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

  • Author: Vários
  • Narrator: Vários
  • Publisher: Podcast
  • Duration: 278:34:43
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Informações:

Synopsis

Bill Caskey and Bryan Neale: B2B sales trainers for the past twenty years share their strategies, frameworks, tips and tricks to help you leverage your talent, grow your skills and create your own sales success. You'll discover how you can shift your mindset, win with prospects and build long-term relationships with your clients so you can thrive and advance in your career. Bill and Bryan's approach to sales is funny, often quirky and always real. Their work has allowed them to help sales professionals, managers and leaders at hundreds of companies all over the world implement successful strategies and build profitable sales teams. Prospecting, sales communication, buyer resistance, proposals and RFPs, pricing, cold calling, sales forecasting, pain points, psychology, positioning, deal coaching, goal setting, leading and managing, achieving your goals and all the other things that work (and don't work) in the world of sales to help you be the best possible version of yourself.

Episodes

  • Stop Confusing Your Buyer!

    31/01/2011 Duration: 10min

    Bill and Bryan this week stop in at the Jazz Kitchen for ASP LIVE!, our first of many live events this year. In this podcast, they address the specific things salespeople do - inadvertently - to confuse the prospect and lead to a 'no sale.' Next up on the LIVE! tour is San Jose, CA on March 17th at theSonoma Chicken Coop and then back in Indy for an April event at the Jazz Kitchen.

  • The Search for the Perfect Salesperson (Rethinking Talent)

    25/01/2011 Duration: 14min

    In this episode, Bill and Bryan address the search for sales talent and how most managers fail. To be clear, this is a podcast for sales managers BUT it's also an episode that might cause YOU to rethink your own talent. Ask yourself if you are good at these things - and where you might fall short. Email us at:listener@advancedsellingpodcast.com if you have other opinions.  

  • Do You Demonstrate That You Care?

    18/01/2011 Duration: 15min

    Well, of course you do. No one in their right mind would admit they didn't care. We used to say, "You can tell how much someone cares by the questions they ask." But is that all there is to it? And what is the intent of the set of questions you ask? This podcast will help you re-frame why you ask questions and what else you can do to differentiate your value.  Don't forget the ASP LIVE! event on January 28, 2011 (1130-100EST). Go to http://www.advancedsellingpodcast.com/live to register. ($12 includes lunch).

  • Stop Handling Objections Now!

    10/01/2011 Duration: 13min

    In this episode, Bill and Bryan plead with you - beg you - to take a broader view of customer objections rather than merely thinking "how am I going to overcome this?" The "broader view" is not for every sales person in every situation - but it is a way to change your thinking so that you no longer feel pressure to overcome objections.

  • Professionalism in the Sales Ranks. Are You There?

    04/01/2011 Duration: 15min

    In this week's episode, Bill and Bryan address a question that one of their clients had about their sales team--and the professionalism (or lack thereof) in their team. They detail the six characteristics of a highly skilled sales professional in this modern era.  Also, look for more information on the Advanced Selling Podcast Live event at the Jazz Kitchen in Indianapolis on January 28 (Friday) at 11:30. Lunch-$12.00. Podcast listening-Free.

  • How to Manage a Sales Call

    21/12/2010 Duration: 13min

    There is an entire art to "call management" which is the study of how a sales call works, how it flows, how it ends...and what you can to do get the optimum outcome. In this episode, Bill and Bryan address "call management" and how you can start the call in the optimum way.

  • Are You an Old School Salesperson?

    13/12/2010 Duration: 13min

    No one would ever admit that they're an "old school salesperson." It brings so much negative to mind. But that doesn't mean that there aren't some basics that you need to pay attention to. In this episode, Bill and Bryan each discuss a story of how they were approached by an OSS (old school seller) and what happened. They also give you some basic tips on how not to become an OSS.

  • #1 Sales Problem Today: Stalled Deals

    06/12/2010 Duration: 12min

    Bill and Bryan address the biggest problem they get asked about from all the listener emails they get.  They each took a current client they're working with and outlined a struggle they had with this exact issue--stalled deals--and worked thru it so listeners can learn what to do. If you have a question, email them at listener@advancedsellingpodcast.com.

  • Buzzwords, Jargon and Other Annoyances

    29/11/2010 Duration: 10min

    Do you use worthless buzzwords and vernacular that means nothing to prospects? Is it possible that your use of those actually stalls the sale? It seems like we are so impressed with our own terms and concepts, that we use them freely. But what if the customer doesn't understand what you're talking about--and they never tell you that? Can you make the prospect psychologically NOT OK by your use of buzzwords? We think the answer is "Yes." Bill and Bryan address the hazards of buzzwords and how to avoid them.

