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 [...]
Archive for the ‘Advanced Selling Podcast’ Category
A Psycho-Therapist Addresses Sales Self-Esteem
December 12th, 2011The 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 [...]
How Sales People Bring EXTRA Value and How To Call On The ‘C’ Suite
November 7th, 2011Another example of a client who reached out beyond his comfort zone and took a huge risk with a prospect. We also are listening to your feedback. Your input tells us that you want to hear more about how to be better at calling at C level suite. Bill and Bryan break it down by [...]
Profit By This Example of Expert Positioning in Sales
October 31st, 2011The new frontier of a modern sales person is in how you’re positioned in the client’s mind. In this episode, Bill and Bryan reveal a real-life story of a listener who has taken this “expert positioning” seriously and expanded his position with a client. You’ll hear how a pharmaceutical sales rep worked with a client [...]
More on Being The Subject Matter Expert For Sales People
October 24th, 2011Yes, this is more on this very important strategy that we’ve been receiving tons of email about. We introduced this a few months ago and we’ll be doing more on this. One of the most important strategies you can implement in selling is an “educational strategy.” But, in order to do that you must be [...]
When Your Territory and Products Are Stagnant
October 17th, 2011The mailbag question from a pharma-rep listener leads to a deeper discussion about the role a sales person should play in the sales cycle. It begins with a question on how you continue to bring value to your customers. Bill and Bryan go deep with this one, not only answering the question for our listener, [...]
The Answer Behind The Answer
October 10th, 2011Most salespeople realize they must ask questions in order to find information. The challenge though is that when they do, the prospect or client feels interrogated or impelled to give an answer even if it’s not truthful. Bill and Bryan discuss a helpful tip from Seth Godin’s Blog, “No business buys a solution for a [...]
