Sometimes we get a question that, on the surface, seems like a straightforward question. But upon closer review, it becomes an inner game (mental) issue that demands a little more time. This week, such a question comes from a listener who is pursuing a prospect that has a good relationship with a current vendor. Bill and Bryan tell the questioner how to change their thinking so they can get some traction in the account.

Ever thought you were communicating your value really, really well—only to look at your prospects and find them dozing? Well, that may be extreme, but rest assured, if your message isn’t compelling, they’ll mentally check out and you’ll never get them back. This episode is about focusing on your message—how you deliver it to people—what it is—and what to avoid while talking about it.

Bill Caskey and Bryan Neale address these topics and more in today’s episode.

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. 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.

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!

Often we talk about the objections and distractions that occur during the sales process. But today, we have different news—news of a PERFECT SALES PROCESS from one of Bryan Neale’s clients. In this episode, you’ll learn how to think about the components of the sales process so you can bring it into your world. And we’ll give you a chance to rate yourself on how perfectly you execute.