Sales Training To Grow People. And Grow Businesses
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Last week we did the Skills Assessment portion of professional growth. Today, Bryan and Bill talk about the “inner game.”
It is our belief that all “great performers have great minds.” It doesn’t mean they’re smart. It means they are wired for success. So in the sales profession, what should you be thinking that allows you [...]
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Isn’t it time you took inventory of your skills and competencies as a professional salesperson? Is it possible that, over time, your skills have deteriorated? You know the saying, “You lose what you don’t use.” In this episode, Bryan and Bill review several of the 10 Skill Sets needed to be a great salesperson.
You can [...]
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Lynn Hidy founder of UpYourTeleSales.com, is the expert at creating profitable telesales salespeople and organizations. She knows you can make six figures over the phone—she does it!
Lynn‘s 10+ year telesales career started with her earning a Golden Circle award her first year. Then she moved up to President’s Club status two years in a row. [...]
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The world is full of articles on techniques—golfing—tennis—internet—marketing—and of course, selling techniques. Today, Bill and Bryan address this in a slightly different light. There is a “technique” (singular) to selling that is more important than the “techniques” used to sell. We don’t like the idea of “sales techniques” – it becomes rather manipulative. So listen [...]
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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.
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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 [...]
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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 [...]
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In this week’s podcast, Bill is going “solo” and talks about the first call “protocol.” We’ve received a lot of mail recently on “filling the sales funnel,” but the first discussion you have with a prospect is still vital. You have to set the tone in the right way. And to do that, you MUST [...]
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Sometimes we just need to have bold, bad sales moves. In this podcast, Bill and Bryan talk about two bold moves you can make as you pursue the sale.These moves are not intended to get someone to buy—that’s not cool. They ARE intended to move the sale along—or move it out.
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In Bryan’s absence this week, Bill reviews three more of the core sales philosophies that govern sales success. He addresses money and budget, how to find out early where the prospect’s mind is, and how to reframe who your competition is. As always, you can email us listener@advancedsellingpodcast.com to ask a question or make a [...]
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