So what do you need to be good at? I know that sounds like a crazy question but it might be relevant. In our sales training business, we believe this: If you’re struggling with ANY part of the sales process, then it’s probably a result of insufficient skill in that area. So, in this episode, Bill and Bryan talk about a few of the new competencies that the salesperson of the future needs to have. Then you can sign up for the rest of them online at www.2009salescompetencies.com. (12:36)

Sometimes we come across a person—a client in this case—who embodies our principles (and does what we say!!). In this case, the Direct Mail Diva (Stephanie Summers), sits down with us and tells us how she’s created a blog that is helping her sales efforts. She’s truly a sales 2.0 type—and you’ll learn from her.

Also, you’ll get access to a PDF report on blogging—just for our listeners. Email us at listener@advancedsellingpodcast.com. Put BLOGGING in subject line.

Check out Stephanie's blog at www.directmaildiva.blogspot.com.

Duration: (13:56)

Salespeople, what’s the number one attribute of the best manager you’ve had? Bryan recently conducted an informal poll, and the answers are surprisingly simple. In this episode Bill and Bryan discuss the attributes of a good sales manager and continue a previous discussion on motivation. (15:00)

Ever wonder if you look like the same old salesperson the prospect sees everyday? I know we all can’t imagine that, but what if you really look do like that? That wouldn’t be so good, would it? Well, in this episode, Bill and Bryan answer a question from the www.askbillandbryan.com website. It comes from a listener who’s concerned that he might be sounding like everyone else. And that frustrates him. (12:31)



 

A valuable episode on a problem coming up more frequently these days—how to handle it when the prospect makes crazy demands in the sales process. One in particular is when they want you to come in and spend an inordinate amount of time doing unpaid consulting. Bryan and Bill take an actual coaching example to talk about how to handle this. (14:52)

 

Ever wonder if you raise expectations too high for your prospects? So that when you do business with them, there’s no way they can be satisfied? Well, you might do it unknowingly. And this is what Bryan and Bill discuss in this week’s episode. (12:27)

 

On this episode of The Advanced Selling Podcast: Networking—The 10-Letter, 4-Letter Word. Love it or hate it, it's CRITICAL to a salesperson's success. Networking "diva" Julie Bauke provides a fresh approach to an old topic. (18:16) 

 

Contact Julie Bauke at: www.congruitycareer.com

 

 

Do your presentations leave people cold? How would you know? Salespeople need to be good at presentations. Period.

And the rules are changing as well. You’ll need to stop selling and begin educating and connecting with people.

Here, Bill Caskey and Bryan Neale talk about some tips to use when doing a presentation. They cover a few. Then you can email them at listener@advancedsellingpodcast.com to get the PDF of the rest. (13:10)

Other blogs/podcasts mentioned in the podcast:

www.sethgodin.com
www.ultimatesaleschick.com
www.salesleadershipofindianapolis.com
 

Bill and Bryan go to the mailbag this week to answer two questions from their listeners: How do I ease my way in to new accounts when the account’s been transferred from another salesperson? and How do I have my boss see that this is a better way to sell? Bill Caskey and Bryan Neale address both of these issues. (12:06)

You’ve heard the saying, “How you do anything is how you do everything.” Well, if you haven’t heard that, you just did, so consider this your lucky day. Well, we have a cousin saying:  “How you show up, determines what shows up.” Sales trainers Bryan Neale and Bill Caskey discuss the notion of how you show up on sales calls. And they help you get your mind right to do so properly. (12:28)