What You Should Look For In The Sea of Conversation With Your Prospect
===APRIL 19 ADVANCED SELLING PODCAST=== (15 Minutes)
In this week’s episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale discuss the knack of having good, truthful conversations with your prospect. What should you listen for? How can you find the heart of their problems and reasons for buying? Listening should be a big part of any sales strategy consequently, they discuss how much sales people should talk, and how much they should listen. Bill and Bryan act out (they’re always acting out) these teachings, so that you can apply them to your selling strategies immediately.
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How to Conquer Call Reluctance–Once and for All
===APRIL 12 ADVANCED SELLING PODCAST=== (15 Minutes)
In this week’s episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale discuss how to overcome your fears of cold calling and prospecting. In sales, the majority of the business you generate is from calling on new prospects.
Even though those first phone calls are some of the most dreaded parts of sales, they CAN be mastered. And like we say, ‘make your biggest weakness your biggest asset’ and watch success ensure. The mind is telling you something if you have fear. It tells you “you aren’t looking at the situation ‘correctly.’” Caskey and Neale help you change your thinking around these aspects of sales so the “phobia” evaporates.
Don’t believe us? Listen and see!
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The Secret's Out
===MARCH 8 ADVANCED SELLING PODCAST=== (15 Minutes)
A book that is “attracting” a lot of attention recently is The Secret, by Rhonda Byrne. There is some controversy around it as well and in this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale discuss the book and it’s claims.
The profession of sales is one in which the The Secret (The Law Of Attraction) has importance. How you show up in front of your customers has a lot to do with how seriously they take you, how much value you bring and what kinds of vibrations you give off.
Bill and Bryan also offer further philosophy on the Law of Attraction–things you can do to improve your results.
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Right Click on “Download” to Save ===>The Secret’s Out.mp3
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Time Optimization
===MARCH 2 ADVANCED SELLING PODCAST=== (17 Minutes)
In this week’s episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale give you interesting (and innovative) tips you can use to make better use of your time. You have only so many hours in the day/week and year. How you use those hours are at the core of how successful you are.
For example, have you ever thought about how many hours/year you could save if you could communicate your message better to your prospects?
This is a fast moving–lightning round type of podcast, where Caskey and Neale go through some systemic ways to improve your time management–and the production you get from the hours you spend.
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Sales Scenarios
===FEBRUARY 22 ADVANCED SELLING PODCAST=== (17 Minutes)
In this week’s episode of the Advanced Selling Podcast, Bill Caskey and Bryan Neale discuss various sales scenarios that you might find yourself in, and what to do in them. This episode gives you some fresh ideas for solving old problems. Don’t miss it.
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Sales Professionals: Optimize Your Time. Optimize Your Life. Part II
===FEBRUARY 8 ADVANCED SELLING PODCAST=== (13 Minutes)
This episode of The Advanced Selling Podcast is the second in a series that began last week. In this episode Bill and Bryan discuss your “comfort zone.” We all are very aware of what is inside and outside of our comfort zones. Bill and Bryan want you to step just a little bit outside of that comfort zone; to what they call, “the warning zone.”
In the “warning zone” your mind is telling you that you are somewhat uncomfortable in the situation you’re in. One of the best ways to step out of your comfort zone is to talk about money right off the bat. Get your price on the table so that during the first meeting you will know if there is any reason to proceed after this call. The lesson here is: stop wasting time trying to sell them something that they can’t afford–or don’t want to afford.
After that, you can slowly build more confidence doing other things outside of your comfort zone, thereby creating a larger comfort zone, which will enable you to achieve more during a sales call.
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Sales Professionals: Optimize Your Time. Optimize Your Life. Part I
===JANUARY 31 ADVANCED SELLING PODCAST=== (15 Minutes)
In this first of a series, Bill Caskey and Bryan Neale discuss a theory called “Time Optimization,” which is optimizing the time you spend by doing your “highest use activity.” This is not a lesson in time management. Rather, it is a manifesto that calls for a different way to look at the time you spend in sales activities. Most sales people waste their most precious asset–their time. How will you find out what Bill and Bryan have in store for you? By listening, of course. Enjoy.
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