Episode #291: Saying “No” To A Prospect

Posted on by Bill Caskey in Advanced Selling Podcast, Mailbag, Presentation Skills, Prospecting | Leave a comment

advancedsellinpodcastgraphicbootWe spend a lot of time talking about getting a “no” from a prospect. What do you do when it flips? How do you say “no” to a prospect? In this episode of the Advanced Selling Podcast, Bill and Bryan discuss some of the fears we have when it comes to saying “no.” From there they cover the words and phrasing needed to say “no” and still be helpful and resourceful for your prospect. Veteran Sales trainers Bill Caskey and Bryan Neale offer the insights and tools needed to keep your prospect relationship intact. Whether you are dealing with a new prospect or a former/current client, you’ll want to keep the opportunity in perspective.

Episode #290: Best Sales Presentations

Posted on by Bill Caskey in Advanced Selling Podcast, Mailbag, Presentation Skills, Prospecting | Leave a comment

advancedsellinpodcastgraphicbootBad sales presentations are the worst. Don’t ruin your chances of sales success with a lousy presentation. Veteran Sales trainers Bill Caskey and Bryan Neale will give you the tools you need to deliver the best sales presentations every single time.  Whether you are just starting to make sales presentations or you’ve been doing this for a long time, these insights can amplify your influence. In this episode of the Advanced Selling Podcast, Bill and Bryan share mental and tactical best practices they’ve used to win with their audience time after time.

Episode #289: Important Sales Questions

Posted on by Bill Caskey in Advanced Selling Podcast, Mailbag, Presentation Skills | Leave a comment

advancedsellinpodcastgraphicbootWhat are the most critical actions required for a successful sales call? Veteran Sales trainers Bill Caskey and Bryan Neale break down the typical sales call and create a framework for achieving success when speaking with a prospect. While there are hundreds of questions you can ask a prospect and many statements you can make about your company, there are only a handful that actually matter. In this episode of the Advanced Selling Podcast, Bill and Bryan reveal three questions and three statements that absolutely must be included in every successful sales call.

Episode #288: Generating Client Meetings

Posted on by Bill Caskey in Advanced Selling Podcast, Mailbag, Presentation Skills | Leave a comment

advancedsellinpodcastgraphicbootHow do you book a meeting when a client or prospect isn’t ready to buy? In this episode of the Advanced Selling Podcast, Bill and Bryan share some clever ideas to generate interest today. Whether you want to book the meeting today or want a way to stay in touch, you’ll have insights into methods that can turn a “no thanks” into something better. Veteran Sales trainers Bill Caskey and Bryan Neale will help you position your language and expertise to become a valuable asset to your clients.

Episode #287: Sales Training On Your Own

Posted on by Bill Caskey in Advanced Selling Podcast, Mailbag, Success | Leave a comment

advancedsellinpodcastgraphicbootHow do you grow and develop as a sales professional when you don’t have the internal support? Veteran Sales trainers Bill Caskey and Bryan Neale guide you through a process for creating your own sales training plan. When you find yourself in a situation where you don’t report directly to a sales manager, your company doesn’t invest in sales training or you are worried you might plateau in your career, following these suggestions can make a huge difference. In this episode of the Advanced Selling Podcast, Bill and Bryan give you the power to put your sales success into your own hands.

Episode #286: Sales Approach Problems

Posted on by Bill Caskey in Advanced Selling Podcast, Mailbag, Prospecting, Success | Leave a comment

advancedsellinpodcastgraphicbootWhat do you do when someone you have to work with has a totally different approach to sales? In this episode of the Advanced Selling Podcast, Bill and Bryan share advice on dealing with colleagues, managers or partners who don’t share the same sales philosophy. How do you prevent someone from sabotaging your sales call and how do you remedy the situation when it happens? Veteran Sales trainers Bill Caskey and Bryan Neale outline the steps you can take to establish the sales plan prior to a meeting. They also provide a super simple question you can ask a prospect if the sales meeting didn’t go as planned.

Episode #285: Providing Sales References

Posted on by Bill Caskey in Advanced Selling Podcast, Mailbag, Prospecting, Success | Leave a comment

advancedsellinpodcastgraphicbootWhat do you do when someone asks for customer references? Whether you have a ton of satisfied customers or are just getting started, your answer can make a big impact. Veteran Sales trainers Bill Caskey and Bryan Neale provide a framework for making your referrals consistent and authentic. Your strategy in how you respond is critical. In this episode of the Advanced Selling Podcast, Bill and Bryan also share the ways you can handle references when you only have a few or none at all. Regardless of your situation you’ll find common sense in their suggestions.

Episode #284: Selling Value to Prospects

Posted on by Bill Caskey in Advanced Selling Podcast, Mailbag, Prospecting, Success | Leave a comment

advancedsellinpodcastgraphicbootYour customers know why you are valuable. How do you get prospects to see your value before they buy? In this episode of the Advanced Selling Podcast, Bill and Bryan share tips and ideas for communicating your value to prospects. It’s not just about selling to the pain, it’s about telling a prospect why their experience will be better with you. Veteran Sales trainers Bill Caskey and Bryan Neale provide strategies for telling your story and pointing out what makes you unique. It’s about giving prospects the full picture and helping them understand what they can expect. Do that and you’ll win in even the most competitive of markets.

Episode #283: Selling in a Competitive Market

Posted on by Bill Caskey in Advanced Selling Podcast, Mailbag, Success | Leave a comment

advancedsellinpodcastgraphicbootHow do you find success or add value in a highly competitive market? Veteran Sales trainers Bill Caskey and Bryan Neale reach into their mailbag to answer one of their most common questions. It’s all about adding extra value and expanding your advantage. In this episode of the Advanced Selling Podcast, Bill and Bryan encourage listeners not to rely on their marketing teams for talking points or give into the idea that there’s no hope in their market. Finding the answers and solutions can be easier than you think.

Also mentioned in this podcast:

Podcast: Subscribe in iTunes | Play in new window | Download

Episode #282: Making Sales Training Stick

Posted on by Bill Caskey in Advanced Selling Podcast, Productivity, Success | Leave a comment

advancedsellinpodcastgraphicbootHow do you take your sales training and do something with it? It seems like an easy question, but our clients struggle with it from time to time. In this episode of the Advanced Selling Podcast, Bill and Bryan deliver some tips for overcoming the mental blocks that keep you from executing your sales training. They’ll share ideas for owning and documenting your sales process. Veteran Sales trainers Bill Caskey and Bryan Neale encourage you to use a step-by-step approach and evaluation to make your training stick and reinforce your actions by teaching others and reviewing your performance.

Also mentioned in this podcast:

Podcast: Subscribe in iTunes | Play in new window | Download

1 2 3 4 5 ... 25 26   Next »

Ready To Take The Next Step?

We would love to hear about your event! Please fill out this form and we will get in touch with you shortly.
1 About You
2 About Your Company
3 About Your Event
×

false