What is an Optimum Sales Process?
A podcast listener asked us to take her through the best sales process–the one we suggest you use. There are tons of sales processes and methods in the world, but we like to keep things simple so we give you what we recommend to our clients.
Much of what you hear here can be found in Same Game New Rules (www.samegamenewrules.com). Yes, we know that the very word “process” can be tedious, it’s still important to have one. Because we all know what happens when you don’t have a good process. You default to the prospect’s process.
Also mentioned in this podcast:
- Join our Linkedin group for daily discussions and networking
- Visit SameGameNewRules.com to learn more about the eBook and watch the video “Do You Make These 5 Mistakes?”
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How To Expand Your Value
Often, we get so myopic in our view of our customer relationships, we totally miss added value we can bring to that relationship.
Bryan talks about a sales deal where his client took a different approach–and created a long term partner. PLUS, that client avoided the ‘commodity element’ of most traditional customers where they put pressure on you for reduced price.
**If you’re a sales manager, this is a great topic for your next sales meeting.
Also mentioned in this podcast:
- Join the discussion about this podcast on Linkedin
- 20 Rules For Modern Selling eBook (download here)
- The Painful Truth About Uninspiring Leaders-How Leadership Deficits Lead to Employee Disengagement eBook (download here)
- Sign up for the CaskeyONE newsletter and receive the bonus video “How To Create Prospect Urgency“
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How To Talk ‘Money’ In The Sales Process
In this episode, Bill and Bryan address the ever-emotional topic of money. Many facets to money like:
1. Cost of problem
2. Money in customer budget
3. Money they’re willing to spend to change
4. Your belief in your own value
They have addressed this recently in the area of “positioning.” How you are positioned will determine the fees you command.
Also mentioned in this podcast:
- Seth Godin’s Blog
- Join our Linkedin group
- Follow Bill Caskey on Twitter
- Follow Bryan Neale on Twitter
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The Secret of Networking and Tradeshow Success
In this episode, Bill and Brian discussed the secrets of tradeshow selling since this is the trade show season coming up
But whether you participate in tradeshows or not this episode will help you become a better networker. The same skills apply.
Also mentioned in this podcast:
- Email It! A Seller’s Guide To Emails That Work with 20 Pre-Written, Ready-To-Use Emails
- Join the Advanced Selling Podcast Linkedin Group
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Don’t Use Throwaway Lines
Sales specialists Bill Caskey and Bryan Neale address an issue that happens to ALL sales professionals, whether they know it or not: are prospects telling you the truth?
In this sales podcast, Bill and Bryan address an actual client who struggled with the upfront agreement in the sales cycle. She felt like it was a little contrived and inauthentic. Bill gave her some counsel and now he shares it with the podcast community. This piece of advice serves to differentiate you from competitors you have in your business. No one else is positioning this way.
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Also mentioned in this podcast…
- Same Game New Rules – 23 Timeless Principles for Selling and Negotiating eBook by Bill Caskey
- Join our Advanced Selling Podcast Linkedin Group
- Have a burning question? Ask Bill and Bryan.
- The rabbit video below comes from Fiverr.com – Hire people for $5
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Four New Year’s Lessons For Sales Professionals
It’s always hard to narrow advice down to 3-4 things, but Bryan and Bill did that in this episode. The gist of it is that they see many sales professionals struggle with parts of the sales cycle. And their advice today will help you cope with those things you’d like to improve.
These four lessons are also good for sales managers as they/you continue to work on improving the state of your sales force.
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Also mentioned in this podcast:
- Join our Linkedin Group!
- Newest eBook: A Seller’s Guide to Emails That Work with 20 Pre-Written, Ready-To-Use Emails
- Have a burning sales question? Click here to ask Bill and Bryan.
- Download the free eBook 20 Rules for Modern Selling
- Click here to listen to past podcasts
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How One Salesperson Uses Email to Prospect
As a sales trainer, it’s always nice to hear what people are learning, using and profiting from in your advice.
Our podcast has been reaching sales people far and wide for over 4 years and yet we have spent very little time
interviewing people who have made our philosophy work.
In this episode, we talk to one such listener: Sales professional, Rachael Lyman, who works for the Denver Chamber of Commerce.
She shares with you some lessons she has taken from the podcast and some other products and reveals how she’s used them.
Also mentioned in this podcast (plus other things we think you should know):
- Connect with Rachael on Linkedin (click here)
- Download the eBook – Email It! A Seller’s Guide to Emails That Work with 20 Pre-Written, Ready-To-Use Emails
- Join the Advanced Selling Podcast Linkedin Group (click here)
- Check out our newest site – CaskeyONE! Your single source for sales and leadership strategy.
- Take a look at our 2012 FREE eBooks 20 Rules For Modern Selling (click here) and The Truth About The Unspiring Leader (click here)
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