Episode #495: The Dreaded Commodity Dungeon

Posted on by Bill Caskey in Advanced Selling Podcast, Mailbag, Presentation Skills, Prospecting, Sales Process, Success | Leave a comment

On this episode of Advanced Selling Podcast, Bill and Bryan take a listener call from Paula who poses the question of, “how we extract ourselves from the commodity dungeon with our pricing and our offer.”

The guys tackle Paula’s question head on and acknowledge that it happens to virtually every company, and maybe even in every sales process.

The customer sees the same things from other vendors, but doesn’t see the uniqueness and differences, and it’s up to you to decide how to portray them.

The guys give several tips and exercises on things you can do to help get in touch with your true value, and then some ideas on how to communicate it.

Also mentioned in this podcast:

Podcast: Subscribe in iTunes | Play in new window | Download

Episode #494: How Do I Keep the Momentum After I Deliver the Proposal?

Posted on by Bill Caskey in Advanced Selling Podcast, Presentation Skills, Prospecting, Sales Process, Success | Leave a comment

Bill and Bryan get this question a lot from clients: how do I keep the momentum rolling after I deliver the proposal, when a lot of times that’s when things go silent?

On this week’s episode of The Advanced Selling Podcast, the guys take on this very question. They approach it from the perspective of preventing it from happening in the first place and remedying it when it does occur.

Also, be sure to join our LinkedIn group, https://advancedsellingpodcast.com/linkedin. We will be posting some behind the scenes videos where we plan out each episode.

Also mentioned in this podcast:

Podcast: Subscribe in iTunes | Play in new window | Download

1 2 3 4 5 ... 255 256   Next »