In Bryan’s absence this week, Bill reviews three more of the core sales philosophies that govern sales success. He addresses money and budget, how to find out early where the prospect’s mind is, and how to reframe who your competition is. As always, you can email us at listener@advancedsellingpodcast.com to ask a question or make a comment.

Due to the holiday week, Bryan is taking some much deserved time off and Bill chose this week to share live audio from one of our MasterMinds programs. (MasterMinds is a peer group of high achieving sales professionals.) Bill and the group address the issue: What mental platform do you need to operate from?

Happy Memorial Day!

In this week’s podcast, Bill and Bryan address a common question they get, “Does my message change depending upon who I call on in the organization?” The answer is YES. But hear some of their counsel on how to think differently when you’re in front of different people.

Well it's been a while since we posted a Mailbag episode. We're getting so much mail--and so many questions--that we take three of them today. The most important was from a young lady who feels her product might be inferior to her competition--and she isn't totally sold on it.

This is a powerful topic. Bill and Bryan delve into the inner game of this--and give you some counsel if this is happening to you. They also answer the question of 'how do you handle it if your sales manager isn't aware of the "podcast teachings?"'

If you have a question, go to www.askbillandbryan.com and post it there. We'll get to it as we can.

It’s not the sales funnel that’s important…it’s all the stuff “above” the funnel. So what action can you take to the suspects that are orbiting the funnel? In this episode, Bill and Bryan walk through the Top 5 Techniques (you can email us for the other 5 at listener@advancedsellingpodcast.com –subject line: FUNNEL).

So if you don’t have enough in your sales funnel, you may not be practicing the right Rules, Tools and Attitudes to fill it up.