Tag Archive for: prospecting

Using Inside Out Marketing

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You might have heard of this concept before. While it’s nothing new, it’s still rarely used to its full potential.

On this episode of The 2X Podcast, Bill reviews 4 assets you own that MUST be part of your personal marketing plan.

As we coach and train sales performers everywhere, we find “lead generation” still to be the most difficult area of skill. And this podcast will help you reframe the problem.

The 2X Quick Start course is now Live! Join the course now and get your first video today! billcaskey.com/quickstart.

Also mentioned in this podcast:

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A New Strategy For Lead Generation

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Everyone wants more leads, don’t they?

Well, in this episode, Bill shares with you a strategy of how you can generate more leads using thought leadership– and do so in a way that distinguishes you from the masses (of average sales people out there:).

He gives you 5 things you can do RIGHT NOW to advance your thought leadership position in your market.

Be one of the first to get notified when the 2X Quick Start course is released. Get on the waitlist today! billcaskey.com/quickstart.

Also mentioned in this podcast:

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Stop Being a Sleazy Salesperson

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I know…no one thinks of themselves this way, do we?

Unfortunately, it doesn’t matter how WE see the profession of selling. It matters how our customers see it. And, regrettably, there are quite a few out there who have not gotten past the stereotypical sales person as someone saying anything they can to close the deal.

In this podcast, Bill reviews 3 solutions to this misperception. Before you say, “Hey, I’m not a sleazy salesperson,” listen to this episode!

Be one of the first to get notified when the 2X Quick Start course is released. Going the waitlist today! billcaskey.com/quickstart.
 

Also mentioned in this podcast:

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Episode #444: All The Small Things

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In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale address the never-ending importance of paying attention to the details in how you speak with prospects and clients.

You can build a lot of goodwill throughout the sales process but one false move and you’ll be on the outside looking in.

In this podcast, Bill and Bryan go through some ways that you can start to identify the blind spots that other people see – and you’re missing.

Also mentioned in this podcast:

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Taking Action on Selling a Premium Product – Part 3

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This is part 3 of our 3-part series on “Selling a Premium Product in a Commodity Market.” In this episode, we deal with ACTION.

What ACTION will you take to command a premium product in your world? This was a Facebook Live broadcast on 03/28/17. The prior three episodes dealt with the other sections of this topic, Getting Clear, and Getting Ready.

If you sell a high-priced product, then make sure you are aware of what goes into the process to get your price.

Take the first step of becoming a better salesperson: Go to http://billcaskey.com/pro to get your assessment, “Are You An Amateur Or Are You a Pro?”

 

Also mentioned in this podcast:

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Episode #443: Customer Misperceptions

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Have you ever had a customer that just doesn’t see the value in what you do because they have a misconception of the entire product or category?

This happened to one of our listeners, Mark from UK. He battles this exact thing in his world and needs some advice.

Is your product considered nice to have or need to have?

And is there really such a thing as a need to have?

In this episode of the Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale give their best advice to Mark and his customer misperceptions.

Also mentioned in this podcast:

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How Do I Best Communicate My Premium Value When I Face Headwinds?

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OK, so you don’t like my headline, huh? Well, I did it because in this episode, I address seven questions that I received following our last podcast.

These questions tell me a story about the kinds of issues sales people face when communicating premium value. And I like to think of the resistance we meet as a ‘headwind.’

I trust you’ll listen to this entire episode for it holds lots of lessons for you, whether you have these specific questions or not.

Take the first step of becoming a better salesman: Go to http://billcaskey.com/pro to get your assessment, “Are You An Amateur Or Are You a Pro?”

Also mentioned in this podcast:

[smart_track_player url=”http://traffic.libsyn.com/the2xpodcast/2xP_03.21.17.mp3″ title=”How Do I Best Communicate My Premium Value When I Face Headwinds?” artist=”The 2X Podcast” image=”http://billcaskey.com/wp-content/uploads/2017/02/2XPodcast-SPP.png” color=”#a89432″ background=”#33343a” social_linkedin=”true” social_email=”true” ]

 

Episode #442: My Prospect Won’t Buy

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What to do when you can save the prospect money and they still don’t buy? When the prospect won’t return your calls?

In this episode of the Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale answer a question from a listener on how to better compete against their giant competitors.

They also discuss how to move people to action when you can save them money but they still won’t purchase.

Also mentioned in this podcast:

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How To Sell a Premium Product – Part 2

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This is part 2 of a 3 part series.

In today’s episode of The 2X Podcast we address the elements of “Getting Ready” to enter the market with a Premium Product Solution.

Find How to Sell a Premium Product – Part 1 here.

Here are the topics we cover:

1. Being able to explain your premium value competently.
2. Being skilled at handling the 5 questions you will get from your prospect.
3. Being able to articulate your difference.

Take the first step to becoming a better salesman! Go to: http://billcaskey.com/pro to get your assessment, “Are You An Amateur Or Are You a Pro?”

Also mentioned in this podcast:

[smart_track_player url=”http://traffic.libsyn.com/the2xpodcast/2xP_03.14.17.mp3″ title=”Selling a Premium Product – Part 2″ artist=”The 2X Podcast” image=”http://billcaskey.com/wp-content/uploads/2017/02/2XPodcast-SPP.png” color=”#a89432″ background=”#33343a” social_linkedin=”true” social_email=”true” ]