What The Hell The Want??!?!?
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Explore "caskey" with insightful episodes like "What The Hell The Want??!?!?", "How To Sell Anything", "How To Handle Buyer Resistance", "Managing Your Mindset" and "Pain Points" from podcasts like ""Air In Atoms's podcast", "The Advanced Selling Podcast", "The Advanced Selling Podcast", "The Advanced Selling Podcast" and "The Advanced Selling Podcast"" and more!
Episodes (100)
How To Sell Anything
A great sales training approach should be sound regardless of what one sells. Sales people and their leaders must get back to the basics of selling philosophy and selling strategy, irrespective of what one sells.
Bill & Bryan give you a few tips on how to look at what you sell through fresh eyes and give you some valuable tips on how to think bout the sales process. People tend to overcomplicate the sales process when they needn’t do that.
This is a good episode to play for your entire sales team so you can begin discussion.
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How To Handle Buyer Resistance
Buyer resistance is a fact of life for sales people. Our goal is always to prevent such resistance by doing all the right things upfront. In many past episodes we’ve addressed techniques to do just that.
But, resistance will happen. In this episode, Bill & Bryan discuss a new way to look at resistance and give you a formula for solving. Hint. Resistance is not something to overcome or knock down. It is something to “understand.” And by understanding it, you have a chance to move around it.
Have you ever had or are having a buyer who is resistant? Let us know about it on The LinkedIn Group, Click Here To Join!
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Managing Your Mindset
On this week's Advanced Selling Podcast, Bill and Bryan discuss another client inspired topic. How do manage your inner game when your deal you've been working on is on unsteady ground? You know, when your client hasn't fully committed but you thought it was a done deal. This can be the most crucial time to control your mindset but it can also be the most difficult. Find out how to keep it together on today's episode.
Tune in every Monday for new episodes of the Advanced Selling Podcast!
Pain Points
This week on the Advanced Selling Podcast, Bill and Bryan comment on "Pain Points." This is basically summing up your customers pains in one word. Can you customer's needs and wants be simplified to one thing? Bill doesn't believe that it can be done. Find out your opinion on this episode.
Tune in every Monday for a new episode of the Advanced Selling Podcast!
LinkedIn Mailbag
On the podcast this week, Bill and Bryan take another great question from our folks over at our LinkedIn group. Linda has had a great career in sales. She recently changed jobs and wanted to get into sales at her new company, but the way they do things is not working for her. What can she do? Find on this episode.
Tune in every Monday for episodes of The Advanced Selling Podcast!
Pricing Part 2: Mechanics
On this week's episode of the Advanced Selling Podcast, Bill and Bryan talk about part 2 of pricing. This week is all about the Mechanics. Pricing is one of the most important things to get right in the sales process.
If you missed part 1 last week on the inner game be sure to go back and listen. Bryan even suggests listening to it first!
Tune in every Monday for new episodes of the Advanced Selling Podcast!
Pricing Part I: Inner Game
On this week's episode of the Advanced Selling Podcast, Bill and Bryan discuss a client inspired topic, Pricing. This is part 1 of a 2 part series. This week is all about the mentality side of pricing also know the Inner Game.
Be sure to tune in next week to hear part 2 which is all about the Mechanics!
Interview with Jay Mohr
On this week's episode of the Advanced Selling Podcast, Bill and Bryan discuss an opportunity that Bill had to interview comedian, actor, writer, and radio host Jay Mohr. They talk about the fine line between egomania and high intent. During the interview Jay talks about how we are all show-off's and we have a desire to be the best.
He has some great perspectives on success and life that you won't want to miss.
Tune in every Monday for new episodes of the Advanced Selling Podcast!
Being Novak Djokovic
After a couple weeks apart, Bill and Bryan are finally back in the studio together. This week's topic is all about Novak Djokovic and his Wimbledon victory. He has a lot of great lessons that can applied to many different areas of the sales process. You won't want to miss out on this week's episode.
Tune in every Monday for new episodes of the Advanced Selling Podcast!
