Tag Archive for: selling

Episode #403: Mid-Year Prospecting Checklist

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advancedsellinpodcastgraphicbootAre you feeling a mid-year sales slump?

Are you looking for ways to modify your prospecting techniques for Q3-Q4?

In this episode, veteran sales trainers Bill Caskey and Bryan Neale give you an assessment to grade your prospecting behaviors in the first half of the year.

Are you using a true referral system to generate leads? Do you employ behavioral KPI’s (and stick to them)?

In today’s episode of The Advanced Selling Podcast, you will learn the elements of healthy prospecting strategies and give yourself a mid-year grade.  If you’re in the market to up your game for the second half of the year, don’t miss this episode.

Be sure to download the Mid Year Prospecting Checklist!

Also mentioned in this podcast:

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Episode #355: Inside the Training Room

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advancedsellinpodcastgraphicbootHave you wondered what it would like to be a fly on the wall at The Advanced Selling Podcast?

Veteran sales trainers Bill Caskey and Bryan Neale invite you in today as they blindly test each other on real sales strategy issues they’re working on with their clients.

You’ll hear Bill’s philosophy on negotiating price at the end of the deal and their discussion about the pros and cons of discounting. Bryan explores the rare and valuable skills every salesperson should have.

In this episode of The Advanced Selling Podcast, you’ll hear real scenarios from the training room with Bill and Bryan. Tune in to learn what it’s like to be in their classroom.

Also mentioned in this podcast:

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#354: Mailbag Monday – Competitive Selling Edition

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advancedsellinpodcastgraphicbootIt’s another Mailbag Monday edition of The Advanced Selling Podcast. Veteran sales trainers Bill Caskey and Bryan Neale take a question from Matt, the owner of an IT company in Fort Wayne, IN.

Matt is looking for strategies to encourage customer loyalty and ways differentiate himself in the crowded technology marketplace. Do you have competitors nipping at your existing clients? Do you wake up in the middle of the night concerned about maintaining market share?

In today’s episode of The Advanced Selling Podcast, Bill and Bryan help you deal with competitors who offer similar services. They will show you how to identify if you’re making decisions for your customer or for your competitor and if you are really clear on what you want in a customer relationship. Learn to use competition to your advantage by stamping your personality onto what you sell.

Also mentioned in this podcast:

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Selling Yourself

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On this week’s audio blog, I’m going to challenge to do something different. I want you to spend some time selling yourself to yourself. Do you believe in your personal value? Do you believe in the product you are selling? If you don’t, it will come across to your prospects.
 

Want to Make More Money? Bring More Value!

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Jim Rohn said it decades ago but it still rings true, if you want more money, bring more value! In this audio clip, Bill lays out a way for you to make more money by becoming move valuable to those who pay you. Your income is a by-product of that, but unless you get your arms wrapped tightly around that concept, you and I might be fighting a losing battle. At your next sales meeting, play this clip and spend 20 minutes discussing it.

When Presenting, You’ll Crush It With These Three I’s

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Whether you’re running a sales meeting, a prospecting meeting, or just presenting to a group, Bill gives you some very simple but powerful advice to keep you on track. He calls it “The Three I’s.”

Agenda Setting

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“You’ll either be part of your own plan or part of someone else’s plan.”

There is very little Agenda making going on, yet it is one of the most important parts of the Sales Process. An Agenda should include what you would like to accomplish as well as what the prospect would like to accomplish. Make place on your agenda for their agenda.

Making An Acquaintance

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It seems like making another’s acquaintance is the ultimate in the beginning of the lead generation process. We can get really wrapped up in social media, LinkedIn, and all the other clever technologies but how does one make an acquaintance?
 
That is the question I’ll deal with in today’s audio tip.

Always Begin Your Sales Meetings With This

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I’ve been in three sales meetings in the last month where this very simple approach wasn’t used – and it caused the meeting to be ‘less than’ what it could have been. When you hear what it is, you’ll be shocked that not everyone does this. But even if you do it, I give you a couple of other ideas on how to make it even better!