The Advanced Selling Podcast » sales tips

Do You Have Meaningful Conversations With Your Prospects?

Jill Vanarsdall — Mon, 28 Nov 2011 13:00:17 +0000

In this episode Bill and Bryan address a rarely discussed concept – Meaningful Conversations. We all think we have them with people but upon further reflection they may not be as meaningful as we hoped. Bill and Bryan give you some tips on how to think about the kinds of conversations you are having with prospects and clients and a mini checklist to see if they are really as meaningful as they could be.

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Also mentioned in the podcast…

Have a burning question for Bill and Bryan? Send them an email at Listener@AdvancedSellingPodcast.com.

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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

Being Desperate Won’t Seal the Deal

admin — Mon, 01 Feb 2010 16:01:16 +0000

The goal in most capabilities presentations is to sell your product to your potential buyer/prospect.

Bill explains in this vignette how you might be pushing away your prospect during the presentation by coming off too desperate.

Never Compete With the Prospect

admin — Mon, 25 Jan 2010 16:12:28 +0000

Through his training engagements, Bill has noticed one consistent trend–most sales people compete with their prospects during phone conversations.

Bill suggests in today’s vignette one approach for you to create the perfect “call flow”.

When Competitors Are Stealing Your Business

admin — Sat, 12 Sep 2009 13:06:59 +0000

This week’s show comes from an actual client (actually they all do, but this one in particular). They have a competitor in their market who is buying business–about a 30% cost difference.

We address some of the things they can do to prevent this.