The Advanced Selling Podcast » sales strategies

The Answer Behind The Answer

Jill Vanarsdall — Mon, 10 Oct 2011 20:13:17 +0000

Most salespeople realize they must ask questions in order to find information. The challenge though is that when they do, the prospect or client feels interrogated or impelled to give an answer even if it’s not truthful.

Bill and Bryan discuss a helpful tip from Seth Godin’s Blog, “No business buys a solution for a problem they don’t have…. And so the marketing challenge is to sell the problem.”

The 2Bs tackle this issue with examples on how salespeople can seek the pain and truth, while keeping the prospect okay throughout the process.

Today’s podcast comes from Whiteboard Wednesday – A Web TV Show for Sales Professionals. For more information, please visit: www.youtube.com/whiteboardwednesday

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A Big Call Prep System

Jill Vanarsdall — Mon, 03 Oct 2011 13:21:02 +0000

Many times, we see sales people under-prepare for big calls. Or, they prepare the wrong way, focusing on products and their advantages instead of what we believe they SHOULD be focused on. In this episode, Bill and Bryan break down the ‘high pressure’ sales call and give you a template to consider using as you plan your next big call. What’s the first step? You guessed right!

Now, listen in as B&B give you some free consulting.

You can download the Big Call Prep PDF under Toolbox.

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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/)

So What’s Your Story? Does It Compel People To Listen?

Jill Vanarsdall — Mon, 29 Aug 2011 15:25:08 +0000

Sales 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 has deep experience in helping people tell their story and communicate their value through their words. Brooke addresses 2 of the 5 strategies that you can use to become a better communicator through ‘story.’

Click here to download the PDF of the other 3 strategies.

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Follow Brooke:
Twitter: @CaskeyChick (http://twitter.com/#!/caskeychick)
Linkedin: www.linkedin.com/in/brookegreen

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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/)

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.