The Advanced Selling Podcast » sales process

When Your Territory and Products Are Stagnant

Jill Vanarsdall — Mon, 17 Oct 2011 15:41:59 +0000

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, but giving all listeners some “positioning counsel.”

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Join Bill this Wednesday (10/19 from 12:00 PM to 1:00 PM ET) as he discusses the idea of “super leveraging” your assets in sales for 2012 with minimal effort.

Register here: http://oct2011expertseries.eventbrite.com/

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Connect with Bill and Bryan on Linkedin!

Bill: http://www.linkedin.com/in/billcaskey
Bryan: http://www.linkedin.com/in/bryanneale
The Advanced Selling Podcast Linkedin Group: www.linkedin.com/groups/Advanced-Selling-Podcast-3831772

When Prospects Nudge You Off Balance

admin — Mon, 08 Aug 2011 16:35:16 +0000

Sometimes 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 seen salespeople react in a “knee-jerk” fashion and give you some ideas on how to solve them.

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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/

Are You Disconnected From Reality?

admin — Mon, 23 Aug 2010 09:30:18 +0000

I’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 better way, and in this podcast, Bill and Bryan reveal it.

The Importance of Your Prospect’s Self-Image

admin — Mon, 11 Jan 2010 19:37:20 +0000

An 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?

admin — Thu, 01 Oct 2009 19:12:13 +0000

Often 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 we’ll give you a chance to rate yourself on how perfectly you execute.

How a Podcast Listener Landed a Big Deal

admin — Thu, 09 Jul 2009 15:06:48 +0000

This 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 how he executed the sales process to land the deal.

Bold Moves in the Sales Process

admin — Thu, 04 Jun 2009 15:31:19 +0000

Sometimes 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.