Posts

Episode #434: Remapping the Sales Process

/in , , , /by

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:

#433: Communicating Change to a Client

/in , , , /by

advancedsellinpodcastgraphicbootIt seems like most of our show topics are devoted to prospecting and selling, however there is an important part to account and relationship management, and that is how to deliver transitional news to your client.

This could be in the form of a price increase, a change in ordering structure, or something more significant like the buyout of your company. There is no news that’s too small to at least pay attention to how you communicate it.

In this episode of The Advanced Selling Podcast, Bill and Bryan give you some tips on how to do just that.

Also mentioned in this podcast:

Episode #432: Feelings, Nothing More Than Feelings

/in , , , , , /by

advancedsellinpodcastgraphicbootDo you ever feel anxious, nervous or scared in sales?

In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale address a coaching client who feels overwhelmed in her new position in sales. As they talked, they decided that sales people have feelings everyday – and, sometimes they aren’t particularly helpful.

In this episode of The Advanced Selling Podcast, Bill and Bryan give you some tips on how to deal with those ‘negative feelings’ in the profession. They’ll tell you what the pros do wth the feelings that arise and what you can do WHEN those feelings come up.

Touchy feely? Yes. But feelings must NEVER be ignored – they should be acted upon!

Also mentioned in this podcast:

Episode #430: December Action Plan

/in , , , /by

advancedsellinpodcastgraphicbootIn this episode, veteran sales trainers Bill Caskey and Bryan Neale discuss the most important things you can do in the next 10 days to finish up this year and start next year properly.

Do you feel stressed out during the holidays?

Feeling like time has run out?

There is still time to get things done before the end of the year. It’s a great time to think how you will jumpstart 2017. And, on this week’s Advanced Selling Podcast, Bill and Bryan will give you some precise ideas on how you can do that.

Also mentioned in this podcast:

Episode #429: Your Brand = Your Reputation

/in , , , , /by

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:

Episode #428: How To Declutter Your Sales Life

/in , , , /by

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:

Episode #427: Using Promotional Products in Sales

/in , , , /by

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:

Episode #426: Decision Day – Are You All In?

/1 Comment/in , , , /by

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:

Episode #425: End of Year Deal Strategies

/in , , , /by

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: