The Advanced Selling Podcast: Sales Training | Leadership Coaching | B2b Sales Strategy | Prospecting Tips

Bill is flying solo is this week's episode of The Advanced Selling Podcast. The topic this week is The Future of Sales. This was the title of a speech that Bill gave as part of a fundraiser to help benefit The Shepherd's Center of Hamilton County. He highlights three of his favorite points of the speech. These are all great pieces of advice to help grow your business into the future. Tune in every Monday for new episodes of The Advanced Selling Podcast!

In this week's episode of the Advanced Selling Podcast, Bill and Bryan discuss a recent interview that Bill had with Kristin Zhivago. Kristin is a revenue coach as well as an author. Bill and Kristin discussed the changing role of the sale person and the fact that a sales person is no longer a "pusher" but is more of a "collaborator." Kristin has some great ideas and you definitely don't want to miss this episode! Tune in every Monday for new episodes of the Advanced Selling Podcast!

On this week's episode of the Advanced Selling Podcast, Bill and Bryan discuss an action that one of Bryan's clients decided to take. She acted as if she had "Nothing To Lose" at the close of the deal. Being bold can be a double-edged sword. Have you ever acted in this way? What were your results? What's Your BOLD? Tune in every Monday for new episodes of The Advanced Selling Podcast!

In this week's episode of the Advanced Selling Podcast, Bill & Bryan discuss the good and bad things they have learned and seen from the Buyer's perspective. As business owners, they both have had many different experiences on the Buyer's side of the deal. These are all great examples of things you should change, avoid or use in your sales process. Seeing things from another perspective is one of the greatest ways to grow. You won't won't to miss this one!  Tune in every week for new episodes of the Advanced Selling Podcast!

In this week's episode of the Advanced Selling Podcast, Bill and Bryan discuss a recent interview that Bill had with John Jantsch, author of the new book "Duct Tape Selling." One thing John talks about in his interview is a new sales approach. He says that if we are doing all the research we should, we should be finding problems that the client doesn't even see. Bill and Bryan discuss this process and their take on it. Be sure to tune in every Monday for new episodes of The Advanced Selling Podcast!

On the podcast this week, Bill and Bryan address a call-in that they recieved regarding control. Everyone who has every sold anything in any industry has felt at one point or another that they are not in control. What have you done in that situation, what steps did you take to try and regain some ground? The truth is we are never in control, but what we do have control over is INFLUENCE. Tune in every Monday for more episodes of the Advanced Selling Podcast!

On this week's podcast, Bill and Bryan tackle a Linkedin Question regarding the tactics taught by David Sandler. Sandler used to teach that at the end of the sales call your prospect was only allowed one of two answers, yes or no, there isn't a "Think it over" option. Bill and Bryan take a step back and break down the sales process. You won't want to miss it! Tune in every Monday for new episodes of the Advanced Selling Podcast!

On this week's episode of the Advanced Selling Podcast, Bill and Bryan discuss the concept of "Plotting Your Product." Every product has a place on a scale from Life and Death to Luxury. Where does your product lie? It is important to position your product but you also need to learn to change your positioning. Be sure to tune in every Monday for new episodes of the Advanced Selling Podcast! 

On this episode of the Advanced Selling Podcast, Bill and Bryan give out "free marriage therapy" for the salesperson/sales manager relationship.  What makes for a healthy functional relationship?  Typically it's a below average relationship, and both sides hold responsibility, so Bill and Bryan talk about getting that relationship above average and working better together.    Tune in to more episodes of the Advanced Selling Podcast!

On this week's episode of the Advanced Selling Podcast, Bill does an interview with Chris Wirthwein, author of "The People Powered Brand".  Chris talks about what is it that causes a change in buyer behavior, and explain why "people" is the answer.  Bill and Bryan then discuss some of the key points of Chris' ideas and how it relates to the end result of the sales process and training. Tune in for more episodes of the Advanced Selling Podcast

In this episode of the Advanced Selling Podcast, Bill and Bryan discuss the similarities in attitudes and expectations amongst buyers and sellers from region to region across the globe.  Many people focus on how to deal with the differences, but Bill and Bryan take a refreshing look at the subject and explain how the sameness can transcend regional differences and country differences.  Plus a big announcement on how YOU can be a client of Bill and Bryan's regardless of where you're listening to the show. Tune in for more episodes of the Advanced Selling Podcast!

