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Jul 30, 2009

In this episode, Bryan and Bill dissect a deal from an actual client phone call. The issue is what do you do in the 11th hour of a deal when everything that you thought was true—was untrue? You’ll hear both hosts weigh in on the situation, then hear the advice that Bill actually gave.

Jul 23, 2009

This week on the Advanced Selling Podcast, Bill and Bryan talk about the ethical consideration that keeps you from moving forward. What to do? What to do? Intent (a core principle on the ASP) comes to the forefront in this discussion. You are invited to weigh in by emailing Bill and Bryan at...

Jul 16, 2009

This is not a new topic for us at ASP, but we did have another letter from a listener whose manager asked her to "stop selling small stuff and start selling big stuff." Our advice may surprise you—and  it may be useful to you if you find yourself in the pressure cooker that is today's modern sales environment. Bill...

Jul 9, 2009

This is a special treat this week because we have a client who just
landed a large deal with a new customer. And much of what he used
he learned right here at The Advanced Selling Podcast. In this episode,
Jeff spends 15 minutes telling you exactly what sales strategies and tactics he used and how he executed the sales...

Jul 2, 2009

In Bryan Neale’s absence this week, I enlisted Phil Bounsall of Walker Information to talk about the issue of client loyalty. As sales professionals, a loyal client is a referring client. And since most of us count on referrals to grow our business, keeping your eye on loyalty is a MUST DO. Phil has excellent insight...