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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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.
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?
I 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:
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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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:
- Terry Daniel quotes the book No Time for Tact: 365 Days of the Wit, Words, and Wisdom of Larry Winget by Larry Winget
- Watch Whiteboard Wednesday – A New Sales Web TV Show hosted by Brooke Green
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