The Advanced Selling Podcast

Send us Fan Mail In this week’s podcast, Bill is going “solo” and talks about the first call “protocol.” We’ve received a lot of mail recently on “filling the sales funnel,” but the first discussion you have with a prospect is still vital. You have to set the tone in the right way. And to do that, you MUST have the right frame of mind going in. 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 Sometimes we just need to have bold, bad sales moves. In this podcast, Bill and Bryan talk about two bold moves you can make as you pursue the sale.These moves are not intended to get someone to buy—that’s not cool. They ARE intended to move the sale along—or move it out. 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’s absence this week, Bill reviews three more of the core sales philosophies that govern sales success. He addresses money and budget, how to find out early where the prospect’s mind is, and how to reframe who your competition is. As always, you can email us at listener@advancedsellingpodcast.com to ask a question or make a comment. 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 Due to the holiday week, Bryan is taking some much deserved time off and Bill chose this week to share live audio from one of our MasterMinds programs. (MasterMinds is a peer group of high achieving sales professionals.) Bill and the group address the issue: What mental platform do you need to operate from? Happy Memorial Day! 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 week’s podcast, Bill and Bryan address a common question they get, “Does my message change depending upon who I call on in the organization?” The answer is YES. But hear some of their counsel on how to think differently when you’re in front of different people. 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 Well it's been a while since we posted a Mailbag episode. We're getting so much mail--and so many questions--that we take three of them today. The most important was from a young lady who feels her product might be inferior to her competition--and she isn't totally sold on it. This is a powerful topic. Bill and Bryan delve into the inner game of this--and give you some counsel if this is happening to you. They also answer the question of 'how do you handle it if your sales manager isn't aware of the "podcast teachings?"'If you have a question, go to www.askbillandbryan.com and post it there. We'll get to it as we can. 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 It’s not the sales funnel that’s important…it’s all the stuff “above” the funnel. So what action can you take to the suspects that are orbiting the funnel? In this episode, Bill and Bryan walk through the Top 5 Techniques (you can email us for the other 5 at listener@advancedsellingpodcast.com –subject line: FUNNEL).So if you don’t have enough in your sales funnel, you may not be practicing the right Rules, Tools and Attitudes to fill it up. 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 economic time, how you communicate your value—and WHAT it is—will be very important. Here, Bill and Bryan pick up on a topic they began a few months ago—what is your personal value to your customers and how does it show itself in the sales process? All sorts of goodies here. 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 Today, Bill and Bryan discuss the age-old-but-still-modern problem of how to get to the decision maker. In today’s economic climate, companies are more discerning about their spending patterns and that means the decision process is changing. You, as a sales professional or manager, need to know how to navigate through the maize of roadblocks inside companies. And this podcasts gives you ideas on just how to do that. By the way, go to www.askbillandbryan.com to submit a question for future podcasts. 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 Do ever feel like when you talk about your value it leaves people cold? Or maybe you wonder if your value really is special. We have a client who is wondering that very thing. So in this podcast, Bryan reviews the client issue, and we give you four ideas of how you can improve the value you bring. Then, we want you to weigh in on the fifth. The way you do that is listen to the podcast, then send an email to listener@advancedsellingpodcast.com with VALUE in subject line. If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider