The Advanced Selling Podcast » Advanced Selling Podcast

How To Expand Your Value

Jill Vanarsdall — Mon, 30 Jan 2012 13:10:06 +0000

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 pressure on you for reduced price.

**If you’re a sales manager, this is a great topic for your next sales meeting.

Also mentioned in this podcast:

Join the discussion about this podcast on Linkedin
20 Rules For Modern Selling eBook (download here)
The Painful Truth About Uninspiring Leaders-How Leadership Deficits Lead to Employee Disengagement eBook (download here)
Sign up for the CaskeyONE newsletter and receive the bonus video “How To Create Prospect Urgency“

How To Talk ‘Money’ In The Sales Process

Jill Vanarsdall — Mon, 23 Jan 2012 13:30:46 +0000

In 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 you command.

Also mentioned in this podcast:

The Secret of Networking and Tradeshow Success

Jill Vanarsdall — Mon, 16 Jan 2012 13:10:53 +0000

In 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.

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Also mentioned in this podcast:

Email It! A Seller’s Guide To Emails That Work with 20 Pre-Written, Ready-To-Use Emails
Join the Advanced Selling Podcast Linkedin Group
CaskeyONE – An Online Magazine with blog articles, videos, podcasts, and free eBooks

A New Year’s Wish For Sales People

Jill Vanarsdall — Mon, 02 Jan 2012 17:41:34 +0000

Since 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 pieces, none of these sound like much. But if you can string them together this year, high income awaits.

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Also mentioned in this podcast:

Join our Linkedin Group!
Download the free eBook20 Rules for Modern Selling.
Want more Bill and Bryan in your life? Take a look at their newest online sales magazine with videos, podcasts and articles for sales and leadership strategy.

How One Listener Grew Her Business…

Jill Vanarsdall — Mon, 19 Dec 2011 13:30:25 +0000

We 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 this podcast (plus other things we think you should know):

Connect with Rachael on Linkedin (click here)
Learn more about the Denver Metro Chamber of Commerce (click here)
Download the eBook – Email It! A Seller’s Guide to Emails That Work with 20 Pre-Written, Ready-To-Use Emails
Join the Advanced Selling Podcast Linkedin Group (click here)
Check out our newest site – CaskeyONE! Your single source for sales and leadership strategy.
Take a look at our 2012 FREE eBooks 20 Rules For Modern Selling (click here) and The Truth About The Unspiring Leader (click here)

A Psycho-Therapist Addresses Sales Self-Esteem

Jill Vanarsdall — Mon, 12 Dec 2011 15:39:05 +0000

Our 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 to know what to work on in your life.

Our work with sales teams and sales people always revolves around the mental perspective that we have. That mental stance influences our actions and our results.

As we head into 2012, we all should look in the mirror and do what Terry recommends… We’ll all grow enormously from it.

Also mentioned in this podcast:

Terry Daniel quotes the book No Time for Tact: 365 Days of the Wit, Words, and Wisdom of Larry Winget by Larry Winget
The new release of CaskeyONE.com! Your single source for sales and leadership strategy. Sign up for the newsletter at www.caskeyone.com and receive the newest reports, whitepapers, articles, videos and podcasts.
Watch Whiteboard Wednesday – A New Sales Web TV Show hosted by Brooke Green

The Six Concepts We Teach That You Should Know

Jill Vanarsdall — Mon, 05 Dec 2011 14:30:18 +0000

In 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 wonders for their clients.

Also mentioned in the podcast:

Join our Linkedin Group and connect with other listeners at http://www.linkedin.com/groups/Advanced-Selling-Podcast-3831772
Connect with Bill: http://www.linkedin.com/in/billcaskey
Connect with Bryan: http://www.linkedin.com/in/bryanneale
Have a question that you want Bill or Bryan to answer in an upcoming podcast? Ask them at http://www.advancedsellingpodcast.com/ask-bill-bryan/

Do You Have Meaningful Conversations With Your Prospects?

Jill Vanarsdall — Mon, 28 Nov 2011 13:00:17 +0000

In 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 prospects and clients and a mini checklist to see if they are really as meaningful as they could be.

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Also mentioned in the podcast…

Have a burning question for Bill and Bryan? Send them an email at Listener@AdvancedSellingPodcast.com.

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Improve The Value You Bring To Existing Clients

Jill Vanarsdall — Mon, 21 Nov 2011 14:01:40 +0000

In 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 that “It’s just not my personality to stick around and build the relationship.” Well, maybe not. But it should be. This episode is full of ideas and tactics on exactly how to do that. Work smart. Not hard.

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Also mentioned in this Podcast:

Ask Bill and Bryan a question at Listener@advancedsellingpodcast.com.
Join the Advanced Selling Podcast Linkedin Group at http://www.linkedin.com/groups/Advanced-Selling-Podcast-3831772.
For more information on Email It – A Seller’s Guide to Emails That Work, visit: http://emailitsellersguide.com/.

The Keys To Great Questioning

Jill Vanarsdall — Mon, 14 Nov 2011 15:50:04 +0000

In 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 answer in a certain way?’
How do you handle your questions when you are NOT naturally curious?
A big mistake sales people make when they ask a leading question.
And how to interview-and be interviewed for a job.

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Also mentioned in this podcast…

Email Bill and Bryan your questions at Listener@AdvancedSellingPodcast.com.

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