The process of creating and documenting ideas is elusive, isn’t it? Do I keep it in a journal? Do I keep it on my phone? Do I write a quick article about it to keep it fresh? And what about the BIG IDEAS? How do you “work them out”? Do you even get them? In […]
In this episode of The Advanced Selling Podcast, Bill and Bryan answer a CoVideo Mailbag question about the difference between being tenacious and being persistent. We always seem to laud the sales person who doesn’t take no for an answer, and in so doing, can be annoying. Nobody wants to be that person, however some […]
People love “evidence” don’t they? And we should all love it, too. It’s evidence that leaves clues as to whether you’re on your way to your goals. Or, evidence also helps as you are in the sales process. In this episode of The 2X Podcast, Bill Caskey discusses the various faces of evidence and gives […]
In this episode of the Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale review a list of things to stop doing in the sales process that might cause friction, and actually stop your buyer from buying. This came as a result of one of Bryan’s clients asking him what they could do […]
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 […]
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 […]
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 […]
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 […]
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 […]