Fri, 25 May 2007
In this episode of the Advanced Selling Podcast, Bill Caskey and Bryan Neale address the mental side--inner game--of sales. "How you think determines how you act" is one of our favorite sayings. And Caskey and Neale discuss new possibilities in thought which will immediately change your behavior--and ultimately, your results. Want to be massively successful in sales or business? Then, this is one of the most critical pieces of information you need to learn in order to become great. For you sales managers, forward this on to every one of your people--and use your next sales meeting to discuss your opinions on this piece.
Fri, 18 May 2007
In this week's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale discuss how to appeal to the economic buyer. In their consulting practice, it never fails that one of the biggest challenges for sales people is "selling to groups." The bottom line is that everyone in the group MUST be on the page. However, the economic buyer (the person in charge of money) is one most likely to have their own style of buying that may or may not match up with yours. Bill and Bryan give you new ways to think about these problems that come up over and over to help the economic buyer get away from the price page, and onto everyone else's page. This is a very crucial part of the selling cycle that can make or break most deals. If you want to call in and have your question answered by Bill and Bryan, call 317.722.6299. Use your first name only.