Monthly Archives: October 2015

Monthly Archives: October 2015

Episode #330: Fear In Sales

Posted on by Bill Caskey in Advanced Selling Podcast, Prospecting, Sales Process | Comments Off on Episode #330: Fear In Sales

What scares you the most in the sales process? Veteran sales trainers Bill Caskey and Bryan Neale celebrate their least favorite holiday by sharing aspects of the sales process that scare them the most. Conversations about money, making “the close,” knowing when to share and when to withhold… and of course, the dreaded cold call. In this episode of The Advanced Selling Podcast, Bill and Bryan cover the spooky, the quirky and the creepy things that scare them and salespeople …

Episode #329: Pricing Philosophy

Posted on by Bill Caskey in Advanced Selling Podcast, Prospecting, Sales Process, Success | Comments Off on Episode #329: Pricing Philosophy

How much are your clients really worth to you? Veteran sales trainers Bill Caskey and Bryan Neale dive into a philosophical discussion on pricing. They walk you through the important distinctions between “negotiating” and “discounting,” as well as help you find new words to use in the conversation that will likely lead to a different outcome. Do you truly know the lifetime value of your customers? If not monetary value, what other things can benefit you in the deal? In …

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