresses money and budget, how to find out early where the prospectâs mind is, and how to reframe who your competition is. As always, you can email us at listener@advancedsellingpodcast.com to ask a question or make a comment. ...

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[ Thu, 28 May 2009 18:35:00 GMT ]


Operating from the Right Mental Platform
Due to the holiday week, Bryan is taking some much deserved time off and Bill chose this week to share live audio from one of our MasterMinds programs. (MasterMinds is a peer group of high achieving sales professionals.) Bill and the group address the issue: What mental platform do you need to operate from? Happy Memorial Day!...

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[ Thu, 21 May 2009 17:42:00 GMT ]


Does Who You Call On Determine What You Say?
In this weekâs podcast, Bill and Bryan address a common question they get, âDoes my message change depending upon who I call on in the organization?â The answer is YES. But hear some of their counsel on how to think differently when youâre in front of different people. ...

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[ Thu, 14 May 2009 17:00:00 GMT ]


Mailbag-How To Sell Something I Don't Believe In
Well it's been a while since we posted a Mailbag episode. We're getting so much mail--and so many questions--that we take three of them today. The most important was from a young lady who feels her product might be inferior to her competition--and she isn't totally sold on it. This is a powerful topic. Bill and Bryan delve into the inner game of this--and give you some counsel if this is happening to you. They also answer the question of 'how do you handle it if your sales manager isn't aware of...

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[ Fri, 8 May 2009 12:03:00 GMT ]


Rules Tools and Attitudes of Funnel Filling
Itâs not the sales funnel thatâs importantâitâs all the stuff âaboveâ the funnel. So what action can you take to the suspects that are orbiting the funnel? In this episode, Bill and Bryan walk through the Top 5 Techniques (you can email us for the other 5 at listener@advancedsellingpodcast.com âsubject line: FUNNEL).So if you donât have enough in your sales funnel, you may not be practicing the right Rules, Tools and Attitudes to fill it up....

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[ Thu, 30 Apr 2009 17:00:00 GMT ]


Is Your Value Really That Special? (Part II)
In this economic time, how you communicate your valueâand WHAT it isâwill be very important. Here, Bill and Bryan pick up on a topic they began a few months agoâwhat is your personal value to your customers and how does it show itself in the sales process? All sorts of goodies here. ...

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[ Thu, 23 Apr 2009 17:54:00 GMT ]


That Same Old Decision Making Problem
Today, Bill and Bryan discuss the age-old-but-still-modern problem of how to get to the decision maker. In todayâs economic climate, companies are more discerning about their spending patterns and that means the decision process is changing. You, as a sales professional or manager, need to know how to navigate through the maize of roadblocks inside companies. And this podcasts gives you ideas on just how to do that. By the way, go to www.askbillandbryan.com to submit a question for future podca...

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[ Thu, 16 Apr 2009 16:14:00 GMT ]


Is Your Value Really That Special?
Do ever feel like when you talk about your value it leaves people cold? Or maybe you wonder if your value really is special. We have a client who is wondering that very thing. So in this podcast, Bryan reviews the client issue, and we give you four ideas of how you can improve the value you bring. Then, we want you to weigh in on the fifth. The way you do that is listen to the podcast, then send an email to listener@advancedsellingpodcast.com with VALUE in subject line. ...

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[ Thu, 2 Apr 2009 17:00:00 GMT ]


Attitude of Leadership
You are a leaderâwhether youâre in a position of leadership or not. In many companies, the leadership is not provided by the âone in chargeâ but by everyone else. So as a sales professional, you need to be in an âattitude of leadership.â Thus, we asked Kevin Eikenberry to be on this week. He wrote a book called âRemarkable Leadership,â which is a must read for anyone in business. Kevin gives us some tips on how best to have the attitude of leadership. ...

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[ Thu, 26 Mar 2009 18:01:00 GMT ]


So Your Prospect is Suddenly Price Sensitive
On this weekâs episode, Bill, Bryan and Brooke talk about the framework for an effective Personal Business Plan and how to handle prospect resistance on price. We deal with this issue because weâve heard from listeners that their prospects are suddenly quite price sensitive. While thatâs understandable, we want to make sure weâre asking the right questions. ...

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[ Thu, 19 Mar 2009 17:00:00 GMT ]


Catalytic Value

Catalytic Value. Ever heard of it? Listen to this entry of ASP and you'll dramatically change the way you think about what you bring to your market. The ideas in this episode are for ELITE salespeople only. BUT WAIT-THERE'S MORE! You also get our inaugural "ASP Premium Content" offer. It's an idea that made one listener a lot of money. You'll have the chance to get the same advice.  ...

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[ Thu, 12 Mar 2009 20:36:00 GMT ]


Handling Price Objections in the Sales Process
Do price objections bother you? In this episode, Bill and Bryan talk at length about a popular formula for handling price objections. They debunk this formula and give you a new way to handle those pesky price objections from prospects. We realize that in this economy price becomes more of an issue and a resistance point, and we want to help you navigate through it. ...

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[ Thu, 5 Mar 2009 18:07:00 GMT ]


Mailbag - How To Sell In A Recession
In todayâs episode, Bill and Bryan answer some of your mail. One question is âHow do I handle an office where everyone is snooping on me?â And the other is âHow do I continue to sell during a recession?â That last one has been a huge issue for many salespeople. Weâll answer this one and also bring it up over and over this year.  We also encourage you to go to http://www.2009salescompetencies.com and download the 12 competencies that every salesperson needs to have this year. ...

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[ Thu, 26 Feb 2009 18:06:00 GMT ]


2009 Sales Competencies - Part 2 of 2
Well, this is part two of our series on 2009 sales competencies. Weâve had a lot of people request the e-book that we created. You can go to http://www.2009salescompetencies.comand pick up a copy. In this episode, Bill and Bryan address the second group of competencies which includes a) being a problem-finder; b) being a problem-solver; and c) being skilled at new business initiation. ...

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[ Thu, 19 Feb 2009 20:18:00 GMT ]


2009 Sales Competencies - Part 1 of 2
This is part 1 of our 2-part series on sales competenciesâwhat do you need to be good at to succeed in professional selling today? Bill Caskey and Bryan Neale address the background on these competencies and how you can make them your strong points. Good for B2B sales teams and salespeople. If youâre a sales manager, play this at your next sales meeting and create discussion on whether or not you believe in these. ...

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[ Thu, 12 Feb 2009 17:05:00 GMT ]


Detachment in the Sales Process
There is a Caskey concept that keeps coming up and that is the application of Detachment in the sales process. Very few other sales strategies/systems deal with this because itâs a difficult notion to get your arms around.  In this weekâs episode, Bill Caskey and Bryan Neale address this issue head on. What does detachment mean? How can it be used to strengthen your results? And what you should stay away from. (15:08)Check out the competencies you'll need for2009. Download your free E-Boo...

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[ Thu, 5 Feb 2009 16:51:00 GMT ]


Selling in Today's Economic Climate
In last weekâs episode Bill and Bryan talked about how to communicate your value. But this week, they talk about that issue when it relates to the current economic climate. As sales strategies, your hosts deal with these questions in all of their current client work with sales forces around the world. The economy is on everyoneâs mindâespecially salespeople who call on prospects that are fearful. (11:42)...

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[ Thu, 29 Jan 2009 21:29:00 GMT ]


How to Communicate Value
This is an extraordinarily difficult time to express your value to prospects. It seems like everyone is focused ONLY on money (âWhat does it cost?â). Yet there are ways to alleviate that. If youâre in professional sales today, you must know how to communicate what you do in a way people are compelled to hear more about. Bill and Bryan address tactics to use to sell your prospects more effectively. (13:12)...

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[ Thu, 22 Jan 2009 19:19:00 GMT ]


Handling Absurd Customer Demands
Todayâs question came from a listener through www.askbillandbryan.com, who wanted to know how to respond to customer demands that could not be met. That in turn got Bill and Bryan talking about the various demands that customers/prospects put on salespeople. Youâll learn how to handle these when they come up, and maybe even avoid them altogether. (11:10)...

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[ Thu, 15 Jan 2009 19:05:00 GMT ]


How To Get In The Prospecting Mode
Now that weâre well underway in 2009, we thought it helpful to take more questions from our listening audience.Question #1: How to change your mindset to get into prospecting mode. New business development is critical this year. So Bill and Bryan talk about this. Also, if you had trouble downloading the â2009 Sales Competenciesâ e-book, then go to http://www.2009salescompetencies.com and you can download it there. (13:56)  ...

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[ Thu, 8 Jan 2009 18:47:00 GMT ]


2009 Sales Competencies
So what do you need to be good at? I know that sounds like a crazy question but it might be relevant. In our sales training business, we believe this: If youâre struggling with ANY part of the sales process, then itâs probably a result of insufficient skill in that area. So, in this episode, Bill and Bryan talk about a few of the new competencies that the salesperson of the future needs to have. Then you can sign up for the rest of them online at www.2009salescompetencies.com. (12:36)...

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[ Thu, 18 Dec 2008 16:39:00 GMT ]


Why Salespeople Should Blog
Sometimes we come across a personâa client in this caseâwho embodies our principles (and does what we say!!). In this case, the Direct Mail Diva (Stephanie Summers), sits down with us and tells us how sheâs created a blog that is helping her sales efforts. Sheâs truly a sales 2.0 typeâand youâll learn from her. Also, youâll get access to a PDF report on bloggingâjust for our listeners. Email us at listener@advancedsellingpodcast.com. Put BLOGGING in subject line.Check out Stephanie's blo...

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[ Thu, 11 Dec 2008 18:28:00 GMT ]


The Attributes of a Good Sales Manager
Salespeople, whatâs the number one attribute of the best manager youâve had? Bryan recently conducted an informal poll, and the answers are surprisingly simple. In this episode Bill and Bryan discuss the attributes of a good sales manager and continue a previous discussion on motivation. (15:00)...

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[ Thu, 4 Dec 2008 19:37:00 GMT ]


Sounding Like Every Other Salesperson
Ever wonder if you look like the same old salesperson the prospect sees everyday? I know we all canât imagine that, but what if you really look do like that? That wouldnât be so good, would it? Well, in this episode, Bill and Bryan answer a question from the www.askbillandbryan.com website. It comes from a listener whoâs concerned that he might be sounding like everyone else. And that frustrates him. (12:31) ...

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[ Tue, 25 Nov 2008 18:31:00 GMT ]


Handling Customer Demands in the Sales Process
A valuable episode on a problem coming up more frequently these daysâhow to handle it when the prospect makes crazy demands in the sales process. One in particular is when they want you to come in and spend an inordinate amount of time doing unpaid consulting. Bryan and Bill take an actual coaching example to talk about how to handle this. (14:52)   ...

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[ Thu, 13 Nov 2008 18:43:00 GMT ]


Managing Expectations in the Sales Process
Ever wonder if you raise expectations too high for your prospects? So that when you do business with them, thereâs no way they can be satisfied? Well, you might do it unknowingly. And this is what Bryan and Bill discuss in this weekâs episode. (12:27)   ...

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[ Thu, 6 Nov 2008 19:57:00 GMT ]

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