In this episode, Bryan and Bill dissect a deal from an actual client phone call. The issue is what do you do in the 11th hour of a deal when everything that you thought was true—was untrue? You’ll hear both hosts weigh in on the situation, then hear the advice that Bill actually gave.
Archive for July, 2009
What to do When the Wheels Fall Off the Deal
July 30th, 2009
When Your Solution Isn’t Quite Right
July 23rd, 2009This week on the Advanced Selling Podcast, Bill and Bryan talk about the ethical consideration that keeps you from moving forward. What to do? What to do? Intent (a core principle on the ASP) comes to the forefront in this discussion. You are invited to weigh in by emailing Bill and Bryan at listener@advancedsellingpodcast.com.
Protected: Round 2: Abundant Self
July 18th, 2009There is no excerpt because this is a protected post.
How Do You Handle Pressure by Your Manager?
July 16th, 2009This is not a new topic for us at ASP, but we did have another letter from a listener whose manager asked her to “stop selling small stuff and start selling big stuff.” Our advice may surprise you—and it may be useful to you if you find yourself in the pressure cooker that is today’s [...]
How a Podcast Listener Landed a Big Deal
July 9th, 2009This is a special treat this week because we have a client who just landed a large deal with a new customer. And much of what he used he learned right here at The Advanced Selling Podcast. In this episode, Jeff spends 15 minutes telling you exactly what sales strategies and tactics he used and [...]
Are Your Clients Really Loyal?
July 2nd, 2009In Bryan Neale’s absence this week, I enlisted Phil Bounsall of Walker Information to talk about the issue of client loyalty. As sales professionals, a loyal client is a referring client. And since most of us count on referrals to grow our business, keeping your eye on loyalty is a MUST DO. Phil has excellent [...]
Protected: External Phone Call 1-14-10
July 1st, 2009There is no excerpt because this is a protected post.
