Tag Archive for: meeting

3 Analog Moves to Improve Your Sales Meetings

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In this episode, Bill Caskey shares three analog techniques to improve the effectiveness of your in-person sales meetings.

He explains the importance of acknowledging the other person, having a mutual understanding of the meeting agenda, and crafting a clear “next step offer.” Bill provides examples of implementing each technique and explains why they are critical for increasing your closing rate.

Tune in to gain actionable strategies to get more out of your sales meetings.

Our Million Dollar Seller Program is now open for enrollment: https://resources.billcaskey.com/milliondollarseller!

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Episode #492: Attention Sales Leaders: A Sales Meeting Worth Attending

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On this episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale address a question from a listener that leads them into a discussion regarding what constitutes a good sales meeting.

If you have a sales manager or leader who does not listen to the podcast, make sure they get access to this! You can go into the Advanced Selling podcast app, click the share button, and text the episode to your sales manager.

In companies today, we seem to say there are too many meetings, but Bryan and Bill conclude that there are too many bad meetings, especially on the sales side. This episode is designed to give you eight tips on how to improve the quality of your sales meeting.

If you have a sales question you want answered on the podcast, email us a voice memo to listener@advancedsellingpodcast.com

Also mentioned in this podcast:

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Episode #381: Mailbag Mashup: Triple Threat Thursday

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advancedsellinpodcastgraphicbootWhy take one question from a listener when we can take three? In today’s episode, sales trainers Bill Caskey and Bryan Neale respond to questions from listeners and give a shout out to US Military members around the world.

Are you looking for strategies on spec selling?

Have you considered paying for someone to develop content for you to use in developing your expert persona?

In this episode of The Advanced Selling Podcast, Bill and Bryan share techniques and strategies that will help you right away, even if someone else asked the question.  You’ll love Bryan’s “Love – Hate – Rock – Suck” framework. Bill weighs in on the good and bad of being a veteran in an industry.  Have your pen ready for this episode— wherever you are in the world as you listen, you’ll want to take notes.

Also mentioned in this podcast:

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Episode #380: One of You, a Few of Them: Selling to a Group

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advancedsellinpodcastgraphicbootAre you preparing to sell to a group and not just one individual buyer?

In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale share their strategies to help you master your sales experience in front of a panel, board or large group.

How can you vary your questions to speak to people individually and directly?

How can you use your story to help you create meaningful connections with everyone in the room?

In this episode of The Advanced Selling Podcast, Bill and Bryan give you specific language tools and action items that will ensure you make the impact you’re looking for on your group of buyers.

Also mentioned in this podcast:

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Episode #379: Preparing for the Big Meeting

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advancedsellinpodcastgraphicbootDoes your heart skip a beat when you get called into The Big Meeting?

In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale dive into strategies to help you prepare when a client or prospect asks you to come in for a “we need to see you right away” discussion.

Are you in your head about what you assume the issue is?

Do you know how to set the context at the start of the meeting so you can maintain control of the conversation?

In this episode of The Advanced Selling Podcast, Bill and Bryan give you a checklist of best practices for managing stressful emergency meetings. Whether it’s good news because you’re in the final stage of winning a proposal, or it’s not-so-good news and there is an issue they’re calling about, you will be able to handle the conversation like a pro.

Also mentioned in this podcast:

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A Proven One Day Training Plan

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Well, it’s that time of year when we plan sales meetings and retreats. I’ve gotten a lot of calls recently from companies who want me to come in and speak to their groups but, unfortunately, my time is booked through February. I don’t remember getting a call from you. Hmmm. Oh well, maybe I did and just don’t recall.

Consequently, I wanted to give you CEO’s and Sales Leaders some ideas on how you can run an uber-effective sales training meeting to kick off 2016.
Here are the steps I take both for preparation and for execution of an event.

Step 1: Get Really Clear on Your Objectives. 

I find most leaders are a little fuzzy when it comes to specific objectives for a one-day training meeting. I suggest you write out 8 to 10 things you’d like to see as a result of this meeting and then build curriculum to achieve that. Don’t try to load it up too full. Leave breathing space so that people can absorb the content.

(That’s a major fault of sales leaders and CEOs. They think that since they have everyone in the room, they need to chock it full of content. Less is more. More becomes drivel.) Read more

Want to Make More Money? Bring More Value!

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Jim Rohn said it decades ago but it still rings true, if you want more money, bring more value! In this audio clip, Bill lays out a way for you to make more money by becoming move valuable to those who pay you. Your income is a by-product of that, but unless you get your arms wrapped tightly around that concept, you and I might be fighting a losing battle. At your next sales meeting, play this clip and spend 20 minutes discussing it.

When Presenting, You’ll Crush It With These Three I’s

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Whether you’re running a sales meeting, a prospecting meeting, or just presenting to a group, Bill gives you some very simple but powerful advice to keep you on track. He calls it “The Three I’s.”