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  • What an 11 Year Old Can Teach Us

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    This week’s episode of the Advanced Selling Podcast is a follow-up to last week’s episode, “Are You Worth It?” It just so happened that Chicago Public Radio’s podcast This American Life released a very similar topic called, “It’s not the product, it’s the person.” This included a story about an 11 year old girl named Asia who could teach even the most experienced saleperson a thing or two.

    Tune in every Monday for new episodes of the Advanced Selling Podcast!

    Also mentioned in this podcast:

    Are You Worth It?

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    Are you really worth it? On this week’s episode of the Advanced Selling Podcast, Bill and Bryan discuss what part of the value you offer your client or prospect is YOU vs. the actual product or service you’re selling. Your worth can highly affect the outcome of your deals in exponential ways. They’ll also provide you some ways to increase your worth to the customer. You’ll want to listen to this episode a couple times!

    Tune in every Monday for new episodes of the Advanced Selling Podcast!

    Also mentioned in this podcast:

    Optimizing Prospect Communication

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    This week on the Advanced Selling Podcast, Bill and Bryan discuss communication with your prospects. They address the myth that you must have an answer for every question. “No one wants to do business with a know it all.” When your prospect asks a question, it’s not a test, they genuinely want to know the answer and judge how you respond to the question. Find out how to optimize your communication on this episode!

    As always, tune in every Monday for a new episode of the Advanced Selling Podcast!

    Also mentioned in this podcast:

    Managing Your Mindset

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    On this week’s Advanced Selling Podcast, Bill and Bryan discuss another client inspired topic. How do manage your inner game when your deal you’ve been working on is on unsteady ground? You know, when your client hasn’t fully committed but you thought it was a done deal. This can be the most crucial time to control your mindset but it can also be the most difficult. Find out how to keep it together on today’s episode.

    Tune in every Monday for new episodes of the Advanced Selling Podcast!

    Also mentioned in this podcast:

    Pain Points

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    This week on the Advanced Selling Podcast, Bill and Bryan discuss the concept of “Pain Points.” This is basically summing up your customers pains in one word. Can you customer’s needs and wants be simplified to one thing? Bill doesn’t believe that it can be done. Find out your opinion on this episode.

    Tune in every Monday for a new episode of the Advanced Selling Podcast!

    Also mentioned in this podcast:

    LinkedIn Mailbag

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    On the podcast this week, Bill and Bryan take another great question from our folks over at our LinkedIn group. Linda has had a great career in sales. She recently changed jobs and wanted to get into sales at her new company, but the way they do things is not working for her. What can she do? Find on this episode.

    Tune in every Monday for episodes of The Advanced Selling Podcast!

    Also mentioned in this podcast:

    Pricing Part 2: Mechanics

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    On this week’s episode of the Advanced Selling Podcast, Bill and Bryan talk about part 2 of pricing. This week is all about the Mechanics. Pricing is one of the most important things to get right in the sales process.

    If you missed part 1 last week on the inner game be sure to go back and listen. Bryan even suggests listening to it first!
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