Tag Archive for: sales

#433: Communicating Change to a Client

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advancedsellinpodcastgraphicbootIt seems like most of our show topics are devoted to prospecting and selling, however there is an important part to account and relationship management, and that is how to deliver transitional news to your client.

This could be in the form of a price increase, a change in ordering structure, or something more significant like the buyout of your company. There is no news that’s too small to at least pay attention to how you communicate it.

In this episode of The Advanced Selling Podcast, Bill and Bryan give you some tips on how to do just that.

Also mentioned in this podcast:

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Episode #432: Feelings, Nothing More Than Feelings

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advancedsellinpodcastgraphicbootDo you ever feel anxious, nervous or scared in sales?

In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale address a coaching client who feels overwhelmed in her new position in sales. As they talked, they decided that sales people have feelings everyday – and, sometimes they aren’t particularly helpful.

In this episode of The Advanced Selling Podcast, Bill and Bryan give you some tips on how to deal with those ‘negative feelings’ in the profession. They’ll tell you what the pros do wth the feelings that arise and what you can do WHEN those feelings come up.

Touchy feely? Yes. But feelings must NEVER be ignored – they should be acted upon!

Also mentioned in this podcast:

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Can a checklist save your life?

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This is the final in a series of seven articles on how to change the dynamic between you and your buyer and the need for NEW RULES in your selling process. In today’s article, we’ll look at the “Dynamic of Checklist Thinking, a super-strategy to execute the sales process.”  Does the name Atul Gawande ring a […]

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Episode #430: December Action Plan

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advancedsellinpodcastgraphicbootIn this episode, veteran sales trainers Bill Caskey and Bryan Neale discuss the most important things you can do in the next 10 days to finish up this year and start next year properly.

Do you feel stressed out during the holidays?

Feeling like time has run out?

There is still time to get things done before the end of the year. It’s a great time to think how you will jumpstart 2017. And, on this week’s Advanced Selling Podcast, Bill and Bryan will give you some precise ideas on how you can do that.

Also mentioned in this podcast:

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What an Economist Can Teach Us About Selling

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This is the sixth in a series of seven articles outlining the need for NEW RULES in your selling efforts. In this article, we’ll look at the Dynamic of The Unseen.

Sounds a bit mysterious, doesn’t it? Well, it is.

In 1946, Henry Hazlitt wrote a book called “Economics in One Lesson.” (click here to learn more). I suggest you read it if you’re interested in public policy or in human behavior.

Hazlitt’s premise was that economists seldom look at the long term consequence of a government action. For example, if the government spends $1 trillion on make-work programs, it all sounds great on the surface. People go to work. Everyone’s happy. Or, are they? Read more

Episode #429: Your Brand = Your Reputation

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Do you think “branding” as a salesperson is all about your company’s logo or your social media accounts?

In this episode, veteran sales trainers Bill Caskey and Bryan Neale talk to branding expert Tyler Borders to learn more about why brand matters so much in sales.

Do you know how you and your company want to be perceived by your prospects?

Have you ever asked the people who know you best how they describe your brand?

In today’s episode of The Advanced Selling Podcast, Bill and Bryan dissect Tyler’s branding philosophy to give you a different way to think about building a brand of your own. Hint: It’s not just about what you say on your LinkedIn profile.

Also mentioned in this podcast:

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Episode #428: How To Declutter Your Sales Life

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advancedsellinpodcastgraphicbootAre you feeling the year-end overwhelm?

Does your sales life feel crowded, chaotic or unintentional?

In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale give you strategies to de-clutter and re-focus for 2017.

Are you cold calling just because you think you’re supposed to? Are you aimlessly prospecting without a true strategy behind it?

In this episode of The Advanced Selling Podcast, Bill and Bryan share best practices and advice to help you engage in the best ways possible as you move into the new year.

Also mentioned in this podcast:

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Why Aren’t You Using Your HUGE Market Advantage?

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This is the fourth in a series of seven articles outlining the need for NEW RULES in your selling efforts. In today’s article, we’ll look at the “Dynamic of Process.”

Sales Process: No one term has commanded the attention of so many, yet been implemented by so few.

Every CEO I know talks about ‘sales process,’ but few implement any true strategy. When I go into their companies and ask about their process, my question is answered with dead silence.

Why the silence? Few companies will admit to having a good, psychologically sound sales process. And those sales teams that do have a decent one rarely use it.

Why is that?

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Episode #427: Using Promotional Products in Sales

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August Wittenberg
 
Promotional products aren’t just cheap toys or plastic desk accessories… they can also be part of your sales strategy.

In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale talk to promotional products expert August Wittenberg about tools you can use to get noticed and get in the door with your prospects.

Do you know what’s relevant to your recipients and their industries?

Are you using terminology to communicate with them that you know “speaks their language?”

In this episode of The Advanced Selling Podcast, you will learn how to use promotional products to increase your close rates and calculate your ROI. And don’t miss August sharing the biggest mistakes salespeople use when trying to use promotional products… he lets you in on a few secrets.

Also mentioned in this podcast:

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