The Advanced Selling Podcast » sales strategies

Does Your Value Have a Hook?

admin — Mon, 18 Jan 2010 20:41:55 +0000

We all know how important the subject of “value” is but have you ever wondered what it is that makes your offer valuable?

You should especially since it’s the key ingredient in whether someone is interested in your offer.

In this vignette, Bill addresses a conversation that he had with a client about creating a business value statement.

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.

What to do When the Wheels Fall Off the Deal

admin — Thu, 30 Jul 2009 16:49:10 +0000

In this episode, Bryan and Bill dissect a deal from an actual client phone call. The issue is what do you do in the 11th hour of a deal when everything that you thought was true—was untrue? You’ll hear both hosts weigh in on the situation, then hear the advice that Bill actually gave.

When Your Solution Isn’t Quite Right

admin — Thu, 23 Jul 2009 16:53:32 +0000

This week on the Advanced Selling Podcast, Bill and Bryan talk about the ethical consideration that keeps you from moving forward. What to do? What to do? Intent (a core principle on the ASP) comes to the forefront in this discussion. You are invited to weigh in by emailing Bill and Bryan at listener@advancedsellingpodcast.com.