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 […]
In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale talk about one of the most common questions they get from their travels and training, how do you handle customers when they only buy on price? Do you feel like your customers only buy from you if you’re the lowest priced? Do you often […]
Sorry to be so lame with the title but after 25 years of wokring with sales teams, Bill can make this statement with a straight face. In this episode of The 2X Podcast, veteran sales trainer Bill Caskey, lays out your “Circles of Assets” that are available to you – but you must CLAIM them. […]