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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Be Intentional! Be Be Intentional!
Lately we’ve been receiving questions around, “How Can I Improve My Sales Cycle?“ Brooke Green answers this question with examples of what it means to have high intent vs. poor strategy in these 4 different situations:
- Networking/Tradeshows
- The First Meeting
- Sent The Proposal and Now You’re Waiting
- Prospecting
Sales Discovery – Not Interrogation
Leave some breathing space. When we do role-plays in our training class, it’s amazing to us how often the discovery part of the sales process becomes an “interrogation.” When you ask the prospect a question, give him or her a chance to answer and follow up that answer with subsequent answers that probably get you closer to the theme. Stop getting in the way of the sale.
Are You Bringing ‘Presence’ to Your Prospects?
Not donuts…or lunch…or coffee mugs. But are you bringing your ‘full self’ when you meet with people?
In this video, Bill tells you a story of how he and his team are brought in to interview sales people upfront before an offer is made. What they see is not good. And it all gets back to the little word with big implications: Presence.
He tells you what he looks for in those interviews and how you can think about what you bring to prospect meetings.
The Secret of Networking and Tradeshow Success
In this episode, Bill and Brian discussed the secrets of tradeshow selling since this is the trade show season coming up
But whether you participate in tradeshows or not this episode will help you become a better networker. The same skills apply.
Also mentioned in this podcast:
- Email It! A Seller’s Guide To Emails That Work with 20 Pre-Written, Ready-To-Use Emails
- Join the Advanced Selling Podcast Linkedin Group
Podcast: Play in new window | Download
