Episode #325: Sales Psychology: Are You Getting in Your Own Way?

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advancedsellinpodcastgraphicbootIn this installment of Mailbag Monday, we turn introspective. Veteran sales trainers Bill Caskey and Bryan Neale take a question and commentary from Paul in Canada, addressing challenges salespeople have when they get in their own way. 

They share ways you can identify if this is happening to you and what to do about it, including shifting your mental framework to achieve a different outcome. Ask yourself: 

  • Do I proactively look for a solution or do I complain about the problem?
  • Am I putting the whole issue on someone else or do I take responsibility for my part?
  • Am I blaming Marketing for not giving me any new leads or have I taken ownership of my pipeline? 

In this episode of The Advanced Selling Podcast, Bill and Bryan offer their suggestions to help you get out of your own way. They also throw in a few “hacks” to help you focus on things that are most meaningful to your success.

Also mentioned in this podcast:

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Episode #324: Nonverbal Communication in Sales

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advancedsellinpodcastgraphicbootIt’s happened to all of us: a prospect or client gives you a really obvious nonverbal cue in a meeting or sales call. What do you do?  eteran sales trainers Bill Caskey and Bryan Neale find the humor and reality in examples of sales calls laden with nonverbal communication. They walk you through their best techniques for what to do when you’re picking up on nonverbal messages.
Even better, they even share stories of real scenarios that happened to them (or their clients) in sales calls— have any of the same ones happened to you too?

In this episode of The Advanced Selling Podcast, Bill and Bryan give their strategies about how to “deal with it in the game” and make a potentially awkward situation much less challenging for everyone.

Also mentioned in this podcast:

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