Three Trainers Discuss What You Should Be Talking To Your Customers About
Jill Konrath is our guest today on the podcast. Jill brings a tremendous amount of expertise in sales and marketing. More importantly, she sees where the two functions intersect.
Brooke Green and Bill Caskey comment on some of Jill’s ideas in this podcast. You can download Jill’s Free Prospecting Kit from her website (click here). Bryan is gone, but he will be back in two weeks.
*The video below is the uncut interview with Jill and Bill.
Also mentioned in this podcast:
- The Evolution of a Salesperson INFOGRAPHIC (click here)
- Have a question for Bill or Bryan? Send them an email at Listener@AdvancedSellingPodcast.com
Podcast: Play in new window | Download
Killing Yourself With Your Message?
You probably couldn’t help but think of Roberta Flack (Killing Me Softly With…) but that’s not what this podcast is about.
Bill and Bryan address the recurring problem of ‘inadequate message’ when you are communicating your ideas to prospects.
Their intent in this cast is to help you expand your thinking about what you do–so that you can deliver a broader, more compelling message to prospects.
We’d love to hear from you on this topic on our LinkedIn group.
Also mentioned in the podcast…
- Have a question for Bryan and Bill? Email them at Listener@advancedsellingpodcast.com
- Join the Advanced Selling Podcast Linkedin Group for daily discussions and networking!
Podcast: Play in new window | Download
What Listeners Want To Know About Prospecting
We have watched the threads on the LinkedIn Advanced Selling Podcast group uptick toward an interest in prospecting and lead generation for sales people.
Consequently, this podcast gives you some ideas on prospecting and attitudes around that. Bryan Neale is gone this week but we have two listeners who call in for some thoughts on business development.
Ray Mullen and Chris Conrey join Bill this week.
Also mentioned in this podcast:
- Ray’s Blog – Ethical Sales Guy
- Chris’s Podcast – Don’t Sell Me Bro
- Same Game New Rules eBook
- Email It – A Seller’s Guide To Emails That Work
- Join the Advanced Selling Podcast Linkedin Group
Podcast: Play in new window | Download
My Love Letter To Bill Marriott
Dear Mr. Marriott,
I have recently spent several nights traveling and staying in Marriott hotels. I have some objective observations I thought you might be interested in.
1. YOUR STAFF DEFINE ‘POSITIVE CUSTOMER EXPERIENCE’
Everyone in your properties redefine ‘customer service’. They take it to an atmospheric level of experience. From the first interaction to the last. I feel like I’m staying in a friend’s house when I stay at a Marriott
2. YOUR PEOPLE KNOW THE POWER OF BEING REAL
90% of companies practice “fake” customer service. Your people are real. They are who they are and they let that show itself with interactions with their guests.
Be careful. They are so good at this many business travelers (like me) might try to steal them and take them home. 
How To Talk To Prospects Even When They Say “No”
Bill and Bryan address an email question they received from a listener who is being asked by his manager to keep contacting people even though they said, “No” the first time. What do you do?
Which brings up an even bigger question: How to follow up with people without being a pest? Bill and Bryan tackle this issue head on.
Also mentioned in this podcast:
- Join our Linkedin group (click here)
- Have a question for Bill and Bryan that you’d like them answer in upcoming podcasts? Email them at Listener@advancedsellingpodcast.com
- Subscribe to the Advanced Selling Podcast on iTunes (click here)
- Listen to past podcasts (click here)
**PROGRAM NOTE: We mentioned having Marshall Goldsmith on next week. He will actually be on the podcast released on March 12. Sorry for delay, but it’ll be a great interview.
Podcast: Play in new window | Download
The High Personal Cost of ‘Assuming’ a Sale
As you look at your opportunities, it’s our guess that over one half of them have problems. No, not problems with the prospects themselves. But problems with the process you’ve taken them through.
In this episode, Bryan and Bill break down one of the most frequent problems we see when we coach sales people: the assumptive attitude.
That’s when you mistakenly assume you’re further along the sales cycle than you actually are.
You’ll learn:
- How to identify which of these prospects have issues
- What to do about them
Also mentioned in this podcast:
- Subscribe to the Advanced Selling Podcast on iTunes!
- Click here to join our Linkedin group!
- Want more content? Click here to sign up for the Caskey1 newsletter to start receiving videos, podcasts, articles and free eBooks!
- Are you an Accidental Salesperson? Join the waiting list to receive 3 FREE video tutorials! (Click here)
Podcast: Play in new window | Download
Jump
He who hesitates, get his ass kicked. There’s a book called Jump and the Net Will Appear. I’ve not read the book, but think the title is awesome.
What does this mean for you as a sales person?
- Make the call.
- Go to the meeting.
- Take the risk.
- Close the file.
- Join the trade group.
- Record the video.
- Write the white paper.
How many times do you say, “I need to get that done,” and “that” stays on your to do list for a year. Take Van Halen’s (not the Pointer Sisters) advice and Jump!
