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Feb 24, 2020

On this episode of The Advanced Selling Podcast, Bill and Bryan address an email from a listener who asks the question, "How do I handle it when my prospect says, 'We will be making a decision soon? Wait for our call.'"

As with most questions like this, there are two elements to it, one is prevention and one is...

Feb 17, 2020

The guys are on the road this week on The Advanced Selling Podcast, so they decided to record a live episode on the way to the event. 

They discuss the difficult decision to Opt-out of the deal. They give you the ways to handle the decision with the prospect and they give you some signs that it might be time to opt-out...

Feb 10, 2020

In this episode, Bill and Bryan deal with the concept of subtexts.

This is the notion that there's always something going on underneath the surface and our ability to work that out might be one of the keys to our success in selling. This goes for our personal habits and attitudes, but it also goes back to prospect...

Feb 3, 2020

In this episode, Bill and Bryan talk through a workshop they're going to be doing in front of a sales team of Advanced Selling Podcast listeners in the next couple weeks. 

They go through the kinds of problems that the customer is facing, which you might relate to as well. They also talk through how to get the group...

Jan 27, 2020

Is it really possible to create the conditions where your prospect is asking you to sell them?

In this episode, Bill and Bryan give you the critical conditions that must be in place if you are to strike a balance between you selling your prospect and your prospect selling you.

We find that it typically moves in the...