• 1) Call Reluctance. A listener seems to have a little bit of it and we have some thoughts (all good, of course) on what to do about it.
• 2) How Can I Demonstrate Value BEFORE the Sale? A listener struggles with this especially since his product is a premium product.

Two great topics that affect virtually every sales and account manager.

If you have a question to submit to the mailbag, write us at listener@advancedsellingpodcast.com

Requested by a passionate listener, we’ve assembled the top five podcasts downloaded on iTunes.

Don’t forget to join the Advanced Selling Podcast LinkedIn Group!

#1. When Your Prospect Wont Call You Back

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

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#2. If You’re In Sales, You’re In Marketing

This cast takes a question from a listener and expands it to “a marketing tool kit for sales people.” You cannot rely on…

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#3. The Three Things To Do RIGHT NOW To Get Started in Social Media

You’ve heard all the lists of things to do to get social media working for you…but today we have a REAL expert…

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#4. The Habits of the High Performers

What can we learn from sales people who are new to the profession…or from one who wants to reset his career? Simple…

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#5. Finding Prospect Pain

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…

In this episode, we share a module that Bryan recently taught at a client where they prepared for the ‘worst case scenario’ in the sales process. Each tip Bill and Bryan give have both a market application (outer game) and a mindset application (inner game).

They provide insightful tips for the following sales scenarios:

• How to handle a deal that has become stuck or stalled
• How to handle price resistance

Some of this topic comes from Bob Knight’s new book, The Power of Negative Thinking – An Unconventional Approach to Achieving Positive Results.

Also mentioned in this podcast:

• The Power of Negative Thinking by Bob Knight
• Email It – 20 email templates to tackle the most difficult sales situations
• Want to hire Bill and Bryan for your next sales meeting? Send them an email at listener@advancedsellingpodcast.com

Hear what Bill and Bryan have to say about the pluses and minuses.

Also mentioned in this podcast:

• Follow @billcaskey and @bneale
• Never Eat Alone: And Other Secrets to Success, One Relationship at a Time by Keith Ferrazzi and Tahl Raz

There’s a lot written today about the use of the resume, or the bio or the story in your messaging. We believe it’s vital that you have your story down cold – and this podcast gives you a checklist to make sure you do.

Also mentioned in this podcast:

• Connect with Bill Caskey and Bryan Neale on Twitter!
• Have a burning question you want to ask us? Put it in an email and send to listener@advancedsellingpodcast.com. if it’s good, we’ll use it on the podcast. If it’s REALLY good, we may have you on the show to coach you live.
• Join the Advanced Selling Podcast Linkedin Group!

In this podcast, Bill and Bryan get into a model they use to help you know how to find problems the customer doesn’t even know they have.

Also mentioned in this podcast:

• Keep the mail coming in…listener@advancedsellingpodcast.com
• Download the Top 10 Common Issues list Bill uses with prospects and clients

Remember, even though some of you aren’t basketball fans, we wanted to bring you successful people from all walks of life and learn what they know about inspiring people.

→ Listen to Part 1 of the interview

This is the first of a two-part series of our interview with Coach Lin Dunn of the Indianapolis Fever of the WNBA. Part 2 will be released on January 14, 2013.

Now, you’re probably wondering, “What does the WNBA have to do with my business success?” Well, maybe nothing…however…if you haven’t heard Lin Dunn speak before, you’re in for a treat.

She has been successful as a coach at every level of women’s basketball and even wnba.com refers to her as,”One of the most successful women’s basketball coaches in history.”  Lin’s message with Brooke and Bill has little to do with basketball and a lot to do with the “attributes of success.” Her style is folksy…but her message is poignant.

The trio tell you what gets them juiced about this time of year!

We wish every Listener a happy holiday and a prosperous 2013!

Also mentioned in this podcast:

• How Great Leaders Inspire Action (also referred to as “The Golden Circle”) by Simon Sinek
• The Power of Vulnerability by Brené Brown
• Dragon Dictate – Dragon speech recognition software makes it easier for anyone to use a computer. You talk, and it types.
• Letters From a Stoic about Lucius Annaeus Seneca.

The fact is that fewer than 10% of people set goals. Now, that number might be slightly higher for sales people but our experience says not that much higher. Today, Bryan, Bill and Brooke relay a process they go through with their clients. They give you a handful of these now, then you can download the rest at the podcast site.

We’re also wanting ideas for shows for next year, so make sure you get your request in by emailing us at listener@advancedsellingpodcast.com