Tag Archive for: selling

Episode #475: Does Your Story Really Compel Anybody?

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On this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale discuss the building, or rebuilding, of your company story.

Bill and Bryan walk through a three-part framework that will help you get clear about how to communicate your company story to your constituents.

If you’re interested in having them coach you on your story, send an email to listener@advancedsellingpodcast.com and in the subject line put Message Makeover.

They’ll select a handful of people to do a live coaching session to help you get clear on your message.

Also mentioned in this podcast:

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Episode #474: Client wants to go out for a bid?

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In this episode of the Advanced Selling Podcast, Bill Caskey and Bryan Neale relate stories from their client base about this very issue, what do you do when a longtime buyer feels compelled to interview other vendors?

As Bill and Bryan have done in the past, they break this topic down into prevention and remedy:

Prevention is what can you do to prevent this from happening again, and the guys give ten points of learning around that. Remedy is what do you do about it if somebody just, “Serves you the papers.” They’ve got a couple of thoughts on that as well.

We’d love to hear your feedback on this topic by going to the Facebook fan page and sharing your thoughts!

Also mentioned in this podcast:

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Episode #455: How To Get Appointments The Right Way

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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:

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Episode #454: When Your Prospect Won’t Call You Back – REMASTERED

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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:

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Episode #453: “I’ll Just Take The Brochure”

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In this episode, veteran sales trainers Bill Caskey and Bryan Neale take a CoVideo Mailbag questions from Brian in Colorado. Brian’s question is about how to handle the dreaded, “I’ll just take a brochure, and call you back” objection when he thought he was about to close the appointment.

Do you ever feel like your prospect is not taking action when you know they are ready?

Bill and Bryan turn the mirror back on Brian and question his mindset and how he is approaching the deal.

Also mentioned in this podcast:

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Episode #452: How Beliefs Affect Outcomes

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In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale address the issues of beliefs and how we arrived at them.

The guys feel strongly that if you want to change your results long term or your actions short term, you really need to address the beliefs you have about selling, your value and yourself.

They give you seven examples that they hope you will write down and assess yourself with.

Also mentioned in this podcast:

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Episode #451: Self Evaluate Like a Pro

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In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale bring a lesson from professional athletes and how they look at and evaluate their performance.

Bill and Bryan go through eight different areas that you can begin to assess your performance in the sales process.

“That which is measured gets improved.” 

Also mentioned in this podcast:

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Episode #450: What To Do When Everything Stops Working

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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.

Also mentioned in this podcast:

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Episode #449: Too Many Prospects, Not Enough Time

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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.

Also mentioned in this podcast:

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