Episode #496: Paradigm Blindness

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On this episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale discuss a concept they experience far too often with their own clients, Paradigm Blindness.

We all have a certain way we do things and we become locked in to those ways. We become blind to change and don’t consider other ways to achieve greater success.

Bill and Bryan give you some tips on how to identify your own Paradigm Blindness and some ideas on how you might go about getting out of it.

Also mentioned in this podcast:

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Episode #495: The Dreaded Commodity Dungeon

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On this episode of Advanced Selling Podcast, Bill and Bryan take a listener call from Paula who poses the question of, “how we extract ourselves from the commodity dungeon with our pricing and our offer.”

The guys tackle Paula’s question head on and acknowledge that it happens to virtually every company, and maybe even in every sales process.

The customer sees the same things from other vendors, but doesn’t see the uniqueness and differences, and it’s up to you to decide how to portray them.

The guys give several tips and exercises on things you can do to help get in touch with your true value, and then some ideas on how to communicate it.

Also mentioned in this podcast:

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