In this episode of the Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale review a list of things to stop doing in the sales process that might cause friction, and actually stop your buyer from buying.
This came as a result of one of Bryan’s clients asking him what they could do to reduce that buyer friction.
Check yourself against this list and see if you’re doing any of these things, and if you are, stop right now!
In this episode of the Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale address a letter from a listener, Toby, who has to make sensitive calls to a number of prospects who were represented by two salespeople who recently left.
The guys give Toby a few things to think about and a few things to do in executing this task.
If you’d like to get your question read, send us an email to [email protected], or do what Toby did, go to the Facebook group and post your question facebook.com/AdvancedSellingPodcast.
Also mentioned in this podcast:
On this episode of the Advanced Selling Podcast, veteran and sometimes humorous sales trainers Bill Caskey and Bryan Neale, answer a voicemail bag question from Scott in Ohio.
OH-IO! (You’ll have to hear the episode to know what that means).
The guys warn Scott about his thinking and then provide a handful of recommendations on how he can get more appointments in his markets.
This mailbag is sponsored by Covideo. You can go to advancedsellingpodcast.com/covideo to get a free trial started so that you can break through the clutter of your prospect’s inbox.
Also mentioned in this podcast:
In this episode of the Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale remaster an episode that is the number one downloaded podcast of all time in their library.
Here is a link to the episode from 2010: http://bit.ly/2renAdS
It’s one of those issues that haunts people and there’s a lot of drama and calories burned on what do I say to get the customer to call you back.
In this episode, Bill and Bryan give you a handful of tips on how to not only prevent the issue from occurring but what to do when it hits you.
Also mentioned in this podcast:
In this episode of The Advanced Selling Podcsat, veteran sales trainers Bill Caskey and Bryan Neale take a call from Brady who has been extremely successful over the last few years but all of a sudden has hit the wall.
His pipeline disappeared, his new calls have dwindled, and he’s a bit nervous.
Bill and Bryan not only share some tips for him but also some philosophical ways to look at the issue to get him unstuck and back at the top of the leaderboard.
As usual, this comb through the old mailbag is sponsored by Covideo. You can go to advancedsellingpodcast.com/covideo to get a free trial started so that you can break through the clutter of your prospect’s inbox.
In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale address a question from a listener in Sweden, who is overwhelmed with leads and responsibilities.
Their first reaction to that is, what a great thing that is, but as he said, “Sometimes that comes along with pitfalls and a feeling of overwhelmed.”
If you are in a business where you have more tasks in front of you than time to complete them, you definitely need to listen to this episode.
Also, check out advancedsellingpodcast.com/covideo to get in on a free trial for the email video application sponsored by Covideo.
On this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale address the concept of decision making.
How do your prospects make decisions?
How do you influence those decisions?
Can you influence those decisions?
They take a deep stab at nine components of the decision making process that you need to be aware of when you are communicating your value to your prospects and customers.
In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale give you an assignment.
But before you accept the mission, you’ve got to listen to Bryan’s story about a septuagenarian that he knows who’s still making cold calls, and what the result of one of his most recent calls was.
In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale play a clip from Kristin Zhivago, Author of Roadmap to Revenue, who explores the idea of the buyer process map.
She also talks about one of our favorite topics which is intention, and how intention matters and how it’s often at odds with the customer’s intention.
Click here to learn more about Kristin’s book, Roadmap to Revenue.