The Changing Role of the Sales Person
In this week's episode of the Advanced Selling Podcast, Bill and Bryan discuss a recent interview that Bill had with Kristin Zhivago. Kristin is a revenue coach as well as an author. Bill and Kristin discussed the changing role of the sale person and the fact that a sales person is no longer a "pusher" but is more of a "collaborator." Kristin has some great ideas and you definitely don't want to miss this episode!
Tune in every Monday for new episodes of the Advanced Selling Podcast!
Being BOLD
On this week's episode of the Advanced Selling Podcast, Bill and Bryan discuss an action that one of Bryan's clients decided to take. She acted as if she had "Nothing To Lose" at the close of the deal. Being bold can be a double-edged sword. Have you ever acted in this way? What were your results? What's Your BOLD?
Tune in every Monday for new episodes of The Advanced Selling Podcast!
Finding Problems
In this week's episode of the Advanced Selling Podcast, Bill and Bryan discuss a recent interview that Bill had with John Jantsch, author of the new book "Duct Tape Selling." One thing John talks about in his interview is a new sales approach. He says that if we are doing all the research we should, we should be finding problems that the client doesn't even see. Bill and Bryan discuss this process and their take on it.
Be sure to tune in every Monday for new episodes of The Advanced Selling Podcast!
"Think It Over"
On this week's podcast, Bill and Bryan tackle a Linkedin Question regarding the tactics taught by David Sandler. Sandler used to teach that at the end of the sales call your prospect was only allowed one of two answers, yes or no, there isn't a "Think it over" option. Bill and Bryan take a step back and break down the sales process. You won't want to miss it!
Tune in every Monday for new episodes of the Advanced Selling Podcast!
Is the relationship with your sales team or sales manager a healthy one?
On this episode of the Advanced Selling Podcast, Bill and Bryan give out "free marriage therapy" for the salesperson/sales manager relationship. What makes for a healthy functional relationship? Typically it's a below average relationship, and both sides hold responsibility, so Bill and Bryan talk about getting that relationship above average and working better together.
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People Powered Brand: What causes a change in buyer behavior?
On this week's episode of the Advanced Selling Podcast, Bill does an interview with Chris Wirthwein, author of "The People Powered Brand". Chris talks about what is it that causes a change in buyer behavior, and explain why "people" is the answer. Bill and Bryan then discuss some of the key points of Chris' ideas and how it relates to the end result of the sales process and training.
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Human Traits: How the sameness between people transcend country differences.
In this episode of the Advanced Selling Podcast, Bill and Bryan discuss the similarities in attitudes and expectations amongst buyers and sellers from region to region across the globe. Many people focus on how to deal with the differences, but Bill and Bryan take a refreshing look at the subject and explain how the sameness can transcend regional differences and country differences. Plus a big announcement on how YOU can be a client of Bill and Bryan's regardless of where you're listening to the show.
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Sales Tips for Pluckers Wing Bar
This week on the Advanced Selling Podcast, Bill and Bryan talk about Pluckers Wing Bar. How does this exactly translate to the usual sales tips that are commonly discussed? You're just going to have to listen to find out!
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Achieving Peak Performance: How Do We Approach the Mentality of Success?
What is it that puts us in a state of mind where we can accomplish great things? Bill and Bryan consistently talk about how to get your mindset right and hot to make sure we think about embracing abundance. On this podcast, they discuss a few ways to get into a "mental flow" when it comes to thinking abundantly. From goal setting to the final solution with your client, Bill and Bryan explain how important your flow is in achieving success.
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Call Volume: Legitimate Concern or A Red Herring?
After some technical snafus, we're back with another episode of the Advanced Selling Podcast! One of the most popular questions in the sales world is "How important really is call volume?" Instead of asking that question, why not figure out what you're trying to accomplish. Are you just trying to get your call volume up? Or are you trying to accomplish sales and relationships? Bill and Bryan take this question and dive deeper into the actions that you should take and what behaviors you should focus on in order to really understand the end goal of your sales calls. Find out during this episode.
Tune in for more episodes of the Advanced Selling Podcast