What an Economist Can Teach Us About Selling

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This is the sixth in a series of seven articles outlining the need for NEW RULES in your selling efforts. In this article, we’ll look at the Dynamic of The Unseen.

Sounds a bit mysterious, doesn’t it? Well, it is.

In 1946, Henry Hazlitt wrote a book called “Economics in One Lesson.” (click here to learn more). I suggest you read it if you’re interested in public policy or in human behavior.

Hazlitt’s premise was that economists seldom look at the long term consequence of a government action. For example, if the government spends $1 trillion on make-work programs, it all sounds great on the surface. People go to work. Everyone’s happy. Or, are they? Read more

The MOST Overused Term in Business Today

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This is the fifth in a series of seven articles outlining the need for NEW RULES in your selling efforts. In this article, we’ll look at the Dynamic of Value.

Anyone else get annoyed when a company drones on and on about their “value”? You’ve heard all the iterations of this: Value Add. Value Proposition. Value Statement. 

Usually it means something like this, “We bring value – and if we talk enough about how much value we bring, then it’s likely you’ll begin to believe it.” 

Well, that’s not good enough today.

I’ll share a new way to look at “value” so you can change the rules of the selling game. As I’ve done in each article in this series (click here to read the other articles), my sole aim is to help you change the entire dynamic of the buyer/seller process.

If you do it right, you’ll be the prize that others will seek. Wouldn’t that be nice? Well, it’s possible, if you read this series and begin to ACT. Read more

Episode #427: Using Promotional Products in Sales

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August Wittenberg
 
Promotional products aren’t just cheap toys or plastic desk accessories… they can also be part of your sales strategy.

In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale talk to promotional products expert August Wittenberg about tools you can use to get noticed and get in the door with your prospects.

Do you know what’s relevant to your recipients and their industries?

Are you using terminology to communicate with them that you know “speaks their language?”

In this episode of The Advanced Selling Podcast, you will learn how to use promotional products to increase your close rates and calculate your ROI. And don’t miss August sharing the biggest mistakes salespeople use when trying to use promotional products… he lets you in on a few secrets.

Also mentioned in this podcast:

Stop Trying to Get Customers to Make a Decision

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This is the third in a series of seven articles outlining the need for NEW RULES in your selling efforts. In this article, we’ll look at the Dynamic of Decisions.

Remember the good ole’ days when you were trained to ask the customer, “Who makes the buying decision on this?” (Or, some version of that.)

Well, that implied something very obvious – but wrong.

That implied that it was THEM (or someone at their company) making the decision, not you.

We also used elaborate metaphors like the Fox, the Champion, the Sponsor, the Hen (OK, maybe not the hen).

Then we would pull out the org chart and have them tell us who would be involved in the decision. And we’d get lied to. (You forgot that part, didn’t you?)

This process must change.

Today, you must alter the “Dynamic of Decision.” Changing this dynamic enables you to reap enormous rewards and stop wasting time with non-qualified prospects. Read more

Episode #426: Decision Day – Are You All In?

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advancedsellinpodcastgraphicbootHas it happened to you? That moment when you decide you’re tired of doors slamming in your face, picking up the cold phone or feeling beat up on price.

In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale help you realize and accept that there is a better way to do things than what you may be doing now.

Are you ready for today to be “The Day” when you stop hanging on to feelings and emotions that aren’t working for you in your sales career?

In this episode of The Advanced Selling Podcast, Bill and Bryan will coach you through how to recognize what’s happening and what you can do about it. They also issue the Epiphany Challenge: what’s yours?

If you’re ready to come alive and truly own your sales success, this episode is for you.

Also mentioned in this podcast:

The Hidden Power of a Sales Mastermind Group

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In his book, Think & Grow Rich, Napoleon Hill describes what a mastermind group is:

Nice, isn’t it? “A friendly alliance.” “Plan and purpose.”

Alliance 3

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The Truth Emerged

Last month, in the mastermind group that I’m in, a guy broke down into tears. He was struggling. His business was not doing well. And, this was the first time he actually admitted it to another human being.

While it was awkward, I’ve never seen 9 people jump into service so quickly. Isn’t it interesting that when the truth comes out – when we become “real,” people are always there to help?

Later, he emailed the group, sharing what a massive relief it was to know he had people on his ‘team’ that were in total support. You could feel the relief in his tone.

Below, I’ve listed 5 reasons that you MUST consider joining a mastermind group if you’re truly serious about your professional growth. Read more

Episode #412: Sales Lessons from the Olympics

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advancedsellinpodcastgraphicbootAre you staying up late every night mesmerized by the Olympics?

In this episode, veteran sales trainers Bill Caskey and Bryan Neale look to lessons sales people can learn from athletes competing at the top of their game.

How do you prepare yourself when something doesn’t go as planned in a sales call?

How can you detach from things around you that you can’t control?

In today’s episode of The Advanced Selling Podcast, Bill and Bryan give you specific techniques to take your sales game all the way to Rio.

Are you ready to compete with the best of the best from around the world? Listen in today to find out.

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Episode #411: Mindset Tips from a PGA Golfer

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advancedsellinpodcastgraphicbootWhat do golf pros know about sales training? You may be surprised by the overlaps in mindset principles.

In this episode, veteran sales trainers Bill Caskey and Bryan Neale reflect on Donald Miller’s Storybrand podcast and an interview with Ben Crane, a PGA golf pro.

Do you struggle to avoid your subconscious taking over your mindset?

Are you practicing reps to help get your mind right?

In today’s episode of The Advanced Selling Podcast, Bill and Bryan share tips to help you focus on mindfulness in the sales process.  You will learn how to quiet your mind, set your own expectations and focus on your prospects instead of yourself.

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Episode #410: Sales Pressure – Aspirational or Desperate?

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advancedsellinpodcastgraphicbootAre you feeling sales pressure? (Don’t worry, you’re not alone.)

In this episode, veteran sales trainers Bill Caskey and Bryan Neale help managers and salespeople identify the differences between aspirational and desperate pressure.

Are you stressed about sales and struggling to think objectively about your pipeline?

Are you looking at the long term view or just short term wins?

In today’s episode of The Advanced Selling Podcast, Bill and Bryan share techniques you can use to turn pressure into a motivating piece of your role in sales.  You’ll learn where to focus, how to brainstorm new ideas more effectively and avoid the desperate movie that plays in your head when sales are in a slump.

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