Episode #420: Closing Deals on the Golf Course

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advancedsellinpodcastgraphicbootThey make it look easy in the movies: Closing deals on the golf course. How does it work in real life?

In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale share their 5-step plan for conducting business while you entertain clients.

Are you taking prospects to sporting events, concerts, or a round of golf?

Are you wondering how to maximize those opportunities?

In this episode of The Advanced Selling Podcast, two non-golfers will give you their tips for managing expectations, knowing the appropriate etiquette and where/when to wine and dine your prospects in the sales process.

Don’t take Hollywood’s word for it— closing on the golf course isn’t as easy as it looks.

Also mentioned in this podcast:

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Episode #419: Are You a Lonely Salesperson?

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advancedsellinpodcastgraphicbootAre you on an island all alone? If you’re the lone salesperson or feel unsupported in your sales role, this episode is for you.

Veteran sales trainers Bill Caskey and Bryan Neale share tips and strategies you can use immediately to reduce the feeling that you’re all alone with nowhere to turn.

Are you a consumer of the knowledge around you?

Do you surround yourself with people who are like-minded?

In this episode of The Advanced Selling Podcast, Bill and Bryan will give you their checklist of things you can do to help feel like you’re a part of a community and fighting the sales battle with others around you. Be lonely no more. Listen in to find out how.

Also mentioned in this podcast:

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Episode #416: Bloody Knuckle Cold Calling

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advancedsellinpodcastgraphicbootAre you in a cold-calling business?

In this episode, veteran sales trainers Bill Caskey and Bryan Neale field a question from Blake in Texas that we know many listeners find challenging.

How do you engage with a prospect when you’re knocking on their door?

What can you do to soften the immediate feeling they have to tell you to go away?

In today’s episode of The Advanced Selling Podcast, Bill and Bryan share strategies for effective and efficient cold-calling. Getting right with your belief about what you’re selling, approaching with good intent, and considering the impact of your words and approach will help you focus on what really matters in your interaction— providing a service to help the person who answers the door.

Also mentioned in this podcast:

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Episode #403: Mid-Year Prospecting Checklist

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advancedsellinpodcastgraphicbootAre you feeling a mid-year sales slump?

Are you looking for ways to modify your prospecting techniques for Q3-Q4?

In this episode, veteran sales trainers Bill Caskey and Bryan Neale give you an assessment to grade your prospecting behaviors in the first half of the year.

Are you using a true referral system to generate leads? Do you employ behavioral KPI’s (and stick to them)?

In today’s episode of The Advanced Selling Podcast, you will learn the elements of healthy prospecting strategies and give yourself a mid-year grade.  If you’re in the market to up your game for the second half of the year, don’t miss this episode.

Be sure to download the Mid Year Prospecting Checklist!

Also mentioned in this podcast:

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Episode #402: Commission Detachment

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advancedsellinpodcastgraphicbootDo you feel like you have to win every deal?  In this episode, veteran sales trainers Bill Caskey and Bryan Neale explore a listener question from Lauren in St. Louis.

Are you (or people on your team) motivated most by money?

Do you have an unhealthy balance between your base salary and commission structure?

In today’s episode of The Advanced Selling Podcast, Bill and Bryan will help you identify what you’re attached to and why.  You’ll be able to analyze if you are more interested in solving the problem than your customer is and what to do when it happens.

Also mentioned in this podcast:

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