The Advanced Selling Podcast

Send us Fan Mail In this episode, Bill and Brooke, address a common issue: How do you improve your selling skills if you weren't cut out to be in sales?The fact is that many technical people have ended up in the role of selling (in fact, many sales people end up there, too). So, how do you model your behavior? Must you really change who you are to be successful in the sales/business development role? Actually, no. But you need to have a plan of some kind. And we'll share some parts of that plan here.  Also, we are making available three training videos that go deeper into this subject. You can go to http://www.accidentalseller.com to get the three videos. 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's podcast addresses a question from a listener who wanted to know how to begin the sales process when they had very little in terms of case studies, or customer experience. In his case, it was a start-up company in the IT space.Bill and Bryan dished out some tips to use in beginning to position him in the market. The fact is that, in some ways, this is an excellent position to be in. The ability to create a position from scratch can be quite powerful.However, if you already have a customer base and are a seasoned pro, there are still some ideas in this podcast that will help you re-think your position.The fact is that even if we've been around for a while, there is always something new we're wanting to do - new products - innovative services - new ways to think about old problems. Consequently, "thinking like a beginner" is something we should do frequently.**If you'd like your question to be featured in the next mailbag episode, then email your question to Bill and Bryan at Listener@AdvancedSellingPodcast.comAlso mentioned to the podcast:If you're in the Indianapolis area, then join us on October 12, 2012 for a LIVE podcast recording the Jazz Kitchen in Broadripple. Click here to register http://advancedsellingpodcast.com/live/ 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 Bill and Bryan each had client experiences recently where their clients were being driven by their "bid boards." They talk about the hazards of poor business development technique. And, of course, they give you some new things to think about as you improve your business development skills. Those skills are vital for you building relationships that can sustain your business for the future…and it's something that should be  a part of all of our strategy.Also mentioned in the podcast:Back by popular demand... The Advanced Selling Podcast LIVE recording at the Jazz Kitchen in Broadripple, Indiana.  Click here to register.The Advanced Selling Podcast Linkedin Group 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, you probably know us by now and know that isn't our strategy. But the fact is that we get questions from listeners that often sound like that. This week, Bryan is off in his world of Big Ten Football Officiating…and Jill steps in (admirably, we might add) and poses some questions to Bill that come from our audience.Mail us your thoughts and questions to listener@advancedsellingpodcast.com. Or, deliver your message personally by using our RANT LINE at 317.575.0057 EXT 20. Instructions are on the greeting when you call. 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 Little did Bryan Neale know, we were still recording the podcast.  Listen as he gets carried away with a movie quote. Can you name that movie? 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, Brooke Green joins Bill and Bryan to address the issue of how to sell if you’re an ‘accidental salesperson.’ Brooke works with quite a few companies and people, who don’t consider themselves salespeople, yet who are still responsible for new business development.This includes accountants, engineers, subject matter experts, consultants, technical advisors, project managers, entrepreneurs or others who would be classified as ‘accidentals.’ Heck, even some sales people might put themselves in that position.Also mentioned in the podcast:The Accidental Salesperson – Click here to join the waiting list to receive 3 free videos on how to communicate your expertise more effectively. http://www.accidentalsalespersoncourse.com/Are you in the Indianapolis area? Join us on October 12 for a LIVE recording of the Advanced Selling Podcast.  Lunch will be served. Click here for more information. http://www.advancedsellingpodcast.com/live/The past podcast on ‘Ladyparts’The Advanced Selling Podcast Linkedin group 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've all received it - that email that comes, ominously, from someone you hoped to work with. It's the email that says, "Thanks, but no thanks." And it's like a punch to the gut.Well, that all may be overly dramatic, but the fact is that we all have received the 'ding letter' whether it's an actual letter or not.In this podcast, Bill and Bryan address, 'what to do' when you're about to be dinged.Rant LineIn this episode, Bill and Bryan mentioned the addition of the RANT LINE for listeners of the podcast. Call us at 317.575.0057 EXT 20 if you'd like to leave a message, a rant, a question, or any other comment. They'll get it on the air quickly. Also mentioned in this episode:Join the Advanced Selling Podcast Linkedin group for daily discussions and networking! 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 episode, Bill and Bryan address something you should always share with your prospects (and clients, too). It has to do with your "why" in business.Recently, Bill wrote a blog called 3 Reasons You Should Share Your Why With Customers citing Simon Sinek's famous talk at TED on The Golden Circles. We think it applies directly to sales people - and this podcast explains how to share this with your clients and prospects.Also mentioned in this podcast:The Bittersweetness of Sending Your Baby to CollegeSign up for the Caskey1 newsletter to get notified of recent articles, podcasts and videos.Ted Talk - Simon Sinek's video on The Golden CircleBlue Ocean Strategy 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 title might make no sense BEFORE you listen to this episode, but Bill and Bryan interview Josh Hinds, who is not only a podcast listener but also an author.Josh gives new meaning to the phrase 'double entrendre.' In this podcast, Josh shares some of the main concepts from his book, Live Big, including mistakes people make when they goal-set and some insight on how to live a richer life.B & B pose some questions to Josh about some of their clients, too and he relates some sound advice.Also mentioned in this podcast:Josh Hinds - Speaker, Author, Entrepreneur"It's Your Life, Live BIG" by Josh HindsJoin our Linkedin Group for daily discussions 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 There is a right answer to that. But it may not be what you've been taught. So in this podcast, Bill and Bryan will review the difference and what they new model of selling requires from you.Here is the secret: Better positioning leads to less need for persuasion. Listen in and learn!Also mentioned in the podcast:Want a second opinion on your slide deck? Bill and Bryan offer to help 2 people out! Send them your slide deck to listener@advancedsellingpodcast.com and we'll let you know if you've been chosen.The Golden Circle - How Great Leaders Inspire Action by Simon SinekA clip from Vacation with Chevy Chase If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider