Episode #435: Conveying ALL of Your Value

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In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale take a mailbag call from a listener.

Sara ’Smile’ sends us a voicemail about her concern that some of her prospects, after working her process, want something she us unwilling to sell – mainly because it won’t work AS WELL as another solution. It’s a great question.

In this episode of the Advanced Selling Podcast, Bill and Bryan walk her and you through some ways to rethink how to approach it.

Also mentioned in this podcast:

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Episode #434: Remapping the Sales Process

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In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale take on the topic of process: but not in the usual sense. REMAPPING the sales process is the new idea.

What do you do when the process doesn’t go perfectly? (Because it never does.)

How do we tactically implement a process that is VALUABLE to the prospect even if they don’t buy from you?

In this episode of The Advanced Selling Podcast, Bill and Bryan give you tactical sales tools to answer these and other challenges when the way we want to sell (PROCESS) doesn’t go as planned….

The Best Laid Plans of Mice and Men …….(email us if you know the rest of the quote [email protected])

Also mentioned in this podcast:

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Episode #423: Old School Sales Language

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advancedsellinpodcastgraphicbootBudget. Prospect. Rapport. Value-add. Pain points.

Tired of the same words that may be contributing to old school thinking in the sales process?

In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale dive into how the labels and words we use in sales may be negatively impacting the outcomes we achieve.

Are you still asking your prospects about their pain points?

Do people tell you your product/service doesn’t fit into their budget?

In this episode of The Advanced Selling Podcast, Bill and Bryan give you new alternatives to the same, tired language. They will help you modernize what you say and give you strategies to avoid using words that are overused and misunderstood. Learn how to update your sales language starting right now.

Also mentioned in this podcast:

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Episode #422: Mailbag Monday from Down Under

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advancedsellinpodcastgraphicbootIt’s a two-part question Mailbag Monday at The Advanced Selling Podcast.

In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale answer questions from Luke in Australia.

Are you looking for ways to help your prospect calls be more effective?

What if your prospect doesn’t talk or engage in your conversation?

Bill and Bryan will help you examine your messaging, context setting and your process. Are you bringing a “I hope they say yes in this meeting” energy to your conversations?

Learn how to focus on the right things and make your interactions more effective in this episode.

Also mentioned in this podcast:

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Episode #392: Winning Complex Enterprise Sales

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advancedsellinpodcastgraphicbootHow is your process similar or different to the process for winning complex enterprise sales?

In this episode, veteran sales trainers Bill Caskey and Bryan Neale bring in an expert who has spent years winning big deals and teaching others how they can do it too.

Bud Suse spent 12 years with IBM before moving into sales management for a start-up, spending hours in well-known sales training programs along the way. He realized that the success in large deals comes from defining a process, testing it and repeating it.

How does your process stack up?

In today’s episode of The Advanced Selling Podcast, Bud shares the best practices from his second (and just released) book, Winning Complex Enterprise Sales. If you’re looking to improve your success with the big whales, this episode is for you.

Also mentioned in this podcast:

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Episode #391: Stumping Your Sales Trainer

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advancedsellinpodcastgraphicbootWhat happens in a training session when Bill or Bryan doesn’t have the answer?

In a special episode of “Stumpology,” veteran sales trainers Bill Caskey and Bryan Neale bring their toughest client issues to each other to solve.

How do you handle it when the client can’t get away from selling features/functions?  How can you create the space with your sales team to be able to educate them?

In today’s episode of The Advanced Selling Podcast, the teachers become the students (of each other). They will help you look at your own process and messaging to determine if you’re communicating through your buyer’s eyes or your own, and how you can meaningfully influence those around you.

Also mentioned in this podcast:

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Episode #390: How to Generate More Leads

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advancedsellinpodcastgraphicbootAre you looking for ways to generate more leads? (because who isn’t?)

In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale respond to a specific request to provide four things sales people can do right now to generate leads.

Have you considered hosting a marketing event for your prospects (not a sales event, a marketing event)?

Are you using your current client’s words and testimonials to help you communicate what you do to your prospects?

In this episode of The Advanced Selling Podcast, Bill and Bryan give you four actionable things you can start working on immediately to help you increase your leads.

Also mentioned in this podcast:

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