Episode #455: How To Get Appointments The Right Way

The Advanced Selling Podcast

On this episode of the Advanced Selling Podcast, veteran and sometimes humorous sales trainers Bill Caskey and Bryan Neale, answer a voicemail bag question from Scott in Ohio.

OH-IO! (You’ll have to hear the episode to know what that means).

The guys warn Scott about his thinking and then provide a handful of recommendations on how he can get more appointments in his markets.

This mailbag is sponsored by Covideo. You can go to advancedsellingpodcast.com/covideo to get a free trial started so that you can break through the clutter of your prospect’s inbox.

Also mentioned in this podcast:

The Importance Of Your Sales Funnel

The 2X Podcast

In this episode of The 2X Podcast, Bill channels his inner marketing voice and shares what every sales pro needs to know about building a SALES FUNNEL.

Every service/product you represent NEEDS a funnel. And Bill talks about how to start building your’s today.

He also shares some ideas on The Customer Journey.

Also mentioned in this podcast:

 

Episode #454: When Your Prospect Won’t Call You Back – REMASTERED

The Advanced Selling Podcast

In this episode of the Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale remaster an episode that is the number one downloaded podcast of all time in their library.

Here is a link to the episode from 2010: http://bit.ly/2renAdS

It’s one of those issues that haunts people and there’s a lot of drama and calories burned on what do I say to get the customer to call you back.

In this episode, Bill and Bryan give you a handful of tips on how to not only prevent the issue from occurring but what to do when it hits you.

Also mentioned in this podcast:

Episode #453: “I’ll Just Take The Brochure”

The Advanced Selling Podcast

In this episode, veteran sales trainers Bill Caskey and Bryan Neale take a CoVideo Mailbag questions from Brian in Colorado. Brian’s question is about how to handle the dreaded, “I’ll just take a brochure, and call you back” objection when he thought he was about to close the appointment.

Do you ever feel like your prospect is not taking action when you know they are ready?

Bill and Bryan turn the mirror back on Brian and question his mindset and how he is approaching the deal.

Also mentioned in this podcast:

How Jason Doubled His Income

A Case Study of Sales Philosophy and Method

Today, I will share with you the story of Jason and how he used our sales philosophy and methodology to significantly grow his business quickly.

He came to me struggling in his sales territory. No, he wasn’t about to get fired – but he was the classic underachiever. On the surface he looked like he could be a killer. But the results were never there. And he was becoming frustrated.

Sales philosophy jason case studyJason was 35 years old with a new wife and a new house. He’d been in his current position for 5 years. He was a pretty good sales person -always in the middle of the pack. But…he knew he could do better. His manager was always telling him, “Hey Jason, you can crush this thing. You have tons of opportunity in your territory. What’s going on?”

Those conversations shamed him – but they certainly didn’t inspire him. He needed a plan and a way of thinking – a philosophy – which he wasn’t getting. He was not a real ambitious bloak – not a trained killer. He’d always been average – earning about $80,000/year. BUT, he knew there was more.

One thing you should know about Jason. A born sales person he was not. Not sure anyone is – but there is a worldview that there IS such a thing. There is NOT. And, worse, he started to question himself if sales was even the right profession. Not a good place to be. As he began to doubt, he lost confidence in his ability. We call this the “doubt spiral.” And it’s ugly.

Results

sales process jason results

So in the 6 months I worked with him, here were his results:

  • Tripled his average monthly appointment count.
  • Went from a closing rate of 10% to 65%.
  • Monthly income went up 3x.
  • And the biggest result was his confidence level – hard to measure, but hard to be without.

The Process: Sales Philosophy, Methodology, & Process.

As he got down on himself, a friend suggested he find a peer group to get in. He began to research online. He found a mastermind / learning group I run and set up an appointment with me where he shared his plight. He was very specific and very open, the first step to getting help and creating change.

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