Finding The Compelling Reason For Change

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We so love to get to the features and benefits of what we sell, that we RARELY take the time to find out what’s really going on in the prospect’s life. But, how can you match your solution to their problem – if you don’t know their problem in the first place?

Ready for the answer? YOU CAN’T.

Is it possible that’s why the closing percentage in B2B orgs. is less than 10%? I think so. Listen in and see if you can tell where you drop the ball.

Also mentioned in this podcast:

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What’s The Big Idea?

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The process of creating and documenting ideas is elusive, isn’t it?

Do I keep it in a journal? Do I keep it on my phone? Do I write a quick article about it to keep it fresh?

And what about the BIG IDEAS? How do you “work them out”? Do you even get them?

In this episode of The 2X Podcast, Bill addresses a BIG IDEA around your customer – and how to develop it so it’s usable.

Also mentioned in this podcast:

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What’s The Evidence You’re Successful?

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People love “evidence” don’t they? And we should all love it, too.

It’s evidence that leaves clues as to whether you’re on your way to your goals. Or, evidence also helps as you are in the sales process.

In this episode of The 2X Podcast, Bill Caskey discusses the various faces of evidence and gives you some ideas on how you can better use your evidence.

Also mentioned in this podcast:

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Episode #456: Broaching Sensitive Subjects With Your Prospect

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In this episode of the Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale address a letter from a listener, Toby, who has to make sensitive calls to a number of prospects who were represented by two salespeople who recently left.

The guys give Toby a few things to think about and a few things to do in executing this task.

If you’d like to get your question read, send us an email to listener@advancedsellingpodcast.com, or do what Toby did, go to the Facebook group and post your question facebook.com/AdvancedSellingPodcast.

Also mentioned in this podcast:

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Episode #455: How To Get Appointments The Right Way

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On this episode of the Advanced Selling Podcast, veteran and sometimes humorous sales trainers Bill Caskey and Bryan Neale, answer a voicemail bag question from Scott in Ohio.

OH-IO! (You’ll have to hear the episode to know what that means).

The guys warn Scott about his thinking and then provide a handful of recommendations on how he can get more appointments in his markets.

This mailbag is sponsored by Covideo. You can go to advancedsellingpodcast.com/covideo to get a free trial started so that you can break through the clutter of your prospect’s inbox.

Also mentioned in this podcast:

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Episode #454: When Your Prospect Won’t Call You Back – REMASTERED

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In this episode of the Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale remaster an episode that is the number one downloaded podcast of all time in their library.

Here is a link to the episode from 2010: http://bit.ly/2renAdS

It’s one of those issues that haunts people and there’s a lot of drama and calories burned on what do I say to get the customer to call you back.

In this episode, Bill and Bryan give you a handful of tips on how to not only prevent the issue from occurring but what to do when it hits you.

Also mentioned in this podcast:

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The Extreme Value in Being Seen As A Thought Leader

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In this episode of The 2X Podcast, Michael Pici, Director of Sales at Hubspot (www.hubspot.com) shares his story of how he became a thought leader in his market – and how you can too.

Michael provides simple instructions to get started and what it can mean to you and your career (and your income).

Learn more about Hubspot at hubspot.com.

Also mentioned in this podcast:

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Episode #453: “I’ll Just Take The Brochure”

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In this episode, veteran sales trainers Bill Caskey and Bryan Neale take a CoVideo Mailbag questions from Brian in Colorado. Brian’s question is about how to handle the dreaded, “I’ll just take a brochure, and call you back” objection when he thought he was about to close the appointment.

Do you ever feel like your prospect is not taking action when you know they are ready?

Bill and Bryan turn the mirror back on Brian and question his mindset and how he is approaching the deal.

Also mentioned in this podcast:

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Episode #452: How Beliefs Affect Outcomes

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In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale address the issues of beliefs and how we arrived at them.

The guys feel strongly that if you want to change your results long term or your actions short term, you really need to address the beliefs you have about selling, your value and yourself.

They give you seven examples that they hope you will write down and assess yourself with.

Also mentioned in this podcast:

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