The Advanced Selling Podcast » prospecting

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“

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

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)

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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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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How Sales People Bring EXTRA Value and How To Call On The ‘C’ Suite

Jill Vanarsdall — Mon, 07 Nov 2011 15:33:14 +0000

Another 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 both the ‘mindset’ that you must have AND the sales tactics you must employ.
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Mentioned in the podcast…
Connect with Bill and Bryan on Linkedin!

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Ever wondered why your emails get very little response?

Well, here’s the answer…. It’s probably not the words you’re writing. Instead, it’s the thoughts you’re thinking WHILE you’re writing.

>>> Watch the video <<< (http://emailitsellersguide.com/) …and at the :33 second mark, you’ll see what we mean.

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The Answer Behind The Answer

Jill Vanarsdall — Mon, 10 Oct 2011 20:13:17 +0000

Most 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 problem they don’t have…. And so the marketing challenge is to sell the problem.”

The 2Bs tackle this issue with examples on how salespeople can seek the pain and truth, while keeping the prospect okay throughout the process.

Today’s podcast comes from Whiteboard Wednesday – A Web TV Show for Sales Professionals. For more information, please visit: www.youtube.com/whiteboardwednesday

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Don’t forget to join The Advanced Selling Podcast Linkedin Group! (http://www.linkedin.com/groups/Advanced-Selling-Podcast-3831772)

A Big Call Prep System

Jill Vanarsdall — Mon, 03 Oct 2011 13:21:02 +0000

Many times, we see sales people under-prepare for big calls. Or, they prepare the wrong way, focusing on products and their advantages instead of what we believe they SHOULD be focused on. In this episode, Bill and Bryan break down the ‘high pressure’ sales call and give you a template to consider using as you plan your next big call. What’s the first step? You guessed right!

Now, listen in as B&B give you some free consulting.

You can download the Big Call Prep PDF under Toolbox.

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You’ve just written an email to a prospect who’s not calling you back.  You get ready to hit SEND…but as you read it again, you realize it just doesn’t quite capture your thoughts. Here’s our advice: STOP – Don’t SEND! Instead, read EMAIL IT!,  The Seller’s Guide to Emails That Work. (http://emailitsellersguide.com/)

Ask Bill and Bryan

admin — Thu, 25 Jun 2009 15:23:14 +0000

In this episode, Bill Caskey and Bryan Neale address a question from an audience member on how to prospect when you’re already busy. And Bryan reveals a communication technique that helps as you’re explaining to a prospect what you do.