The 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, [...]
Posts Tagged ‘sales process’
When Your Territory and Products Are Stagnant
October 17th, 2011When 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 [...]
Are You Disconnected From Reality?
August 23rd, 2010I’m sure there’s a name for this condition…but we’re wondering sometimes how disconnected salespeople are from the reality of the sales process—and the prospect. To us, there is a massive disconnect that begins almost immediately between salesperson and prospect. And to not address it is to abdicate control—and lose the sale. But there is a [...]
The Importance of Your Prospect’s Self-Image
January 11th, 2010An article written by Dan Levis, which was published on Clayton Makepeace’s blog The Total Package, stated that people completely overlook the prospect’s self-image. For that reason, Bill Caskey recommends in today’s vignette that once you change your way of thinking about your prospect the more you will benefit.
Ever Had a Perfect Sales Process?
October 1st, 2009Often we talk about the objections and distractions that occur during the sales process. But today, we have different news—news of a PERFECT SALES PROCESS from one of Bryan Neale’s clients. In this episode, you’ll learn how to think about the components of the sales process so you can bring it into your world. And [...]
How a Podcast Listener Landed a Big Deal
July 9th, 2009This is a special treat this week because we have a client who just landed a large deal with a new customer. And much of what he used he learned right here at The Advanced Selling Podcast. In this episode, Jeff spends 15 minutes telling you exactly what sales strategies and tactics he used and [...]
Bold Moves in the Sales Process
June 4th, 2009Sometimes we just need to have bold, bad sales moves. In this podcast, Bill and Bryan talk about two bold moves you can make as you pursue the sale.These moves are not intended to get someone to buy—that’s not cool. They ARE intended to move the sale along—or move it out.
