The Advanced Selling Podcast

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.

A Checklist for Income

admin — Thu, 25 Feb 2010 19:23:06 +0000

Ever wanted a “checklist for income”? Well, of course you have. And today we’re going to give it to you. On today’s cast, Bill and Bryan get down to the very basics of earning income in professional sales today. Access a PDF that has the complete checklist of all of their suggestions by clicking on “toolbox.”

Do You Optimize the Training You Get?

admin — Thu, 18 Feb 2010 18:39:43 +0000

We had no idea what to call this but here’s the situation. As trainers, we’re out working/coaching people 24/7. Some of those people are prone to accept new information—and do something with it. Others talk a good
game in the training room—but have no intent of changing. And their results (or lack of) proves it.

So which are you? And what are the signals we look for when training—and how can you use what we see to make sure that you receive knowledge in the right way? Bill and Bryan address those very issues in this week’s episode.

Following Up (Without Being Desperate)

admin — Thu, 11 Feb 2010 16:46:48 +0000

Mike, a listener from Indianapolis, called in to ask a question about how he follows up with prospects who appear to have dropped off the radar screen. Bill and Bryan give Mike and listeners some ideas on how to do that – and how to prevent that awkward situation from happening in the first place.

Seth Godin Book Review – “Linchpin”

admin — Mon, 08 Feb 2010 13:14:06 +0000

Not something we typically do at ASP–review books but had a chance to read Seth’s new book, Linchpin.

It synchs up quite well with our philosophy that if you really want to be treated differently in the market–then you must “show up” differently. And this book teaches you how to rethink that premise.

Finding Prospect Pain

admin — Thu, 04 Feb 2010 16:53:57 +0000

Bill returns from Green Bay having worked with a group of sales people who were seeking knowledge and skills about how to find “prospect pain.” In this episode, Bill explains some of the intricacies of how to understand what motivates prospects to change from their current state to a new state.

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.

Is Your World Abundant or Scarce?

admin — Thu, 28 Jan 2010 18:48:28 +0000

Abundance is a concept we talk about often, but in this podcast Bill devotes an entire 20 minutes to the topic.

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”.