Everyone fancies themselves as great problem solvers. But the one skill that we think you need PRIOR to problem-solving is “problem-finding.” In this episode, Bill and Bryan walk you through a Problem Finding approach that works perfectly for B2B sales professionals. Sales training today – and any sales strategy you employ – should have a component of problem finding/solving in it. If it doesn’t, you’ll resort right back to “convince and persuade” which is the old method.  (You’re better than that.)
 

This week, Bill and Bryan review the basic selling skills needed for the new salesperson. But before you discount it as something "for rookies only," listening to this episode might help you go back to the very basics--it might even remind of some places where your skills can be improved. In a way, since the sales world has changed quite a bit in the last ten years, it never hurts to go back to some of the  core principles guiding successful sales professionals.

As we begin the new year, one thing we believe we could ALL be better at is the positioning of ourselves as experts in our industries. When you go into the sales process as a "salesperson," you are in a place of weakness. But when you enter the process as an "expert" who can bring a wealth of resources and counsel to the parties involved, you are stronger. Bill and Bryan give you two tips to get the "expert" ball rolling.

Everyone always wants to know the words to use to close business. Well, in this episode, Bill Caskey dips into the words of the new sales mind. This is a live presentation made to a group of sales professionals in which Bill outlines the “words” of the modern salesperson. Check these out to see how many of these you’re using in your approach.
 

Well, this year certainly went fast---like a bullet! So, what do we always do at this time? Set goals for next year. Bryan and Bill walk through a goal-setting formula they use with their clients this time of year.  It has to do with Outcomes and Inputs.  The essence of this is that you can’t set a goal around something you can’t control—so what can you control? You’ll see on this week’s episode.

We get many questions from listeners about how to handle price objections when your product sells at a significant premium.

One of Bill’s clients had exactly such a situation—a 50% premium. Listen in on the coaching that Bill gave – with Bryan’s comments, of course—to advance the deal.

Ever known what you should say to a prospect but couldn’t summon the words? In this episode, Bill and Bryan tell two stories—one is a question from a listener regarding how to maintain an “out of season” relationship—and one is of a person who had courage to say “NO” to their prospect.

Bill Caskey recently gave a speech on the most common “sales blunders”
that cost salespeople and their companies millions of dollars. He reviews parts of his list of 20 sales blunders on today’s podcast—and gives you some new ways to think about old problems. Bryan Neale is absent this week (although we do know where he is).

By the way, if you have a sales problem you want them to review, go to www.askbillandbryan.com.