Monthly Archives: July 2017

Monthly Archives: July 2017

Episode #460: Friction in the Sales Process

Posted on 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 review a list of things to stop doing in the sales process that might cause friction, and actually stop your buyer from buying. This came as a result of one of Bryan’s clients asking him what they could do to reduce that buyer friction. Check yourself against this list and see if you’re doing any of these things, and if you are, stop right …

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

Posted on 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 …

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