  • How Do You React to the Upset Customer?

    22/11/2010 Duration: 14min

    Bill and Bryan take a look at how to react to upset, annoying, frustrating clients. This comes from an actual letter that one of Bryan's clients received from a customer. You may not experience this client behavior too often, but when you do, they reveal some ways to think through it prior to reacting.

  • What We Would Do If We Were in Your Business

    15/11/2010 Duration: 15min

    We get the following questions all the time: "How do  I generate more leads?" "How do I close more sales?" "How do I position my product so my customer sees my value?" So many of those questions...that we decided to answer them once and for all by telling you how we would operate your business if we were in your shoes. In this episode, Bill and Bryan go through a few of these and then you can also download the full report on your iphone app.

  • Are You Practicing The New Rules Of Selling--Or Just Talking About Them?

    08/11/2010 Duration: 14min

    Today, Bill and Bryan discuss an email that came in about a listener's sales manager who is rooted in the 'old way of selling' and he wonders how he can use the 'podcast content' in a way his sales manager accepts. The hosts also address the new rules of selling--and how every sales person can begin to adopt new ways to solve old sales problems.

  • The Lies We Tell Ourselves

    01/11/2010 Duration: 14min

    We are forever talking about how we avoid being lied to by prospects...but what about the lies we tell ourselves? Yes, that's right. We lie to ourselves about many things. In this episode, Bill and Bryan detail four lies we tell ourselves and what impact that has on how we sell--and how people buy. As usual, you're encouraged to send us your comments at listener@advancedsellingpodcast.com.

  • What Does It Mean To Be NEW In Sales?

    25/10/2010 Duration: 11min

    What does it mean to be new in sales? And what can we learn from this? The answer is, "Telling Your Story." One thing we all struggle with is "standing out" or "differentiating" ourselves when in front of clients (or in front of prospective employers).  In this episode, Bill and Bryan get into detail about how much of your "story" you should tell when in front of people who can hire you. Mail questions to listener@advancedsellingpodcast.com and they'll handle them in future episodes.

  • How Are You Thinking About Your Competition?

    19/10/2010 Duration: 11min

    There are some very distinct sales/achievement philosophies that Bill and Bryan have that inform all past episodes of the podcast. The two they address today are COMPETITION and PRICING, both controversial in the eyes of most sales observers. It's their belief that if you want to make radical changes in your results, your mind has to change around some key portions of business. This is the first of a 'several part' series on the philosophies that will change your perspective on selling.

  • Solving Sales Problems

    11/10/2010 Duration: 15min

    The power of this podcast is in the different perspectives that Bill and Bryan have in solving sales problems. They each work with different clients, and those clients have issues that need attention. In this episode, Bill shares one of his client’s problems and Bryan does the same. Then, you get two perspectives on how to solve sales problems.

  • Have Your Ever Thought About Why People Buy?

    06/10/2010 Duration: 13min

    As sales professionals and business owners you spend hours talking about the sales pipeline. But when was the last time you talked about why people are in it and what’s going to cause them to move forward? Today, Bill and Bryan address several issues that will help you get a better handle on what actions to take and what your behavior should be in the buyer-seller process to learn more about why people will buy from you.

  • How Do You Handle It When The Decision Maker Has Changed?

    27/09/2010 Duration: 13min

    Other than the second introduction to Whiteboard Wednesday, our bi-weekly web TV show for sales people all over the world, Bryan and Bill also address two common questions from The Sales Playbook: 1) What happens when a decision-maker has changed and now you must take up where the old buyer left off? and 2) How do you handle it when you’ve begged to get in the door and the buyer has “given” you an appointment? Bill and Bryan each offer their opinion on each question. That way, you get two perspectives on solutions to common sales problems.

  • Your Attitude Is Good. But Is It Right?

    20/09/2010 Duration: 11min

    Attitude is one of those terms thrown about that really has no meaning, in and of itself. In today’s podcast, Bill and Bryan address the correct Attitudes of Engagement to have prior to engaging with a prospect. It holds to their philosophy that EVERY SALES PROBLEM IS FIRST A “THINKING” PROBLEM on the part of the sales professional. Get these attitudes right, and the rest comes real easy. Do you have a comment for the hosts? Go to www.advancedsellingpodcast.com and leave a message.

  • You Will Learn From Our Mistakes

    13/09/2010 Duration: 13min

    Is it possible that we can learn from our mistakes? Well, of course we can…but can we learn from someone else’s mistakes? Bill and Bryan test that theory out today by “coming clean” with some of their errors in past sales situations. You would NEVER admit to doing these things—or anything like these—but see if any of these resonate with you.

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