Episode #459: How To Talk About Price Without Talking About Price

Posted on July 17, 2017 by Bill Caskey in Advanced Selling Podcast, Presentation Skills, Prospecting, Sales Process | Leave a comment

One of the biggest mistakes salespeople make is not knowing how to talk about price and economic value with customers.

In this episode of The Advanced Selling Podcast, Bill Caskey reviews a coaching call he had with a brand new client who was struggling about how to combat the resistance, “I don’t have money in the budget for this.”

Bill and Bryan also give you a handful of ideas on how to change your thinking about money, pricing, and economics in the sales cycle. Bring your pen and notepad to this episode!

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Episode #458: Do You React Emotionally (When You Shouldn’t)?

Posted on July 10, 2017 by Bill Caskey in Advanced Selling Podcast, Prospecting, Sales Process | Leave a comment

In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale discuss a situation with one of Bryan’s clients who reacted to a client’s cancellation.

Bill and Bryan also share some thoughts and strategies on how to NOT react emotionally in most scenerios.

Remember, August is MAKEOVER MONTH so if you want to be considered for our live makeover, send as email to listener@advancedsellingpodcast.com and tell us about yourself and your goal of personal branding makeover.

Also mentioned in this podcast:

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