This week on the Advanced Selling Podcast, Bill and Bryan talk about Pluckers Wing Bar.  How does this exactly translate to the usual sales tips that are commonly discussed?  You're just going to have to listen to find out! Tune in for more episodes of the Advanced Selling Podcast.

What is it that puts us in a state of mind where we can accomplish great things?  Bill and Bryan consistently talk about how to get your mindset right and hot to make sure we think about embracing abundance.  On this podcast, they discuss a few ways to get into a "mental flow" when it comes to thinking abundantly.  From goal setting to the final solution with your client, Bill and Bryan explain how important your flow is in achieving success.   Tune in for more episodes of the Advanced Selling Podcast!

After some technical snafus, we're back with another episode of the Advanced Selling Podcast!  One of the most popular questions in the sales world is "How important really is call volume?"  Instead of asking that question, why not figure out what you're trying to accomplish.  Are you just trying to get your call volume up? Or are you trying to accomplish sales and relationships?  Bill and Bryan take this question and dive deeper into the actions that you should take and what behaviors you should focus on in order to really understand the end goal of your sales calls.  Find out during this episode.   Tune in for more episodes of the Advanced Selling Podcast

How does commitment compare to confidence?  We hear so much about how we must have "confidence" to be successful, don't we?  But in this episode, Bill and Bryan talk about the differences and what it means to be truly "committed."  In previous conversations, Bill and Bryan talked about where commitment fits into your sales process and offer ideas on how to improve your relationship with "commitment."  How committed are you to your own profession -- and yourself?  Find out during this episode!      Tune in for more episodes of the Advanced Selling Podcast!

In this episode of the Advanced Selling Podcast, Bill and Bryan talk about risky behavior when it comes to the sales world.  Sometimes we're presented with circumstances that require us to jump outside our comfort zone to close a deal or advance a sale. Unfortunately, we’ve always been taught to “avoid behavior" that can get us in trouble.  But in our profession, risky behavior might just be the BEST behavior to engage in. They discuss some of the perceived risky behavior situations and how to navigate your actions to optimize your results.    Tune in for more episodes of the Advanced Selling Podcast!

In this episode of the Advanced Selling Podcast, Bill and Bryan once again go to the LinkedIn group to address some frequently asked questions. Some of the topics they cover are the best introductory call techniques, advice for sales newbies, and how to address Linkedin invites (sending and receiving). We have had a lot of great discussion on our LinkedIn group, so if you have anything you would like addressed on the podcast be sure to subscribe to the Advanced Selling Podcast LinkedIn Group! Tune in every week for more episodes of the Advanced Selling Podcast!

The topic on this week's Advanced Selling Podcast is all about "Hustle." No, not the dance move from the 70's, it's the work you put in to your sales. Bryan's uncle has a quote above his desk that reads "Wealth without work is a sin." This couldn't ring any truer.  Tune in every week for more great episodes of The Advanced Selling Podcast!

This week's podcast is Part 3 of our Expert Positioning series. The topic is detraction or what are the things we do that take away from coming across as expert. It all has to do with how we get in our own way or what we do to undo our expert persona. These are the things we want to unlearn or untrain from our habits.  Tune in every week for more great sales tips on The Advanced Selling Podcast!

In this week's podcast, Bill and Bryan follow up on a topic that they started last week, Expert Positioning. In other words, how do you come off as an expert. Last week they discussed the inner game of Expert Positioning, this week it's all about the mechanics. What actions should you take to come off as an expert in your field.  If you missed last week's episode, be sure to catch up. Tune in every week to the Advanced Selling Podcast!