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

Another example of a client who reached out beyond his comfort zone and took a huge risk with a prospect. We also are listening to your feedback. Your input tells us that you want to hear more about how to be better at calling at C level suite. Bill and Bryan break it down by [...]

The new frontier of a modern sales person is in how you're positioned in the client's mind. In this episode, Bill and Bryan reveal a real-life story of a listener who has taken this "expert positioning" seriously and expanded his position with a client. You'll hear how a pharmaceutical sales rep worked with a client [...]

Yes, this is more on this very important strategy that we've been receiving tons of email about. We introduced this a few months ago and we'll be doing more on this. One of the most important strategies you can implement in selling is an "educational strategy." But, in order to do that you must be [...]

The mailbag question from a pharma-rep listener leads to a deeper discussion about the role a sales person should play in the sales cycle. It begins with a question on how you continue to bring value to your customers. Bill and Bryan go deep with this one, not only answering the question for our listener, [...]

Most salespeople realize they must ask questions in order to find information.  The challenge though is that when they do, the prospect or client feels interrogated or impelled to give an answer even if it's not truthful. Bill and Bryan discuss a helpful tip from Seth Godin's Blog, "No business buys a solution for a [...]

Many times, we see sales people under-prepare for big calls. Or, they prepare the wrong way, focusing on products and their advantages instead of what we believe they SHOULD be focused on. In this episode, Bill and Bryan break down the 'high pressure' sales call and give you a template to consider using as you [...]

This is the third in a series of three podcasts on Creating Great Relationships. Bill and Bryan address several other components of what makes good relationships with prospects and clients. You can also access the PDF that has all 8 . Go to www.advancedsellingpodcast.com and click on TOOLBOX. ~~~~~~~~~~~~~~~~~~~~~ You’ve just written an email to [...]

Wow, that's a profound statement, isn't it? Of course it's not. Yet, we salespeople sometimes have a problem with the truth–as in "the whole truth." So, part 2 of our 3-part series on building strong relationships has to do with the candor you demonstrate with your client. The bottom line, as Bill and Bryan claim, [...]

Bill flies solo today (Bryan back next week) and begins a mini-series on what it takes to form a good relationship with your prospect or client.  Sales people talk often about 'relationships' but it usually means, "Do I know them well enough that they will buy from me?" This series focuses on the rules of a good relationship so you can see if you are really building them or just paying lip service to them. Bill also cites a testimonial from a Canadian listener who used a very simple lesson she learned on the podcast to grow her business.  *************************** You’ve just written an email to a prospect who’s not calling you back. 
You get ready to hit SEND…but as you read it again, you realize it just doesn’t quite capture your thoughts. Here’s our advice: STOP – Don’t SEND! Instead, read EMAIL IT!, 
The Seller’s Guide to Emails That Work. (http://emailitsellersguide.com/) ***************************

In this episode, Doug Karr (www.marketingtechblog.com) invites Bill and Bryan into his office for his weekly radio show on Blog Talk Radio. The essence of this discussion was focused on social media and it's uses for sales professionals. While this may not be the first you've heard on this topic (that was a joke) you [...]

Sales people in any profession MUST be better story tellers. Telling someone your information is not enough today. You must build the context through how you position your product. And the best way to do that is through your stories. Brooke Green is this week's guest on the podcast. Brooke is a Caskey trainer and [...]

Today (8/26) at 3:00pm Eastern Time, Bill and Bryan will be guests on Douglas Karr's Blog Talk Radio - Marketing Technology. Listen at: http://www.blogtalkradio.com/marketingtech *If you can't make it to the live radio show, then you can download it at http://www.blogtalkradio.com/marketingtech. Bill and Bryan will also have excerpts in upcoming shows.

This episode is one of our frequent mailbag shows where we take questions from our audience. The first question is "what are some new ways to prospect?" Also in this episode, Bill discusses a recent webinar he was on that addressed what does the "new salesperson" look like. And it plays right in to the [...]

One of our clients did just that. In fact, he began as a podcast listener, just like you. How did he do it? Well, there is no replacement for hard work but there are some lessons here that we can all learn from our friend who had a great three weeks in his business. Bill [...]

Sometimes referred to as a "knee-jerk reaction", this happens when the prospect gets us off-balance by how they behave - or by what they say. In the sales process, it can happen in many places but the WORST thing you can do is "react." In this podcast, Bill and Bryan select five areas where they've [...]

As sales pros and sales leaders, we're frequently in situations where we're either giving or getting "performance feedback." As with any business skill, there are right and wrong ways to look at feedback. In this episode, Dan Paulk, Senior Designer, Professional Development Programs at Hogan Assessments, discusses some 'feedback intelligence' that he has used as a psychotherapist and Hogan consultant. For those of you who don't recognize Hogan Assessments, they are one of the fastest growing personality assessment companies in the US. Full disclosure: We use the Hogan Inventory of Personality tests as both selection and coaching instruments for our private client group. We recently attended a certification class on Hogan and Dan was the workshop leader. We felt his approach to feedback was worth you knowing about.

We all have those favorite tools we use to grow our business, take care of current clients and generally, be more productive. And if it's good enough for Oprah, Lord knows it's good enough for the Advanced Selling Podcast. So in this episode, Bill and Bryan review their 10  favorite things - at least those [...]

Well, this title might be a little presumptuous - that we can actually "get" someone to do what we want them to do. But the real issue is your frustration when prospects don't act as quickly as you'd like. So what's really going on in the prospect's mind on this one?Join Bill and Bryan as they each give their opinions based on what some of their clients are doing to help the sales process move forward quicker. ~~~~~~~~~~~~~~ You've just written an email to a prospect who's not calling you back. You get ready to hit SEND...but as you read it again, you realizeit just doesn't quite capture your thoughts. Here's our advice: STOP - Don't SEND! Instead, read EMAIL IT!, The Seller's Guide to Emails That Work. http://emailitsellersguide.com/

In today's episode, Bill and Bryan address the remaining five strategies that can help those new in sales: managing the sales process, how to listen better (and what to listen for), and how to handle objections (the strategy for this one might surprise you). We've said this before, but it bears repeating. This is NOT [...]

We get a fair number of questions about how to operate when you're new in sales. This just in: We're ALL new in sales in our current market conditions. Yes, we all need to be thinking like newbies. In this episode, Part 1 of a 2 part series, Bill and Bryan address two of five [...]