Episode #331: Roles of a Sales Person

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advancedsellinpodcastgraphicbootEvery good story has a hero, right? Veteran sales trainers Bill Caskey and Bryan Neale discuss the varied roles of a salesperson, based on the concept of the Hero’s Journey. They examine possible roles you may play in the sales process and why those roles matter.

Are you a teacher? A consultant? A space creator? A change agent?

In this episode of The Advanced Selling Podcast, Bill and Bryan share their list of the Top 7 roles salespeople play and also help you identify areas you may need to work on.  Which roles are you good at, and which ones do you struggle with?  Who is the hero in your sales story? (we’ll give you a hint— it’s YOU).

Also mentioned in this podcast:

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Episode #329: Pricing Philosophy

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advancedsellinpodcastgraphicbootHow much are your clients really worth to you?

Veteran sales trainers Bill Caskey and Bryan Neale dive into a philosophical discussion on pricing. They walk you through the important distinctions between “negotiating” and “discounting,” as well as help you find new words to use in the conversation that will likely lead to a different outcome.

  • Do you truly know the lifetime value of your customers?
  • If not monetary value, what other things can benefit you in the deal?

In this episode of The Advanced Selling Podcast, Bill and Bryan help you realize pricing isn’t just about percentages and discounts. Instead, they will give you tools and language to use when determining the value of your clients and techniques to help you shift your mind around the touchy subject of pricing.

Also mentioned in this podcast:

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