Episode #273: Sales Relationship Building

Posted on by Bill Caskey in Advanced Selling Podcast, Mindset, Productivity, Prospecting | Comments Off on Episode #273: Sales Relationship Building

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It’s a new year, which means everyone is busy setting sales goals. Usually we think about clients in terms of their numeric value. In this episode of the Advanced Selling Podcast, Bill and Bryan ask listeners to start thinking about their clients in terms of relationship value. It’s the technique high-performing salespeople use to turn clients into raving fans. Veteran sales trainers Bill Caskey and Bryan Neale will share ideas you can implement to think about your client relationships at a higher level. Avoid being lulled into a transactional mindset, embrace a relationship mindset instead.

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Episode #269: No Show Sales Appointments

Posted on by Bill Caskey in Advanced Selling Podcast, Forecasting, Productivity, Prospecting, Sales Process | Comments Off on Episode #269: No Show Sales Appointments

advancedsellinpodcastgraphicbootThere’s nothing positive about cancelled appointments. Every salesperson has to deal with them. Veteran sales trainers Bill Caskey and Bryan Neale share super simple techniques you can use to prevent and manage cancelled appointments. How can you learn to trust your gut? Is it okay to push back? Does your time matter? In this week’s episode of the Advanced Selling Podcast, Bill and Bryan discuss whether cancellations are more common in certain industries. They’ll uncover the warning signs prospects give. Finally, you’ll understand how an upfront approach can help you win with prospects before and recover after a cancelled appointment.

Tune in every Monday for new episodes of the Advanced Selling Podcast!

Also mentioned in this podcast:

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

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