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The Advanced Selling Podcast

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Language: English
Category: Business / Unknown
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Sales Managers: How to Teach Old Dogs New Tricks
This was a letter from a podcast listener. Heâs a sales manager and has seen success with some of the concepts heâs learned on the podcast, but his people ainât buyinâ it.  How does one teach people who donât want to be taught? Bill and Bryan deal with some of that resistance and what you can do about it. They also deal with what people say that are dead give-aways for someone who is not in learning mode. ...

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[ Thu, 5 Nov 2009 19:12:00 GMT ]


How Do I Unravel a Current Relationship?
Sometimes we get a question that, on the surface, seems like a straightforward question. But upon closer review, it becomes an inner game (mental) issue that demands a little more time. This week, such a question comes from a listener who is pursuing a prospect that has a good relationship with a current vendor. Bill and Bryan tell the questioner how to change their thinking so they can get some traction in the account. ...

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[ Thu, 29 Oct 2009 17:54:00 GMT ]


Does Your Message Cause Your Prospects to Grow Weary?
Ever thought you were communicating your value really, really wellâonly to look at your prospects and find them dozing? Well, that may be extreme, but rest assured, if your message isnât compelling, theyâll mentally check out and youâll never get them back. This episode is about focusing on your messageâhow you deliver it to peopleâwhat it isâand what to avoid while talking about it. Bill Caskey and Bryan Neale address these topics and more in todayâs episode....

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[ Wed, 21 Oct 2009 16:01:00 GMT ]


Yet Another Lead Generation Technique
We talk often at the podcast about B2B lead generation. But the topic could literally be the focus of a year's worth of podcasts. Why? Because it is, bar none, the most popular topic clients come to us with. So, today, we'll talk about a cold call technique (even though Bill and Bryan HATE cold calls) that you can use to generate new discussions with prospects. Also, you first time listeners--send us an email at listener@advancedsellingpodcast.com with FIRSTTIMER in the subject line. Let us know...

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[ Thu, 8 Oct 2009 14:58:00 GMT ]


Ever Had a Perfect Sales Process?
Often we talk about the objections and distractions that occur during the sales process. But today, we have different newsânews of a PERFECT SALES PROCESS from one of Bryan Nealeâs clients. In this episode, youâll learn how to think about the components of the sales process so you can bring it into your world. And weâll give you a chance to rate yourself on how perfectly you execute.  ...

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[ Thu, 1 Oct 2009 19:07:00 GMT ]


Really Building Relationships
Todayâs episode is about the issue of building relationships and some of the fallacies that we buy into when weâre in the market looking to grow our business. Bill takes a 10-point-checklist look at the things you can be doing right now to build REAL relationships---not fake ones.  ...

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[ Thu, 24 Sep 2009 17:49:00 GMT ]


Why Most Companies Miss Their Own Value
We get access to a high level researcher this week that will shed light on your customers' value. Noah Grayson, Walker Information, sat down with Bill and relayed stories of what some of the largest companies in the US are learning about customer value and how to deliver it.E-mail Noah at ngrayson@walkerinfo.com...

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[ Thu, 17 Sep 2009 17:00:00 GMT ]


When a Competitor Is Stealing Your Business
In this weekâs episode, Bill and Bryan address a real life situation of a client whose competitor is stealing (buying) customers. They address what is really happening beneath the surface and show you some ways you can prevent customers from leaving.One caution: Donât wait until itâs too late. Begin now. ...

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[ Thu, 10 Sep 2009 16:57:00 GMT ]


Is Your Behavior Right?
Ever wonder if you're doing the right behavior to grow your business? Or "enough" of the right activity? Bill and Bryan talk about 4 of the 10 areas that they recommend you assess yourself in--all having to do with 'sales activity.'  In their practice they run up against a lot of prospecting pain, but upon further inspection, find that people are not doing enough of the right behavior. So this is your chance to assess. If you'd like the actual PDF of the assessment, email them at ...

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[ Fri, 4 Sep 2009 14:52:00 GMT ]


Are You Keeping Your Skills Sharp? (Part 2)
Last week we did the Skills Assessment portion of professional growth. Today, Bryan and Bill talk about the âinner game.âIt is our belief that all âgreat performers have great minds.â It doesnât mean theyâre smart. It means they are wired for success. So in the sales profession, what should you be thinking that allows you to DO the things you need to do? The hosts give you a few to chew on, then you can email them at listener@advancedsellingpodcast.com (âinner gameâ in subject line) for ...

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[ Thu, 27 Aug 2009 18:12:00 GMT ]


Are You Keeping Your Skills Sharp?
Isnât it time you took inventory of your skills and competencies as a professional salesperson? Is it possible that, over time, your skills have deteriorated? You know the saying, âYou lose what you donât use.â In this episode, Bryan and Bill review several of the 10 Skill Sets needed to be a great salesperson. You can email them at listener@advancedsellingpodcast.com  (Subject line: Skills) to get all 10. In the document, you get  a chance to rank yourself. If youâre sales manage...

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[ Thu, 20 Aug 2009 17:21:00 GMT ]


What's More Important--Techniques or Techinque?
The world is full of articles on techniquesâgolfingâtennisâinternetâmarketingâand of course, selling techniques. Today, Bill and Bryan address this in a slightly different light. There is a âtechniqueâ (singular) to selling that is more important than the âtechniquesâ used to sell. We donât like the idea of âsales techniquesâ â it becomes rather manipulative. So listen in today and get some good âtechniqueâ advice. ...

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[ Thu, 6 Aug 2009 17:00:00 GMT ]


What to Do When the Wheels Fall Off the Deal
In this episode, Bryan and Bill dissect a deal from an actual client phone call. The issue is what do you do in the 11th hour of a deal when everything that you thought was trueâwas untrue? Youâll hear both hosts weigh in on the situation, then hear the advice that Bill actually gave. ...

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


When Your Solution Isn't Quite Right
This week on the Advanced Selling Podcast, Bill and Bryan talk about the ethical consideration that keeps you from moving forward. What to do? What to do? Intent (a core principle on the ASP) comes to the forefront in this discussion. You are invited to weigh in by emailing Bill and Bryan at listener@advancedsellingpodcast.com. ...

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[ Thu, 23 Jul 2009 18:32:00 GMT ]


How Do You Handle Pressure By Your Manager?
This is not a new topic for us at ASP, but we did have another letter from a listener whose manager asked her to "stop selling small stuff and start selling big stuff." Our advice may surprise youâand  it may be useful to you if you find yourself in the pressure cooker that is today's modern sales environment. Bill and Bryan also talk about a listener who took our advice, built a blog, and now has a success story you should hear. If you have a question to put into the mix, go toh...

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[ Thu, 16 Jul 2009 17:00:00 GMT ]


How a Podcast Listener Landed a Big Deal
This is a special treat this week because we have a client who just landed a large deal with a new customer. And much of what he usedhe learned right here at The Advanced Selling Podcast. In this episode,Jeff spends 15 minutes telling you exactly what sales strategies and tactics he used and how he executed the sales process to land the deal. ...

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[ Thu, 9 Jul 2009 17:00:00 GMT ]


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 ]

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