This is the third in a series of three podcasts on Creating Great Relationships. Bill and Bryan address several other components of what makes good relationships with prospects and clients. You can also access the PDF that has all 8 . Go to www.advancedsellingpodcast.com and click on TOOLBOX. ~~~~~~~~~~~~~~~~~~~~~ You’ve just written an email to [...]
Posts Tagged ‘bryan neale’
Creating Great Relationships (Part 3 of 3)
September 29th, 2011Lying is No Way to Build a Relationship
September 19th, 2011Wow, that’s a profound statement, isn’t it? Of course it’s not. Yet, we salespeople sometimes have a problem with the truth–as in “the whole truth.” So, part 2 of our 3-part series on building strong relationships has to do with the candor you demonstrate with your client. The bottom line, as Bill and Bryan claim, [...]
What Are the Rules of a Good Relationship? (Part 1 of 3)
September 14th, 2011Bill flies solo today (Bryan back next week) and begins a mini-series on what it takes to form a good relationship with your prospect or client. Sales people talk often about ‘relationships’ but it usually means, “Do I know them well enough that they will buy from me?” This series focuses on the rules of [...]
So What’s Your Story? Does It Compel People To Listen?
August 29th, 2011Sales people in any profession MUST be better story tellers. Telling someone your information is not enough today. You must build the context through how you position your product. And the best way to do that is through your stories. Brooke Green is this week’s guest on the podcast. Brooke is a Caskey trainer and [...]
Never Fear the Money Conversation
August 22nd, 2011This episode is one of our frequent mailbag shows where we take questions from our audience. The first question is “what are some new ways to prospect?” Also in this episode, Bill discusses a recent webinar he was on that addressed what does the “new salesperson” look like. And it plays right in to the [...]
How to Close Six Months of Business in Three Weeks
August 15th, 2011One of our clients did just that. In fact, he began as a podcast listener, just like you. How did he do it? Well, there is no replacement for hard work but there are some lessons here that we can all learn from our friend who had a great three weeks in his business. Bill [...]
When Prospects Nudge You Off Balance
August 8th, 2011Sometimes referred to as a “knee-jerk reaction”, this happens when the prospect gets us off-balance by how they behave – or by what they say. In the sales process, it can happen in many places but the WORST thing you can do is “react.” In this podcast, Bill and Bryan select five areas where they’ve [...]
When You Give and Get Feedback
August 1st, 2011As sales pros and sales leaders, we’re frequently in situations where we’re either giving or getting “performance feedback.” As with any business skill, there are right and wrong ways to look at feedback. In this episode, Dan Paulk, Senior Designer, Professional Development Programs at Hogan Assessments, discusses some ‘feedback intelligence’ that he has used as [...]
Favorite (and Productive) Things
July 25th, 2011We all have those favorite tools we use to grow our business, take care of current clients and generally, be more productive. And if it’s good enough for Oprah, Lord knows it’s good enough for the Advanced Selling Podcast. So in this episode, Bill and Bryan review their 10 favorite things – at least those [...]
