Are You The Marketer You Think You Are?
In this episode, Bill and Bryan are both back from vacation and discuss an interview Bill did with John Jantsch. John has been doing marketing consulting for a long time and discusses how the sales and marketing games have changed in that time.
We’ve had John on the show before but he’s always a fountain of knowledge when it comes to thinking differently about business success. John is also author of the book The Referral Engine.
If you’d like to hear the entire interview with Bill and John, click here to listen.
Also mentioned in the podcast:
- How To Sell A Premium Product In A Commodity Market – 12 Tips To Command Higher Prices and Fees Teleseminar
- Duct Tape Marketing Blog
- Referral Engine by John Jantsch
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What To Do When The Customer Takes Advantage of You
In this week’s episode, Bill answers a letter from a listener who has a prospect trying to take advantage of the value he brings. This prospect is asking for a lot of unpaid consulting, then bidding it out to other vendors.
But, even though this scenario is common, there are many other circumstances where your customer and you should have a heart-to-heart talk. Bill addresses how that conversation may sound.
Also mentioned in the podcast:
- The Evolution of a Salesperson INFOGRAPHIC
- Want to be better at communicating your expertise, but haven’t been trained properly? Click here to get on the waiting list to receive 3 free tutorial videos.
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Flattery Tells Me You Don’t Really Care – So Stop
Superficial flattery gets you nowhere. In fact, it might set you back a few paces.
We sales people have been taught to say something nice…to flatter prospects. But if it isn’t sincere, then don’t say it. We all have the BS detector running at all times. And at no time is it the loudest than when we hear those patronizing compliments.
-B. Caskey
How To Write Emails That Get Action
We tend to write emails in the state of ‘need’. Think about it…
- Trying to get an appointment.
- Trying to advance a deal.
- Trying to your get point across.
But that’s not a resourceful strategy.
In this video, Bill Caskey, Author of Email It — A Seller’s Guide to Emails That Work with 20 Pre-Written, Ready-to-Use Emails, gives you the framework to use for ANY email you might write to a prospect or your client.
You can learn more tips on how to write emails to a prospect or your client at: http://emailitsellersguide.com/
A Con Game Is NOT a Good Leadership Strategy
The Background Story
Several months ago, I was sitting with Sam who had just been named a VP of Sales at a company who was struggling. Sam had an engineering background and had had no leadership skills at all which is why they were seeking our help.
Sam’s boss, the CEO, felt like Sam’s energy and enthusiasm for sales and his competence at the subject matter end of the business would be a perfect match for him leading a sales team.
But there was a problem…
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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How To Write An Email To A Prospect That Doesn’t Know You
The biggest problem when writing an email is your ‘state of mind’. This is the MOST IMPORTANT THING to consider as you craft emails.
One of the frustrating scenarios is introducing yourself to a person you’d like to meet with. In this tutorial, Bill Caskey, Author of Email It — A Seller’s Guide to Emails That Work with 20 Pre-Written, Ready-to-Use Emails, walks you thorough a very tactical framework to craft this important email.
*You can learn more tips on how to write emails to a prospect or your client at: http://emailitsellersguide.com/
