The Advanced Selling Podcast

Send us Fan Mail Another example of a client who reached out beyond his comfort zone and took a huge risk with a prospect. We also are listening to your feedback. Your input tells us that you want to hear more about how to be better at calling at C level suite. Bill and Bryan break it down by [...] 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 new frontier of a modern sales person is in how you're positioned in the client's mind. In this episode, Bill and Bryan reveal a real-life story of a listener who has taken this "expert positioning" seriously and expanded his position with a client. You'll hear how a pharmaceutical sales rep worked with a client [...] 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 Yes, this is more on this very important strategy that we've been receiving tons of email about. We introduced this a few months ago and we'll be doing more on this. One of the most important strategies you can implement in selling is an "educational strategy." But, in order to do that you must be [...] 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 mailbag question from a pharma-rep listener leads to a deeper discussion about the role a sales person should play in the sales cycle. It begins with a question on how you continue to bring value to your customers. Bill and Bryan go deep with this one, not only answering the question for our listener, [...] 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 Most salespeople realize they must ask questions in order to find information.  The challenge though is that when they do, the prospect or client feels interrogated or impelled to give an answer even if it's not truthful. Bill and Bryan discuss a helpful tip from Seth Godin's Blog, "No business buys a solution for a [...] 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 Many times, we see sales people under-prepare for big calls. Or, they prepare the wrong way, focusing on products and their advantages instead of what we believe they SHOULD be focused on. In this episode, Bill and Bryan break down the 'high pressure' sales call and give you a template to consider using as you [...] 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 the third in a series of three podcasts on Creating Great Relationships. Bill and Bryan address several other components of what makes good relationships with prospects and clients. You can also access the PDF that has all 8 . Go to www.advancedsellingpodcast.com and click on TOOLBOX. ~~~~~~~~~~~~~~~~~~~~~ You’ve just written an email to [...] 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 Wow, that's a profound statement, isn't it? Of course it's not. Yet, we salespeople sometimes have a problem with the truth–as in "the whole truth." So, part 2 of our 3-part series on building strong relationships has to do with the candor you demonstrate with your client. The bottom line, as Bill and Bryan claim, [...] 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 flies solo today (Bryan back next week) and begins a mini-series on what it takes to form a good relationship with your prospect or client. Sales people talk often about 'relationships' but it usually means, "Do I know them well enough that they will buy from me?"This series focuses on the rules of a good relationship so you can see if you are really building them or just paying lip service to them.Bill also cites a testimonial from a Canadian listener who used a very simple lesson she learned on the podcast to grow her business. ***************************You’ve just written an email to a prospect who’s not calling you back. You get ready to hit SEND…but as you read it again, you realize it just doesn’t quite capture your thoughts. Here’s our advice: STOP – Don’t SEND! Instead, read EMAIL IT!, The Seller’s Guide to Emails That Work. (http://emailitsellersguide.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 this episode, Doug Karr (www.marketingtechblog.com) invites Bill and Bryan into his office for his weekly radio show on Blog Talk Radio. The essence of this discussion was focused on social media and it's uses for sales professionals. While this may not be the first you've heard on this topic (that was a joke) you [...] If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider