Mar 27, 2017
Have you ever had a customer that just doesn't see the value in what you do because they have a misconception of the entire product or category?
This happened to one of our listeners, Mark from UK. He battles this exact thing in his world and needs some advice.
Is your product considered nice to have or need to...
Mar 20, 2017
What to do when you can save the prospect money and they still don't buy?
In this episode of the Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale answer a question from a listener on how to better compete against their giant competitors.
They also discuss how to move people to action when you...
Mar 13, 2017
You don't really think we are going to teach you new words for trash talking, do you? Of course not.
On this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale discuss how to compete.
They give you their thoughts on ways you can ratchet up your competitive skills so that maybe,...
Mar 6, 2017
The sales world is full of convincers and persuaders, but what happens when you run up against someone who just absolutely will not move?
In today's episode, veteran sales trainers Bill Caskey and Bryan Neale deal with two situations where this is the case.
The first is someone in procurement who doesn't want to take...