The Advanced Selling Podcast » sales process

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.