Thu, 25 February 2010 Ever wanted a “checklist for income"? Well, of course you have. And today we’re going to give it to you. On today’s cast, Bill and Bryan get down to the very basics of earning income in professional sales today. There is also a PDF that has the complete checklist of all of their suggestions at www.advancedsellingpodcast.com/toolbox. Comments[0] |
Thu, 18 February 2010 We had no idea what to call this but here’s the situation. As trainers, we’re out working/coaching people 24/7. Some of those people are prone to accept new information—and do something with it. Others talk a good Comments[0] |
Thu, 11 February 2010 Mike, a listener from Indianapolis, called in to ask a question about how he follows up with prospects who appear to have dropped off the radar screen. Bill and Bryan give Mike and listeners some ideas on how to do that – and how to prevent that awkward situation from happening in the first place. Comments[0] |
Thu, 4 February 2010 Bill returns from Green Bay having worked with a group of salespeople who were seeking knowledge and skills about how to find “prospect pain.” In this episode, Bill explains some of the intricacies of how to understand what motivates prospects to change from their current state to a new state. Comments[0] |
Thu, 28 January 2010 Abundance is a concept we talk about often, but in this podcast Bill devotes an entire 20 minutes to the topic. Comments[0] |
Thu, 21 January 2010 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.) Comments[1] |
Thu, 14 January 2010 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. Comments[0] |
Tue, 12 January 2010 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. Direct download: 10-01-07FirstPodcastof2010Final.mp3 Category: sales strategies -- posted at: 9:53 AM Comments[0] |
Thu, 17 December 2009 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. Direct download: 09-12-17LastPodcastof2009Final.mp3 Category: sales strategies -- posted at: 1:39 PM Comments[2] |
Thu, 10 December 2009 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. Comments[1] |
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