Dec 20, 2007
So, how do you handle conflict with a prospect—yet still preserve their dignity? This happens a lot when your buyer has a distinct impression of your value or an opinion of their pain—and you know it’s wrong. If you mess this up, you’ll lose rapport. If you handle it right, you can get past it and move on....
Dec 13, 2007
Ready to take a walk down memory lane-and laugh your (you know what) off? This episode of The Advanced Selling Podcast recounts some of Bill and Bryan's funniest, most embarrassing, stupidest experiences as salespeople. They take you through their own personal TRUE stories that many of you will likely relate to...
Dec 6, 2007
Your role as a sales manager/leader should be to ELEVATE YOUR TEAM. Yes, you can show them how to sell, and mentor them in the sales process—but your one overriding objective is to make them self-sufficient. This podcast gives you five things you can do immediately to help you grow and help your team grow as well....
Nov 29, 2007
This episode reveals the secret behind elite performers and good performers and examines the one core difference Bill and Bryan's process has over all others out there. The good news is - it doesn't matter what process you use: Miller Heiman, SPIN, PSS, Sandler - Bill and Bryan's philosophies shared in this episode...
Nov 20, 2007
Lead generation continues to come up as one of the most important issues facing sales people today. There just never seems to be enough in the funnel. Today, Bryan Neale and Bill Caskey talk about a new strategy that you can use to help bolster leads—and help you generate marketing content from your intellectual...