Episode #459: How To Talk About Price Without Talking About Price

The Advanced Selling Podcast

One of the biggest mistakes salespeople make is not knowing how to talk about price and economic value with customers.

In this episode of The Advanced Selling Podcast, Bill reviews a coaching call he had with a new client who was struggling about how to combat the resistance, “I don’t have money in the budget for this.”

Bill and Bryan also give you a handful of ideas on how to change your thinking about money, pricing, and economics in the sales cycle. Bring your pen and notepad to this episode!

Also mentioned in this podcast:

What Buyer Criteria Should You Know About?

The 2X Podcast

Aristotle first came up with the concept of Modes of Persuasion (furnished by the spoken word.)

In this episode of The 2X Podcast, Bill Caskey takes this and modernizes it a bit to help you see the criteria you are being judged on. That might be nice to know, huh? There are four parts to it.

Suggestion: Have your notebook and pencil out so you can get full value of this episode.

Also mentioned in this podcast:

 

Episode #458: Do You React Emotionally (When You Shouldn’t)?

The Advanced Selling Podcast

In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale discuss a situation with one of Bryan’s clients who reacted to a client’s cancellation.

Bill and Bryan also share some thoughts and strategies on how to NOT react emotionally in most scenerios.

Remember, August is MAKEOVER MONTH so if you want to be considered for our live makeover, send as email to [email protected] and tell us about yourself and your goal of personal branding makeover.

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Episode #457: Does Your Personal Brand Really Matter?

The Advanced Selling Podcast

On this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale address a common question that we’re getting more and more frequently which is does my personal brand really matter? And, how do I align it with my company brand?

Bill had a situation with a current client where the VP of sales was intrigued about the concept of personal branding, rightfully so.

It should be on every sales manager’s and every salesperson’s radar right now. If your in B2B sales, your personal brand really does matter, so how do you build it?

In this episode Bill and Bryan give you a handful of tactics that can help you begin to build your personal brand and turn it into revenue.

Also mentioned in this podcast:

The Prerequisites For 2X Growth

The 2X Podcast

On this episode of The 2X Podcast, Bill addresses a very common mistake that most salespeople make when they decide to try and drastically improve their results, they JUMP.

They jump to making more calls, working more hours and desperately making more connections on LinkedIn. Those are all great things, but if you don’t do the prerequisites first, you’ll never get to where you want to be.

Bill gives you 6 prerequisites you can start on today, before you begin your journey to 2X!

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