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!
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Marshall Goldsmith Takes on Sales People
Our guest this week on the Advanced Selling Podcast is Marshall Goldsmith who cut his ‘expert teeth’ in the Management and Leadership areas of business.
But recently, he published a book called What Got You Here Won’t Get You There.
Bill had a chance to ask him some questions about what it takes to be a great sales person today.
Also mentioned on the podcast:
- Follow Marshall on Twitter
- Learn more about his book What Got You Here Won’t Get You There
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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
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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.
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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)
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You’re Working Too Hard
Sales people work too hard. They do so in the name of ‘aggressiveness’. We’re all proud of our TYPE A behavior.
But, wait a minute…why do we insist on working too hard when there is a huge potential right in front of us and we fail to see it?
In this podcast episode, Bill and Bryan give you some ideas on how to see what’s in front of you and how to harvest it.
Also mentioned in this podcast:
- Return on Relationship [R.O.R]: The New Measure of Success by Ted Rubin
- Want us to play your shout-out on the podcast? Send a video or an audio piece to Jillian at jvanarsdall@caskeytraining.com
- Join our Linkedin group for daily discussions and networking with other sales professionals
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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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