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.

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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:

Aristotle Taught Us But We Weren’t Listening – 3 Ways To Improve Your Sales Strategy

OK, sales folks.  You got some advice from your friend Aristotle in 350 BC and I don’t think you were listening.  It was while he was being taught by Plato and just before he hooked up with Alex the Great.

His advice was very simple. In order to be a great sales person, you have to have 3 parts to your strategy.

In this video, Bill calls up some Aristotle wisdom and shares what those are.


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Are Your Best Years Behind You or Ahead of You?

It seems like an obvious question doesn’t it?  If I were to ask a hundred people on the street they would all say their best years are ahead of them.  But would they really feel that way or would that just be the politically correct thing to say?

The best years of your life by Albert EllisI was doing my annual New Year’s cards for my daughters. One daughter is 18 while the other is low 30’s. I believe the future is so bright for that generation that they should feel blessed — they have some many great years in front of them.

I actually believe that although most people do not.

And as I wrote their cards, I wondered aloud whether I felt that way about myself at 55 years old.  Can I honestly look in the mirror and say that my best days are ahead of me when I’ve had 55 years of a great life?

I have some rather long lifelines in my family (my dad lived to be ninety-seven and his mother ninety-five) and when people ask me when I’m going to retire I tell them retirement for me would be certain death.

So, for those of us that are in our 40’s, 50’s and 60’s, how do we ensure that in fact the best days are in front of us?

Here is a list:

  1. Stay current.  As we get older it becomes harder to stay current with the new technology/social media/web world but we must.  I know several people who have not been able to figure it out on their own but they have hired technology coaches.  Great idea.
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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:

Setting Your Goal

Set the goal and work backwards. Ask the question:

  • What will have to happen for me to accomplish that?
  • Or, you can do what others do… “what are the roadblocks?”

That list of roadblocks evolves into your ‘strategy’.

Self Esteem, Comfort Zones and Sales Success

As sales trainers and coaches, we learned early that whether someone takes our information and implements it has more to do with the “inner game” than any sales technique or move. Moreover, we learned that our self-image and self-esteem was at the root of that insight.

Recently, Bill Caskey and Bryan Neale, sat down at The Advanced Selling Podcast with a special guest, Terry Daniel, who has a vast background in psychotherapy and specializes his work around personal growth and learning.

Terry introduces a brief discussion about self-esteem, comfort zones and a tip on how to even know what to work on.

The purpose of this episode is to look at yourself and take action on what Terry recommends.

Also mentioned in this podcast:

 

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