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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Personal Brand Makeover #3 – Rebranding Sasha

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In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale continue the August Branding Makeover episodes. By the way, if you don’t have the Personal Brand Makeover Checklist yet, go to advancedsellingpodcast.com/makeover to download it.

Sasha is a Dental Practice Marketing Consultant who is looking for more speaking engagements with the end goal of taking on more clients. Sasha’s biggest challenge is how to best convey her story to prospects. Bill and Bryan give her some advice on how to improve her message and how to make that message clear in her online channels.

Have a question? Send it to us at listener@advancedsellingpodcast.com. Want to jump to the front of the line? Do it in a voice memo and send it on.

Also mentioned in this podcast:

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Personal Brand Makeover #2 – Rebranding Michael

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In this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale on on the second August Branding Makeover episodes. By the way, if you don’t have the Personal Brand Makeover Checklist yet, go to advancedsellingpodcast.com/makeover to download it.

Michael is an upcoming college graduate who has ambitions of being a business owner. The challenge for him is that there isn’t a clear path for him to entrepreneurship. Bill and Bryan give him some tips on how he can improve his digital presence and some advice on how to get started on creating his own path.

Have a question? Send it to us at listener@advancedsellingpodcast.com. Want to jump to the front of the line? Do it in a voice memo and send it on.

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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Episode #461: Tenacious

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In this episode of The Advanced Selling Podcast, Bill and Bryan answer a CoVideo Mailbag question about the difference between being tenacious and being persistent. We always seem to laud the sales person who doesn’t take no for an answer, and in so doing, can be annoying.

Nobody wants to be that person, however some of the training that we’ve gotten over the years encourages us to do that. But not so today!

Bill and Bryan go over some different ways to look at this whole tenacious and overbearing element, and give you some ideas on how to be effective without being somebody that you aren’t.

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 #460: Friction in the Sales Process

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In this episode of the Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale review a list of things to stop doing in the sales process that might cause friction, and actually stop your buyer from buying.

This came as a result of one of Bryan’s clients asking him what they could do to reduce that buyer friction.

Check yourself against this list and see if you’re doing any of these things, and if you are, stop right now!

Also mentioned in this podcast:

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Episode #459: How To Talk About Price Without Talking About Price

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One of the biggest mistakes salespeople make is not knowing how to talk about price and economic value with customers.

In this episode of The Advanced Selling Podcast, Bill reviews a coaching call he had with a new client who was struggling about how to combat the resistance, “I don’t have money in the budget for this.”

Bill and Bryan also give you a handful of ideas on how to change your thinking about money, pricing, and economics in the sales cycle. Bring your pen and notepad to this episode!

Also mentioned in this podcast:

[smart_track_player url=”http://traffic.libsyn.com/billcaskey01/17-07-17-459_Price.mp3″ title=”Episode #458: Do You React Emotionally (When You Shouldn’t)?” social=”true” social_twitter=”true” social_facebook=”true” social_linkedin=”true” social_email=”true”]

What Buyer Criteria Should You Know About?

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Aristotle first came up with the concept of Modes of Persuasion (furnished by the spoken word.)

In this episode of The 2X Podcast, Bill Caskey takes this and modernizes it a bit to help you see the criteria you are being judged on. That might be nice to know, huh? There are four parts to it.

Suggestion: Have your notebook and pencil out so you can get full value of this episode.

Also mentioned in this podcast:

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