Monthly Archives: August 2015

Monthly Archives: August 2015

Episode #313: Sales Differentiation: All the Small Things

Posted on by Bill Caskey in Advanced Selling Podcast, Productivity, Prospecting, Sales Process, Success | Comments Off on Episode #313: Sales Differentiation: All the Small Things

You’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 …

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

What 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 …

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