Taking Action on Selling a Premium Product – Part 3

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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 this topic, Getting Clear, and Getting Ready.

If you sell a high-priced product, then make sure you are aware of what goes into the process to get your price.

Take the first step of becoming a better salesperson: Go to https://billcaskey.com/pro to get your assessment, “Are You An Amateur Or Are You a Pro?”

 

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Episode #443: Customer Misperceptions

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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 have or need to have?

And is there really such a thing as a need to have?

In this episode of the Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale give their best advice to Mark and his customer misperceptions.

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How Do I Best Communicate My Premium Value When I Face Headwinds?

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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 as a ‘headwind.’

I trust you’ll listen to this entire episode for it holds lots of lessons for you, whether you have these specific questions or not.

Take the first step of becoming a better salesman: Go to https://billcaskey.com/pro to get your assessment, “Are You An Amateur Or Are You a Pro?”

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Episode #442: My Prospect Won’t Buy

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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 discuss how to move people to action when you can save them money but they still won’t purchase.

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How To Sell a Premium Product – Part 2

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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 competently.
2. Being skilled at handling the 5 questions you will get from your prospect.
3. Being able to articulate your difference.

Take the first step to becoming a better salesman! Go to: https://billcaskey.com/pro to get your assessment, “Are You An Amateur Or Are You a Pro?”

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Episode #441: Trash Talking Your Competitor

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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 skills so that maybe, just maybe, your competitor will be trash talking you.

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How To Sell A Premium Product – Part 1

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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, Bill walks you through how to GET CLEAR on your value.

Take the first step of becoming a better salesman: Go to https://billcaskey.com/pro to get your assessment, “Are You An Amateur Or Are You a Pro?”

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Episode #440: Getting Somebody To Do Something They Don’t Want To Do

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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 the necessary paperwork to their manager. The other is a manufacturer who sells through reps and is unable to move the rep to represent their product in a different way.

Listen closely as Bill and Bryan give you five ideas on how to rethink your strategy.

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How To Call At The Right Level

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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 remedy that.

This was a Facebook Live video we did. Make sure you LIKE our page so you’re notified each Tuesday at 3:00PM EST when we do the video version of this podcast: facebook.com/billcaskeyfan/

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