The Advanced Selling Podcast » sales training

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”.

Lead Generation on The Phone

admin — Thu, 08 Oct 2009 15:20:29 +0000

We talk often at the podcast about B2B lead generation. But the topic could literally be the focus of a year’s worth of podcasts.

Why?

Because it is, bar none, the most popular topic clients come to us with. It has to do with the economy, the changing nature of how people consume information, the internet, the vast number of messages people get everyday etc.

So, today, we’ll talk about a cold call technique (even though Bill and Bryan HATE cold calls) that you can use to generate new discussions with prospects. It is simple, but requires some work on your part. But we know you’re up to it!

Also, you first time listeners–send us an email at listener@advancedsellingpodcast.com with FIRSTTIMER in the subject line. Let us know how you heard about us and pose a question to us!

Really Building Relationships

admin — Thu, 24 Sep 2009 17:56:24 +0000

Today’s episode is about the issue of building relationships and some of the fallacies that we buy into when we’re in the market looking to grow our business.

Bill takes a 10-point-checklist look at the things you can be doing right now to build REAL relationships—not fake ones.

Why Most Companies Miss Their Own Value

admin — Thu, 17 Sep 2009 17:01:18 +0000

We get access to a high level researcher this week that will shed light on how your customer perceives your value.

Noah Grayson, Walker Information, sat down with Bill and relayed stories of what some of the largest companies in the US are learning about customer value and how to deliver it.

e-mail Noah at ngrayson@walkerinfo.com

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.

Are You Doing The Right Behavior To Get The Right Results?

admin — Fri, 04 Sep 2009 13:12:13 +0000

Lead generation is such a popular topic now in all of our training, we thought we’d devote an entire podcast to the study of “what behavior do you need to be engaging in to grow your business?”

Bill and Bryan take you through a “behavioral assessment” that you can also download by clicking on the link.

How To Assess If Your Sales Mind Is Right

admin — Fri, 28 Aug 2009 13:55:09 +0000

We get a lot of questions about ‘the inner game’ as we call it. It’s really your thinking structure in, and around, the sales cycle.

In other words, what are the predominant thoughts as you make your way through the sales process?

This podcast is an assessment–that will help you know if you’re thinking the right thoughts. Also go here – Inner Game Assessment – to download the entire list of 10. Go to 8-27-09 Assessment.

Sales Skills Assessment–Counterintuitive

admin — Thu, 20 Aug 2009 13:59:12 +0000

We are committed to helping our listeners grow their skills. But to grow, you must know where you have deficits and where to focus your attention.

Bill and Bryan address several skills in the podcast, then urge you to go to the Toolbox to download the complete list of sales skills they think are important. You might have to scroll down to find it-8-20-09 Skills Assessment.