The Advanced Selling Podcast

Send us Fan Mail Recently, an article was published by Steve Martin on the Harvard website called the Ten Reasons Sales People Lose Deals.Bryan and Bill tear into the ten reasons and come up with solutions to three of them:What happens when you can't get to the decision maker? What if you have a "nice to have" product that isn't compelling for the prospect? andHow do you penetrate new accounts?  Also, send us any thoughts you have about these three or the other seven 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 From the mailbag of listeners this week, two topics come up:1) Call Reluctance. A listener seems to have a little bit of it and we have some thoughts (all good, of course) on what to do about it.2) How Can I Demonstrate Value BEFORE the Sale? A listener struggles with this especially since his product is a premium product.  Two great topics that affect virtually every sales and account manager. If you have a question to submit to the mailbag, write us 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 Why is it that we spend so much time doing things that we think will shape other's perception of us - and yet those very things do nothing to shape it?  Drew Dudley, Nuance Leadership, was our guest this week. He's had some great TED Talks (The List) and deals with this very issue - how we are perceived. It's a must-listen for sales managers and company leaders in addition to top performing salespeople.Make sure you also consume his content on his blog at http://nuanceleadership.ca/ 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 Recently, Bryan sat in on a capabilities presentation. He couldn't help but brainstorm ways to make this "dog and pony show" more interesting for the prospect.In this week's episode, Bill and Bryan give six tips on what to do and what not to do during the capabilities presentation.Afterwords, Brooke Green answers a question from an Advanced Selling Podcast LinkedIn Group member: What is the best strategy to sell recruitment services (for IT companies) in social networks? What is your opinion? 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 As trainers and coaches, when Bill and Bryan move into a new business they are on the lookout for whether this is a growing organization or stagnant one.  In many ways, this informs and shapes how and what they teach as they begin training.And so in this episode they lay out a handful of indicators that tell them whether the organization is growing or merely existing.This podcast would be very beneficial for sales managers and leaders.Also mentioned in this podcast:1. "Live Your Life Above the Line" video by Bryan Nealehttp://www.caskeyone.com/live-your-life-above-the-line-live-indianapolis-sales-training-with-bryan-neale/2. Bon Knight's book "The Power of Negative Thinking"http://www.amazon.com/The-Power-Negative-Thinking-Unconventional/dp/054402771X 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,  Thomas Gobeaux a listener from France, who is an online marketing consultant, came to us with a question that was very specific to his industry:"I love doing complimentary bonuses when selling someone else's product. I'm selling a language product online now, but can't think of a bonus that would: be relevant to the nichenot be available for free online be enticing enough to make it worth the purchase by itself"At one point, we considered not airing this since it's application is somewhat limited. However, we decided to let YOU make that decision. It certainly will have the effect of opening your eyes to an entirely other world of online marketing. Thanks to Thomas for his question.Bryan will be back next week!  You can learn more about Thomas Gobeaux by visiting http://www.tgbx.org/ 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 We have a LinkedIn group member guest this week, Ali El Jishi from Bahrain. He is in the IT Placement business and he asks a question that is familiar to us: How do you handle it when a new buyer suddenly has it out for you? In Ali's description of the circumstance, a few things come out that he should have done - and that you can learn from - if / when this happens to you. It is suggested that over 40% of your database changes every year. So, that means that buyers and decision makers change as well. When that occurs, do you have a strategy to handle it?Bryan is out this week (on Spring Break…or at least his kids are). He'll return next week. 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 Is that really possible? Think 'negatively'? Yep, that's what we're saying. In this episode, we share a module that Bryan recently taught at a client where they prepared for the 'worst case scenario' in the sales process.  Scenarios such as:*How to handle a deal that has become stuck or stalled*How to handle price resistanceEach tip Bill and Bryan give have both a market application and a mindset application. Some of this topic comes from Bob Knight's new book, The Power of Negative Thinking - An Unconventional Approach to Achieving Positive Results. Also mentioned in this podcast:*The Power of Negative Thinking: An Unconventional Approach to Achieving Positive Results by Bob Knight (http://www.amazon.com/The-Power-Negative-Thinking-Unconventional/dp/054402771X)*Email It - 20 emails to tackle the most difficult situations sales professionals face. Simply copy and paste to get the ball rolling! (http://emailitsellersguide.com/)*Want to hire Bill and Bryan for your next sales meeting? Send them an email 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 In our podcasts, we've talked at length about The Inner Game and how vital it is for you to get your "mind right" if you are to excel in your profession. We talk about it in the context of how you talk to customers, how you talk economics and the types of questions you ask.In this episode, Bill interviews Josh Matthews-Morgan who has written a book (partly inspired by this very podcast!) called "Deliver." It takes the idea of high performance and uses athletic stories and examples to hit home the point that your success begins in your mind. Also mentioned in this podcast:*Josh Matthews-Morgan book called Deliver: How To Perform Your Best When it Counts the Most on Amazon (http://www.amazon.com/Deliver-Perform-Your-Best-Counts/dp/0985775505)*Connect with Josh on Linkedin (http://www.linkedin.com/in/joshmatthewsmorgan) 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 We're forever talking about how to motivate your prospect - to buy - to change - to do what you think they should do. But, what about YOUR motivation? That's important, too. In this episode, Bill and Bryan address some ways you can inspire yourself when you hit the skids. Plus, Brooke Green joins us and answers a LinkedIn question: What should be your main aim at a first sales meeting with a prospect? It's a new series where we use questions generated by the LinkedIn Advanced Selling Podcast Group. If you haven't joined yet, scamper over and do so today. If you have a question or comment, make sure you ask it on the ASP LinkedIn group or send us  private email 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