Monthly Archives: September 2015

Monthly Archives: September 2015

Episode #321: Networking Tips for Salespeople

Posted on by Bill Caskey in Advanced Selling Podcast, Mailbag, Prospecting, Sales Process, Success | Comments Off on Episode #321: Networking Tips for Salespeople

Get excited— it’s Mailbag Monday! Veteran sales trainers Bill Caskey and Bryan Neale frequently receive insightful questions via email, audio recordings and the ASP LinkedIn group. Today, they’re answering an audio message from a listener in Australia. They’re talking about the common issue of “vaulting,” both at networking events and in sales calls. How do you resist the temptation to jump from first introduction to trying to close them on the first call? What do you say to someone when you meet them …

Episode #320: Understanding Your Ideal Client

Posted on by Bill Caskey in Advanced Selling Podcast, Sales Process, Success | Comments Off on Episode #320: Understanding Your Ideal Client

How do you know if you’re looking for the right prospective clients? Veteran sales trainers Bill Caskey and Bryan Neale have a few simple techniques for you to follow to assess and improve clarity around your ideal client. They discuss their recommendations, including specific things they’ve done with their own clients and that you can model in your business. Do your prospects truly understand the work you do? Do you know what your clients and prospects aspire to achieve? In …

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