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 [...]
Posts Tagged ‘sales podcast’
How Sales People Bring EXTRA Value and How To Call On The ‘C’ Suite
November 7th, 2011Profit By This Example of Expert Positioning in Sales
October 31st, 2011The new frontier of a modern sales person is in how you’re positioned in the client’s mind. In this episode, Bill and Bryan reveal a real-life story of a listener who has taken this “expert positioning” seriously and expanded his position with a client. You’ll hear how a pharmaceutical sales rep worked with a client [...]
When Your Territory and Products Are Stagnant
October 17th, 2011The mailbag question from a pharma-rep listener leads to a deeper discussion about the role a sales person should play in the sales cycle. It begins with a question on how you continue to bring value to your customers. Bill and Bryan go deep with this one, not only answering the question for our listener, [...]
Creating Great Relationships (Part 3 of 3)
September 29th, 2011This 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 [...]
Lying 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 [...]
