In this episode, Bryan and Bill address three sales issues from their clients:
- What do you do when the deal is going south?
- What happens when you’ve done everything you’re supposed to do and they STILL aren’t calling you back?
- What do you do when you’re in a rut and need motivation?
Bill and Bryan each have specific clients who’ve had these three very things occur. Listen as they play off of each other when solving them.
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May 20, 2013
Short URL bill caskey, bryan neale, inner game, sales cycle, sales deal going south, sales process, sales scenarios
As sales people today, we must be conscious to ‘think like marketers.’ One way to do that is considering the tribe we are building that will be suspects or prospects for our services in the future. The days of “marketing when we need the business” are over. We had better be top-of-mind when THEY have problems.
Our guest expert today is Srinivas Rao, author of The Small Tribe Strategy. In this podcast, we ask him how he would go about building the tribe of prospects if he were in sales today.
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May 13, 2013
Short URL bill caskey, bryan neale, marketing podcast, marketing strategy, Srinivas Rao, the small tribe strategy
As trainers and coaches, when Bill or Bryan move into a new business they are on the lookout for whether this is a growing organization or stagnant one. In many ways, this informs and shapes how and what they teach as they begin training.
And so in this episode they lay out a handful of indicators that tell them whether the organization is growing or merely existing.
This podcast would be very beneficial for sales managers and leaders.
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April 8, 2013
Short URL sales leadership, sales management
We have a LinkedIn group member guest this week, Ali El Jishi from Dubai. He is in the IT Placement business and he asks a question that is familiar to us: We have a huge account in Brazil, where the purchasing lady has developed an allergy to us that we can not seem to heal. Can you please help?
In Ali’s description of the circumstance, a few things come out that he should have done – and that you can learn from – if / when this happens to you. It is suggested that over 40% of your database changes every year. So, that means that buyers and decision makers change as well. When that occurs, do you have a strategy to handle it?
Bryan is out this week (on Spring Break…or at least his kids are). He’ll return next week.
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March 25, 2013
Short URL client disappears, decision maker, decision maker changes, prospect doesn't like you, sales coaching, sales coaching call
Is that really possible? Think ‘negatively’? Yep, that’s what we’re saying.
In this episode, we share a module that Bryan recently taught at a client where they prepared for the ‘worst case scenario’ in the sales process. Each tip Bill and Bryan give have both a market application (outer game) and a mindset application (inner game).
They provide insightful tips for the following sales scenarios:
- How to handle a deal that has become stuck or stalled
- How to handle price resistance
Some of this topic comes from Bob Knight’s new book, The Power of Negative Thinking – An Unconventional Approach to Achieving Positive Results.
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March 18, 2013
Short URL bill caskey, bob knight, bryan neale, email example for prospect gone cold, email it, email template for sales scenario, inner game, price resistance, prospect goes cold, prospect resistance, sales podcast, sales resistance, stalled deal, stalled sales deal, the power of negative thinking
In our podcasts, we’ve talked at length about The Inner Game and how vital it is for you to get your “mind right” if you are to excel in your sales profession. We talk about it in the context of:
- how you talk to customers,
- how you talk economics, and
- the types of questions you ask.
In this episode, Bill Caskey interviews Josh Matthews-Morgan who has written a book (partly inspired by this very podcast!) called Deliver. It takes the idea of high performance and uses athletic stories and examples to hit home the point that your success begins in your mind.
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March 11, 2013
Short URL bill caskey, expert interview, josh matthews-morgan, sale mentality, sales behavior, sales interview, the advanced selling podcast
We’re forever talking about how to motivate your prospect – to buy – to change – to do what you think they should do. But, what about YOUR motivation? That’s important, too. In this episode, Bill and Bryan address some ways you can inspire yourself when you hit the skids.
Plus, Brooke Green joins us and answers a LinkedIn question: What should be your main aim at a first sales meeting with a prospect? It’s a new series where we use questions generated by the LinkedIn Advanced Selling Podcast Group.
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March 4, 2013
Short URL bill caskey, brooke green, bryan neale, sales motivation
It’s one of the most common sayings about sales – always be closing. Common, yes. But it’s wrong.
In this episode, Bill and Bryan deal with the idea of taking out that prevailing wisdom of always closing. And, in it’s place, put in some other rules that fill the void. And the next time you go to sales training and the trainer gives voice to that worn out phrase, “always be closing”, you’ll have some new frameworks to teach them.
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February 25, 2013
Short URL always be closing, bill caskey, bryan neale, prospecting
Tons of books have been written about work-at-home habits, but in today’s episode, we’ll deal with them from the sales standpoint.
Some listeners might be a permanent work-at-home fixture. Others might work from there temporarily. Regardless, it can be your MOST productive place OR you worst nightmare.
Hear what Bill and Bryan have to say about the pluses and minuses.
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February 18, 2013
Short URL bill caskey, bryan neale, sales from home, sales podcast, working from home
In this episode, Bill and Bryan talk about how to tell your story so people see your distinction.
There’s a lot written today about the use of the resume, or the bio or the story in your messaging. We believe it’s vital that you have your story down cold – and this podcast gives you a checklist to make sure you do.
Also mentioned in this podcast:
- Connect with Bill Caskey and Bryan Neale on Twitter!
- Have a burning question you want to ask us? Put it in an email and send to listener@advancedsellingpodcast.com. if it’s good, we’ll use it on the podcast. If it’s REALLY good, we may have you on the show to coach you live.
- Join the Advanced Selling Podcast Linkedin Group!
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February 11, 2013
Short URL bill caskey, bryan neale, elevator speech, messaging, sales message, sales podcast, story telling, telling your story
