Episode #338: Distributor vs. Manufacturer: Your Value in the Process

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To buy from a distributor or the manufacturer… that is the question. Veteran sales trainers Bill Caskey and Bryan Neale address the issue in this Mailbag Monday episode, inspired by a question from Greg.

Does the distributor truly add value to the chain? How does your prospect decide who to buy from when they have a choice?

In today’s episode of The Advanced Selling Podcast, Bill and Bryan explore specific tactics you can use the strengthen your position (regardless of which side you’re on).  They also offer language advice to help you communicate your value in the process to your prospects.  You will learn how to have the “Why’s” behind the “What’s” and how to message your response so prospects understand what you provide that the others do not.

Also mentioned in this podcast:

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Episode #337: Stop Chasing Prospects — Coach Micheal Burt

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Do you think of yourself as a person of interest? Veteran sales trainers Bill Caskey and Bryan Neale interview bestselling author Coach Micheal Burt today as they explore how you can become the person everyone can’t live without. 

Do you work with a coach? It may be a sales coach, a fitness coach, a team coach, even a therapist.  How does your coach find the “X” factor in you that makes you unique? 

In today’s episode of The Advanced Selling Podcast, Bill and Bryan talk with Coach Burt about traits of a good coach and characteristics of people who work with coaches (like you). What do you have that other people want? Your desire, your connectivity, your connections, your product or service? Coach Burt shares his best practices for becoming the person who has prospects chasing them, instead of the other way around.