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

Episode #429: Your Brand = Your Reputation

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Do you think “branding” as a salesperson is all about your company’s logo or your social media accounts?

In this episode, veteran sales trainers Bill Caskey and Bryan Neale talk to branding expert Tyler Borders to learn more about why brand matters so much in sales.

Do you know how you and your company want to be perceived by your prospects?

Have you ever asked the people who know you best how they describe your brand?

In today’s episode of The Advanced Selling Podcast, Bill and Bryan dissect Tyler’s branding philosophy to give you a different way to think about building a brand of your own. Hint: It’s not just about what you say on your LinkedIn profile.

Also mentioned in this podcast:

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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 #428: How To Declutter Your Sales Life

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advancedsellinpodcastgraphicbootAre you feeling the year-end overwhelm?

Does your sales life feel crowded, chaotic or unintentional?

In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale give you strategies to de-clutter and re-focus for 2017.

Are you cold calling just because you think you’re supposed to? Are you aimlessly prospecting without a true strategy behind it?

In this episode of The Advanced Selling Podcast, Bill and Bryan share best practices and advice to help you engage in the best ways possible as you move into the new year.

Also mentioned in this podcast:

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Why Aren’t You Using Your HUGE Market Advantage?

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This is the fourth in a series of seven articles outlining the need for NEW RULES in your selling efforts. In today’s article, we’ll look at the “Dynamic of Process.”

Sales Process: No one term has commanded the attention of so many, yet been implemented by so few.

Every CEO I know talks about ‘sales process,’ but few implement any true strategy. When I go into their companies and ask about their process, my question is answered with dead silence.

Why the silence? Few companies will admit to having a good, psychologically sound sales process. And those sales teams that do have a decent one rarely use it.

Why is that?

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:

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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:

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Episode #425: End of Year Deal Strategies

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advancedsellinpodcastgraphicbootAre you nervously watching the days tick by to the end of the calendar year and wondering what in your funnel will close before the holidays? If this is you, today is your lucky day.

In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale help you stop worrying and start taking action to close out deals before year end.

Are you honestly assessing what is realistic and what’s not?

Do you have a plan for how you’ll move opportunities to a Y or N?

In this episode of The Advanced Selling Podcast, Bill and Bryan help you amp-up your calendar based language with prospects and develop a system to know which deals to focus on more than others. Don’t wait until December for this one— the race to the end of the year is here.

Also mentioned in this podcast:

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