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Episode #357: Sales Training for Non-Sales People

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advancedsellinpodcastgraphicbootWelcome to Mailbag Monday… Thursday edition. Todays’s question is too good to wait until Monday.  It’s a big one: Was anyone really, truly born to be a salesperson? Veteran sales trainers Bill Caskey and Bryan Neale explore how to implement ASP training with the non-sales people on your team.

How do you and your team define “sales?

Do you think it’s a dirty word and shy away from using it?

In this episode of The Advanced Selling Podcast, Bill and Bryan work through how to reframe the definition of the sales role in your company. You’ll learn how to help non-sales people on your team handle rejections and resistance. You’ll pick up a few good tips about how to create a system that works, regardless of your title and place on the team. Whether you’re a sales person or in ops/customer service/marketing/field technician, you can successfully utilize the principles from The Advanced Selling Podcast every day.

Also mentioned in this podcast:

Episode #356: How To Be Your Own Marketing Department

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advancedsellinpodcastgraphicbootDoes your marketing department actually help you generate leads? Veteran sales trainers Bill Caskey and Bryan Neale take on the challenge of lead generation… whether you have a full marketing department or none at all.

What do you do when you’re a high-level sales pro without a marketing department?

Does your marketing department spend most of their time doing promos and not really generating any actual leads for you?

In today’s episode of The Advanced Selling Podcast, Bill and Bryan walk you through building your own marketing plan— even if you DO have a marketing department to support you. They teach you what it means to “think inbound” and how to establish your own Voice of a Customer series. If you’ve been frustrated by marketing support (or lack thereof), be ready to take notes and brush up on your mad marketing skills.

Also mentioned in this podcast:

Episode #355: Inside the Training Room

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advancedsellinpodcastgraphicbootHave you wondered what it would like to be a fly on the wall at The Advanced Selling Podcast?

Veteran sales trainers Bill Caskey and Bryan Neale invite you in today as they blindly test each other on real sales strategy issues they’re working on with their clients.

You’ll hear Bill’s philosophy on negotiating price at the end of the deal and their discussion about the pros and cons of discounting. Bryan explores the rare and valuable skills every salesperson should have.

In this episode of The Advanced Selling Podcast, you’ll hear real scenarios from the training room with Bill and Bryan. Tune in to learn what it’s like to be in their classroom.

Also mentioned in this podcast:

#354: Mailbag Monday – Competitive Selling Edition

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advancedsellinpodcastgraphicbootIt’s another Mailbag Monday edition of The Advanced Selling Podcast. Veteran sales trainers Bill Caskey and Bryan Neale take a question from Matt, the owner of an IT company in Fort Wayne, IN.

Matt is looking for strategies to encourage customer loyalty and ways differentiate himself in the crowded technology marketplace. Do you have competitors nipping at your existing clients? Do you wake up in the middle of the night concerned about maintaining market share?

In today’s episode of The Advanced Selling Podcast, Bill and Bryan help you deal with competitors who offer similar services. They will show you how to identify if you’re making decisions for your customer or for your competitor and if you are really clear on what you want in a customer relationship. Learn to use competition to your advantage by stamping your personality onto what you sell.

Also mentioned in this podcast:

Hot Tip Thursday Episode #2 – Calendar End Dates

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Hot Tip Thursday Episode #1In the second episode of Hot Tip Thursday, Bryan Neale tells how to make your deals run smoother by using Calendar End Dates. Don’t miss this episode or the next, free of charge to all users.

 

 

Please Download the Advanced Selling Podcast App to continue receiving Hot Tip Thursday and other Exclusive content FREE of Charge. Available on iPhone and Android.

Goal Setting for 2012. Is A Doubling Of Income Possible?

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Well, you probably read that and say, “I don’t see any way at all I can double my sales next year. Especially in this market.”

In fact, that may be so much of a stretch that you decide NOT to watch the video. And what a mistake that would be.

This Whiteboard Wednesday is designed to “shock you” a little. Maybe you just need a jolt to your system so you can break free with some new thoughts.

Bill Caskey takes you through a Goal Setting exercise that the Caskey team takes their clients through. So, grab pencil and paper and play it out as you watch it unfold in front of you.

After you’re done, we think you’ll see things a little differently. So, you may not get to a doubling (or, you might) but what we’re after is a “change of thought.” And that will guide you to new goals you will accomplish.

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Fatal Mistakes in B2B Sales and How to Avoid Them Series – We Listen With Our Motor Running

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*This is a part of The Whale Hunters’ guest blog series for three weeks on “Fatal Mistakes in B2B Sales and How to Avoid Them.” To read some of the blogs for the series, you can visit: http://blog.thewhalehunters.com/

In this video, Bill Caskey discusses one fatal mistake he notices salespeople do. With his experience as an Indianapolis sales trainer, Bill addresses a few ways for salespeople to avoid this one mistake.

-Mentioned in this video…-
The Advanced Selling Podcast: Every week, Bill Caskey and Bryan Neale, upload a new podcast for sales people all over the planet. Eventually, we’ll be bringing over all the episodes but it’s not quite at the top of our priority list yet.

So, until then, go to www.AdvancedSellingPodcast.com and you can download–or listen to them all.

How To Improve The Sales Mind

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In this episode, Brooke Green takes a look at how we can improve the creative juices that make up the sales mind. Yes, sales people MUST be creative, but most are a bit afraid of it (our opinion). So Brooke let’s fly with some ideas.

Also, Bill Caskey rants about a cold call he received from an insurance agent (with a huge national brand).

*Watch other Whiteboard Wednesday Episodes: www.youtube.com/whiteboardwednesday

*Coming June 27, 2011, Bill Caskey and Bryan Neale interview Pat Williams – Senior Vice President of the Orlando Magic. View the episode “What Every Salesperson Can Learn from John Wooden” at http://www.advancedsellingpodcast.com/what-every-salesperson-can-learn-from-john-wooden/.

 

How To Get To The Decision Makers – The New Reality of Selling

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It’s not often that we get to have an esteemed guest the level of Kevin Eikenberry (From Bud to Boss) but we have him on The Advanced Selling Podcast.

(Listen to the rest of the podcast “From Sales Person to Sales Leader” : http://www.advancedsellingpodcast.com/from-sales-person-to-sales-leader/)

Also on this week’s episode, Brooke Green talks about how we can cope with the recession by understanding the “new reality” of selling. Also, in our “Mailbag” segment, we address the ever-serious topic of ‘how to get access to decision makers.’ Enjoy!