Episode #343: Outbound Sales is a Whole New World

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We all know it— the old school “cookbook” model of selling is dead. Veteran sales trainers Bill Caskey and Bryan Neale explore a new model today— living in an “outbound” sales world.

Are you still chasing people around, burning a lot of calories and not getting the results you want?

Are you making 30 calls a day and reminding yourself “the action is on the 29th call”?

In this episode of The Advanced Selling Podcast, Bill and Bryan show you a different way focused on outbound, leveraged behaviors. They will help you learn how to shift your mentality from “how do I go get” to “how do I draw in” and why doing so will create more demand for your product. When people chase you, the process changes. You will go from selling people to helping people and never look back.

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Episode #341: The Threat Factor

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Do your prospects see you as a threat? Veteran sales trainers Bill Caskey and Bryan Neale explore the common “Threat Factor” that frequently occurs in sales situations.

Is there a chance that you or the product/service you’re selling can be a threat to your buyer?

Will buying from you ruffle any feathers in your prospect’s organization?

In today’s episode of The Advanced Selling Podcast, Bill and Bryan give you questions you can ask yourself to know how and if you’re being perceived as a threat… and what to do about it if you are. Bryan shares a real-life coaching conversation with one of his clients and Bill weighs in with suggestions of how to handle a situation where you could easily lose control of your message. They give you their best advice to help you avoid falling victim to the Threat Factor—and it all comes down to one word. Listen in to find out.

Also mentioned in this podcast:

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