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Episode #517: How Do You Deal With Loss?

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On this episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale address the topic of rejection, loss, and disappointment.

There is a myth that we have to just move on when we get disappointed, and not feel the feelings that comes along with that. But we think that’s wrong.

Bill and Bryan give you some things to think about when it comes to preventing the feelings that come along with loss and disappointment, and what to what to do when it does happens.

If you have a question that you’d like to get to the guys, send a voice memo to [email protected]!

Also mentioned in this podcast:

Episode #512: How To Turn Podcast Listening Into Income

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In this episode, Bill Caskey and Bryan Neale take an email from a listener who has refined the art form of taking podcast content and turning it into usable mechanics to help him grow his income.

So the guys set off on a journey and give you seven ways that you can listen to podcasts, The Advanced Selling Podcast, or others, in a way that helps you implement some of the ideas that you hear.

One of the tips was, email the podcast host with a question, so this offer stands. Send your question to [email protected] and we will answer it on an upcoming episode.

Also mentioned in this podcast:

Listening Is A Key To Wealth. Which Is Why So Few People Are Wealthy

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“We have two ears and one mouth so we can listen twice as much as we speak.” –Epictetus. 

I know we keep coming back to this whole ‘listening’ thing, but it’s twice as important as talking. Yet, when is the last time you met with your team to talk about listening? Probably seldom.

Instead what we do is talk a lot about:

  • How to present
  • How to pitch
  • How to handle objections

Next time you meet as a team, spend 15 minutes on good questions to ask. Then go do it.

One Deadly Sin of Poor Listening…

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*The following tip is from the magazine Going Bonkers – Edition: “Are You Listening To Me

Finishing The Other Person’s Sentences

This may seem like a harmless behavior, but it conveys another message that hurts relationships: “I know how to complete your thoughts better than you do.”

When you commit this sin, you most likely do so with good intent.  You may think you’re showing the other person that you’re on the same wavelength, that you think alike.  In fact, finishing a sentence is even worse than interrupting.  It’s one thing to stop someone from speaking.  It’s something else to speak for him.

If this sounds like you, next time you finish someone’s sentence, watch the person carefully.  They may not say anything, but see if their eyes or body language reveal their true feelings.  Do you see a slight grimace? Does the person’s eyes narrow or glare?

Once you witness a negative reaction, you’re less likely to make the same mistake.

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.