This is part 3 of our 3-part series on “Selling a Premium Product in a Commodity Market.” In this episode, we deal with ACTION. What ACTION will you take to command a premium product in your world? This was a Facebook Live broadcast on 03/28/17. The prior three episodes dealt with the other sections of […]
Have you ever had a customer that just doesn’t see the value in what you do because they have a misconception of the entire product or category? This happened to one of our listeners, Mark from UK. He battles this exact thing in his world and needs some advice. Is your product considered nice to […]
OK, so you don’t like my headline, huh? Well, I did it because in this episode, I address seven questions that I received following our last podcast. These questions tell me a story about the kinds of issues sales people face when communicating premium value. And I like to think of the resistance we meet […]
What to do when you can save the prospect money and they still don’t buy? When the prospect won’t return your calls? In this episode of the Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale answer a question from a listener on how to better compete against their giant competitors. They also […]
This is part 2 of a 3 part series. In today’s episode of The 2X Podcast we address the elements of “Getting Ready” to enter the market with a Premium Product Solution. Find How to Sell a Premium Product – Part 1 here. Here are the topics we cover: 1. Being able to explain your premium value […]
You don’t really think we are going to teach you new words for trash talking your competitor, do you? Of course not. On this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale discuss how to compete. They give you their thoughts on ways you can ratchet up your competitive […]
The second part of this is …”In a Commodity World.” Every seller we know faces this problem: “How do I better control my thinking and my actions so that I will command a premium product price – in a world that is price-sensitive?” This is Part 1 of a 3 part series. In this episode, […]
The sales world is full of convincers and persuaders, but what happens when you run up against someone who just absolutely will not move? In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale deal with two situations where this is the case. The first is someone in procurement who doesn’t want to take […]
Calling at the right level is one of the biggest failures of sales teams today. The decision is made WITHOUT you being in the room. As my friend says, “There is always a meeting you aren’t invited to where your fate is being decided.” Consequently, this episode of The 2X Podcast helps you begin to […]