The Advanced Selling Podcast

Send us Fan Mail Ever wonder if you're doing the right behavior to grow your business? Or "enough" of the right activity? Bill and Bryan talk about 4 of the 10 areas that they recommend you assess yourself in--all having to do with 'sales activity.'  In their practice they run up against a lot of prospecting pain, but upon further inspection, find that people are not doing enough of the right behavior. So this is your chance to assess. If you'd like the actual PDF of the assessment, email them at mailto:listener@advancedsellingpodcast.com   - SUBJ: Behavior. Kathy will send the entire list so you can assess.Managers, you can also use this PDF to assess your entire team. If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider

Send us Fan Mail Last week we did the Skills Assessment portion of professional growth. Today, Bryan and Bill talk about the “inner game.”It is our belief that all “great performers have great minds.” It doesn’t mean they’re smart. It means they are wired for success. So in the sales profession, what should you be thinking that allows you to DO the things you need to do? The hosts give you a few to chew on, then you can email them at listener@advancedsellingpodcast.com (“inner game” in subject line) for the rest. If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider

Send us Fan Mail Isn’t it time you took inventory of your skills and competencies as a professional salesperson? Is it possible that, over time, your skills have deteriorated? You know the saying, “You lose what you don’t use.” In this episode, Bryan and Bill review several of the 10 Skill Sets needed to be a great salesperson. You can email them at listener@advancedsellingpodcast.com  (Subject line: Skills) to get all 10. In the document, you get  a chance to rank yourself. If you’re sales manager/leader, there’s even space to assess your entire sales team. If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider

Send us Fan Mail The world is full of articles on techniques—golfing—tennis—internet—marketing—and of course, selling techniques. Today, Bill and Bryan address this in a slightly different light. There is a “technique” (singular) to selling that is more important than the “techniques” used to sell. We don’t like the idea of “sales techniques” – it becomes rather manipulative. So listen in today and get some good “technique” advice. If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider

Send us Fan Mail In this episode, Bryan and Bill dissect a deal from an actual client phone call. The issue is what do you do in the 11th hour of a deal when everything that you thought was true—was untrue? You’ll hear both hosts weigh in on the situation, then hear the advice that Bill actually gave. If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider

Send us Fan Mail This week on the Advanced Selling Podcast, Bill and Bryan talk about the ethical consideration that keeps you from moving forward. What to do? What to do? Intent (a core principle on the ASP) comes to the forefront in this discussion. You are invited to weigh in by emailing Bill and Bryan at listener@advancedsellingpodcast.com.  If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider

Send us Fan Mail This is not a new topic for us at ASP, but we did have another letter from a listener whose manager asked her to "stop selling small stuff and start selling big stuff." Our advice may surprise you—and  it may be useful to you if you find yourself in the pressure cooker that is today's modern sales environment. Bill and Bryan also talk about a listener who took our advice, built a blog, and now has a success story you should hear. If you have a question to put into the mix, go tohttp://www.askbillandbryan.com If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider

Send us Fan Mail This is a special treat this week because we have a client who just landed a large deal with a new customer. And much of what he usedhe learned right here at The Advanced Selling Podcast. In this episode,Jeff spends 15 minutes telling you exactly what sales strategies and tactics he used and how he executed the sales process to land the deal. If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider

Send us Fan Mail In Bryan Neale’s absence this week, I enlisted Phil Bounsall of Walker Information to talk about the issue of client loyalty. As sales professionals, a loyal client is a referring client. And since most of us count on referrals to grow our business, keeping your eye on loyalty is a MUST DO. Phil has excellent insight and tips on how to improve client loyalty. If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider

Send us Fan Mail In this episode, Bill Caskey and Bryan Neale address a question from an audience member on how to prospect when you're already busy. And Bryan reveals a communication technique that helps as you're explaining to a prospect what you do. If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider