Episode #443: Customer Misperceptions

Posted on by Bill Caskey in Advanced Selling Podcast, Presentation Skills, Prospecting, Sales Process, Success | Comments Off on Episode #443: Customer Misperceptions

Have you ever had a customer that just doesn’t see the value in what you do because they have a misconception of the entire product or category?

This happened to one of our listeners, Mark from UK. He battles this exact thing in his world and needs some advice.

Is your product considered nice to have or need to have?

And is there really such a thing as a need to have?

In this episode of the Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale give their best advice to Mark and his customer misperceptions.

Also mentioned in this podcast:

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Episode #442: My Prospect Won’t Buy

Posted on by Bill Caskey in Advanced Selling Podcast, Presentation Skills, Prospecting, Sales Process, Success | Comments Off on Episode #442: My Prospect Won’t Buy

What to do when you can save the prospect money and they still don’t buy?

In this episode of the Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale answer a question from a listener on how to better compete against their giant competitors.

They also discuss how to move people to action when you can save them money but they still won’t purchase.

Also mentioned in this podcast:

Podcast: Subscribe in iTunes | Play in new window | Download

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