Episode #474: Client wants to go out for a bid?

Posted on by Bill Caskey in Advanced Selling Podcast, Mindset, Prospecting, Sales Process, Success | Leave a comment

In this episode of the Advanced Selling Podcast, Bill Caskey and Bryan Neale relate stories from their client base about this very issue, what do you do when a longtime buyer feels compelled to interview other vendors?

As Bill and Bryan have done in the past, they break this topic down into prevention and remedy:

Prevention is what can you do to prevent this from happening again, and the guys give ten points of learning around that. Remedy is what do you do about it if somebody just, “Serves you the papers.” They’ve got a couple of thoughts on that as well.

We’d love to hear your feedback on this topic by going to the Facebook fan page and sharing your thoughts!

Also mentioned in this podcast:

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Episode #473: Artificially Deflating Yourself Is Worse Than Inflation

Posted on by Bill Caskey in Advanced Selling Podcast, Mindset, Prospecting, Sales Process, Success | Comments Off on Episode #473: Artificially Deflating Yourself Is Worse Than Inflation

In this episode of the Advanced Selling Podcast, Bill Caskey and Bryan Neale address part two of their Inflation/Deflation series.

Today’s episode is how we often deflate our own power in the sales process. Most of the time it happens in negotiation, the sales process itself or when we need to find other decision-makers to go call on.

Bill and Bryan give you some ideas on how to see yourself and your role to help you navigate through this tendency and temptation to self-deflate.

We’d love to hear your feedback on this topic by going to the Facebook fan page and sharing your thoughts!

Also mentioned in this podcast:

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

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