The Advanced Selling Podcast » Uncategorized

Don’t Use Throwaway Lines

Jill Vanarsdall — Mon, 09 Jan 2012 15:24:39 +0000

Sales specialists Bill Caskey and Bryan Neale address an issue that happens to ALL sales professionals, whether they know it or not: are prospects telling you the truth?

In this sales podcast, Bill and Bryan address an actual client who struggled with the upfront agreement in the sales cycle. She felt like it was a little contrived and inauthentic. Bill gave her some counsel and now he shares it with the podcast community. This piece of advice serves to differentiate you from competitors you have in your business. No one else is positioning this way.

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Also mentioned in this podcast…

Same Game New Rules – 23 Timeless Principles for Selling and Negotiating eBook by Bill Caskey
Join our Advanced Selling Podcast Linkedin Group
Have a burning question? Ask Bill and Bryan.
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The Importance of the Sales Process

Jill Vanarsdall — Tue, 03 Aug 2010 19:14:52 +0000

Whenever we say ‘process’ to a sales person, we get yawns and indifference. But the fact is that every sales problem you have…probably…has something to do with a kink in your process.

In this episode, Bill and Bryan look into the ever-important issue with ‘decision process’ and how you can better influence it.

(Podcaster Notes: The decision process is one of those hard to teach skills in sales. We have found recently that the decision process for many companies has become more centralized–which brings with it additional trouble for sales people. It seems that every decision is reviewed, analyzed and audited. And if the purchase doesn’t bring with it a cost savings or revenue growth, it’s put off. So, as sales professionals, you MUST know how decisions are made and, when possible, be a part of them.)

Six Tips For Giving an Effective Presentation

admin — Thu, 29 Jul 2010 19:08:12 +0000

A week ago Bill received a phone call from one of his clients. The client was frustrated with a speech that he was planning to present the next day to a group of decision makers. Bill’s client ask him, “How can I make my presentation stand out?”

Bill answers his client’s question in this vignette and provides six helpful tips that can benefit any professional.

Expanding Your Sales Might Just Be Right Under Your Nose

admin — Wed, 16 Jun 2010 16:53:19 +0000

In today’s vignette, Bill talks about a conversation he had with a client. He notices there are two issues:

1. The client needs advice on how to increase her sales
2. There is a lack of communication amongst the client’s sales team

Listen as Bill tries to resolve these issues and provides one tip that can increase your sales today.

How to Build Your Online Reputation Quickly

admin — Mon, 15 Mar 2010 17:46:28 +0000

In this episode, Bill’s client is creating a new technology division at her work. Her main concern is not having an established reputation yet, so Bill tackles her challenging question: How do I build my reputation quickly?

How to Create the Perfect Testimonial

admin — Wed, 10 Mar 2010 16:57:45 +0000

Testimonials are the best way for you to show how your services have benefited others. In this epsiode, Bill provides three ‘must have’ components to create an outstanding testimonial that will bring in new prospects and increase your sales.

When Your Prospect Won’t Call You Back

admin — Fri, 26 Feb 2010 19:43:55 +0000

Last week, one of Bill’s clients was frustrated with a common sales issue, “How do I get the prospect to call me back?”

Being asked the question many times, he provides one strategic approach in this vignette to help you get that call back that you’ve been waiting for.

Being Desperate Won’t Seal the Deal

admin — Mon, 01 Feb 2010 16:01:16 +0000

The goal in most capabilities presentations is to sell your product to your potential buyer/prospect.

Bill explains in this vignette how you might be pushing away your prospect during the presentation by coming off too desperate.

Never Compete With the Prospect

admin — Mon, 25 Jan 2010 16:12:28 +0000

Through his training engagements, Bill has noticed one consistent trend–most sales people compete with their prospects during phone conversations.

Bill suggests in today’s vignette one approach for you to create the perfect “call flow”.

Does Your Value Have a Hook?

admin — Mon, 18 Jan 2010 20:41:55 +0000

We all know how important the subject of “value” is but have you ever wondered what it is that makes your offer valuable?

You should especially since it’s the key ingredient in whether someone is interested in your offer.

In this vignette, Bill addresses a conversation that he had with a client about creating a business value statement.