Often, we get so myopic in our view of our customer relationships, we totally miss added value we can bring to that relationship. Bryan talks about a sales deal where his client took a different approach–and created a long term partner. PLUS, that client avoided the ‘commodity element’ of most traditional customers where they put [...]
Archive for the ‘Advanced Selling Podcast’ Category
How To Talk ‘Money’ In The Sales Process
January 23rd, 2012In this episode, Bill and Bryan address the ever-emotional topic of money. Many facets to money like: Cost of problem Money in customer budget Money they’re willing to spend to change Your belief in your own value They have addressed this recently in the area of “positioning.” How you are positioned will determine the fees [...]
The Secret of Networking and Tradeshow Success
January 16th, 2012In this episode, Bill and Brian discussed the secrets of tradeshow selling since this is the trade show season coming up But whether you participate in tradeshows or not this episode will help you become a better networker. The same skills apply. ******* Also mentioned in this podcast: Email It! A Seller’s Guide To Emails [...]
A New Year’s Wish For Sales People
January 2nd, 2012Since we missed the Christmas episode, we thought we’d begin the year by making a few wishes for our fellow sales professionals. Our listeners seem to be dialed in to new skills and approaches. Therefore, we thought we’d hit you with a few advanced suggestions to help you make 2012 a Crushingly Big Year. As [...]
How One Listener Grew Her Business…
December 19th, 2011We decided to interview one of our Linkedin group members today, Rachael Lyman. She has taken much of what we talk about on the podcast and actually implemented it in her selling cycle. In this episode, she gives some advice on how to be more effective in prospecting mode. Also mentioned in [...]
A Psycho-Therapist Addresses Sales Self-Esteem
December 12th, 2011Our guest for this episode is a friend of the firm, Terry Daniel, who has a vast background in psychotherapy and specializes his work around personal growth and learning. Terry introduces our listeners to some rather deep subject matter, including a discussion around self-esteem, the comfort zones we’re all in and a tip on how [...]
The Six Concepts We Teach That You Should Know
December 5th, 2011In this episode Bill and Bryan talk about their favorite things, no not software or organizers or websites but content. They go through things that they teach their clients that they find are the most useful and helpful to them and I think you will learn a lot from these six concepts that have worked [...]
Do You Have Meaningful Conversations With Your Prospects?
November 28th, 2011In this episode Bill and Bryan address a rarely discussed concept – Meaningful Conversations. We all think we have them with people but upon further reflection they may not be as meaningful as we hoped. Bill and Bryan give you some tips on how to think about the kinds of conversations you are having with [...]
Improve The Value You Bring To Existing Clients
November 21st, 2011In this episode, Bill and Bryan will continue to entertain you (at least that’s what they think they’re doing) with a discussion on a very practical topic: how do you sell more to existing clients? ‘Closing and running’ is not a good long term growth strategy–yet we all do it. We can use the excuse [...]
The Keys To Great Questioning
November 14th, 2011In this episode, Bill and Bryan do an “in the room” sales training where it becomes a stream of consciousness training from their experiences in the field. They address topics such as: What questions should I ask when asking for prospect revelation? How to refrain from the attitude of ‘how do I get someone to [...]
