Tag Archive for: sales

#352: Cardone Zone comes to The Advanced Selling Podcast

/in , , /by

Grant Cardone

How can we have people buy from us when they don’t even know we exist? Veteran sales trainers Bill Caskey and Bryan Neale go to the source today for the answer to that question (and many others). Grant Cardone, author of The 10X Zone, If You’re Not First, You’re Last and Sell or Be Sold, is the epitome of hustle and an expert salesman.

Do you want to know Grant’s secrets for success?

Are you curious why Grant believes salespeople are needed now more than ever?

In today’s episode of The Advanced Selling Podcast, Bryan and Grant dive deep into why salespeople have a unique opportunity in the new era of digital selling. Learn from the best of the best— hear a few stories, have a lot of laughs and get re-engergized about your career in sales from this thought leader and legendary salesman.

Also mentioned in this podcast:

[smart_track_player url=”http://traffic.libsyn.com/billcaskey01/16-01-18-GrantCardone.mp3″ title=”#352: Cardone Zone comes to The Advanced Selling Podcast” artist=”The Advanced Selling Podcast” social=”true” social_twitter=”true” social_facebook=”true” social_linkedin=”true” social_email=”true” ]

Income Inequality In Sales. Where Is The Justice?

/3 Comments/in , /by

Can you imagine this happening in your sales department?

John (a struggling veteran sales person) walks into Bob’s office (sales manager) and makes this declaration:

“Bob, I don’t think the income distribution in this company is fair. I’ve been here 5 years and yet I make only 70% of what Mary makes. She has a better territory. She has more support from the company. Her customers buy more. And they buy more often. Her customers aren’t nearly as price sensitive as mine are so her profit number is higher. She doesn’t make nearly as many presentations as I do and even though her closing percentage is higher, I feel like I should be compensated on my huge number of quotes. I’ve been hearing lots in the zeitgeist about income equality and it occurred to me that we have a problem in this area.“

“So, I would like you to redistribute the income a little more fairly in our sales team. And if you can’t do it, then I’ll have to leave.” Read more

My Ultra-Weird Goal That Needs To Be Made Public

/7 Comments/in /by

Last month, I turned 59 years old.

Goals-Setting

As I was shooting in the gym that day, I saw a few teens at the other end of the court (basketball) trying to dunk. They were close but not quite there. It reminded me when I was that age, where I couldn’t quite get my hands high enough on the rim to dunk.

Eventually, I nailed it. But haven’t thrown one down in over 30 years.

It got me thinking about my current vertical leap. A quick test – an abysmal 12.  (You know where I’m going with this don’t you?) Read more

Why Do You Do The Work You Do?

/2 Comments/in , /by

In my training and coaching practice, I have frequent occasions to question new clients as they’re on-boarded into my program.
When-you-help-someone-connect-what

A question that I always ask – and am never quite satisfied with the answer – is “Why do you do what you do?” Read more

LinkedIn Group Question and Answer

/in /by

The Advanced Selling Podcast with Bill Caskey and Bryan Neale

In today’s episode of the Advanced Selling Podcast Bill Caskey and Bryan Neale answer some questions sent in by members of the Advanced Selling Podcast LinkedIn Group. The two important questions answered were first off, “why are certain Challengers more likely to be the top sales people and are they the future of new business?” The other question is “do you need to have another reason to call your client or is it okay to just check in?”

Make sure to join the Advanced Selling Podcast Linkedin Group and post your questions today. We would love to hear from you.

Also mentioned in this podcast:

  • We’re mobile! Get the podcast app in the iTunes store. Search “Advanced Selling” for the free download. App listeners will get something a little extra each week.
  • Interested in what your fellow podcast listeners have to say? Join our LinkedIn group and find out.

Download This Podcast

Hot Tip Thursday Episode #2 – Calendar End Dates

/in /by

Hot Tip Thursday Episode #1In the second episode of Hot Tip Thursday, Bryan Neale tells how to make your deals run smoother by using Calendar End Dates. Don’t miss this episode or the next, free of charge to all users.

 

 

Please Download the Advanced Selling Podcast App to continue receiving Hot Tip Thursday and other Exclusive content FREE of Charge. Available on iPhone and Android.

Hot Tip Thursday Episode #1 – How To Close A Sales Call

/in /by

Hot Tip Thursday Episode #1In the first episode of Hot Tip Thursday, Bill Caskey teaches a couple ways to close a Sales Call and ask the right questions before ending the conversation. Don’t miss this episode or the next, free of charge to all users.

 

 

Please Download the Advanced Selling Podcast App to continue receiving Hot Tip Thursday and other Exclusive content FREE of Charge. Available on iPhone and Android.

Prospect Pains

/in /by

What kinds of pains/problems do you help people solve? Do you have a list of those? No? Shame on you.

How can you be a problem solver if you don’t even have a menu of the kind of problems you fix?

Start that list today.

3 Tips On Selling A Premium Product in a Commodity Market

/in , , , , /by

A few years ago, I did a Webinar called “How to Sell A Premium Product in a Commodity Market.” It was one of our best attended webinars we’ve ever done.

Lots of interest in the topic – and I believe I know why.

In this article, I want to update some of the content and give you a couple more ideas.  I picked this topic because it is an ongoing area of concern for sales people – how to sell a premium product into a market that sees price as THE main driver.

Why it’s so tough.

Think about it. We live in a “price leads” society. Advertisers have led us on a race to the bottom by the constant drumbeat of, “Lowest Prices In The Industry!” Or, “We’ll Beat ANY Price!” I know you’ll say, “But I’m not in the retail game.” No, you aren’t. But do you see the attitude that they’ve placed in the minds of buyers?

So the context is that even though your buyer might not jump to “What’s your price?” they certainly have it on their radar.

Here are four notions that I suggest you consider as you extract yourself form the “commodity dungeon” where the only important issue is price:

1. Position Your Self Properly.

Interesting thing about positioning is that it’s not just about what you say – it’s about how you say it. Sales people spend so much time concerned with the “what” and ignore the “how.”

And that’s wrong.

Regardless of your word choice (you’ll have to decide that), the essence of your message should be centered around ‘the types of problems that you solve.’ That’s right – no enthusiastic sales pitches about how great you are – or how smart your team is. None of that.

Frame your ‘premium value’ around the pains and problems that prospects face. Some of those problems they know they have. Some they’re oblivious to. But either way, begin the conversation there.

Be a problem solver not a product seller. There is a trap waiting for you. The prospect sets it and you fall right into it. It happens when the prospect shows interest and you default to “the pitch.”

Instead, when your prospect shows interest in the types of problems you solve, refrain from pitching the product and spend more time diagnosing what that problem means to him. This one thing can do more to change your position (in the prospect’s mind) and help them see that your premium fee is worth it.

Read more