Episode #313: Sales Differentiation: All the Small Things

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

advancedsellinpodcastgraphicbootYou’ve heard it a million times— the small things make the biggest difference. Cliché? Maybe. And very true. Veteran sales trainers Bill Caskey and Bryan Neale share their list of the “little things” that they believe have the greatest impact. They share their best practices, and even include a few things they don’t do and know they should. In this episode of The Advanced Selling Podcast, Bill and Bryan will help you differentiate yourself as a salesperson based on the experience your customer has with you. From sending an agenda to sending flowers or a thank you note, they will give you ideas that are relevant, authentic and immediately actionable.

Episode #312: Projecting: Are You Deciding on Behalf of Your Buyer?

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

advancedsellinpodcastgraphicbootWhat questions do sales people answer for their buyers before they even ask them? Veteran sales trainers Bill Caskey and Bryan Neale share the challenges that come from seeing the world through your own eyes and not through the eyes of your buyer. They discuss strategies to help you avoid common pitfalls— projecting, justifying and deciding for your buyer without truly allowing them to tell you. In this episode of The Advanced Selling Podcast, Bill and Bryan will help you think about how to put yourself in the buyer’s shoes and how to collaborate with them to decide what’s most valuable. They will walk you through a few ways to do a self-inventory to ensure you’re not projecting on behalf of your buyer without even knowing it.

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