Episode #312: Projecting: Are You Deciding on Behalf of Your Buyer?

Posted on by Bill Caskey in Advanced Selling Podcast, Productivity, Prospecting, Sales Process, Success | Comments Off on Episode #312: Projecting: Are You Deciding on Behalf of Your Buyer?

advancedsellinpodcastgraphicbootWhat questions do sales people answer for their buyers before they even ask them? Veteran sales trainers Bill Caskey and Bryan Neale share the challenges that come from seeing the world through your own eyes and not through the eyes of your buyer. They discuss strategies to help you avoid common pitfalls— projecting, justifying and deciding for your buyer without truly allowing them to tell you. In this episode of The Advanced Selling Podcast, Bill and Bryan will help you think about how to put yourself in the buyer’s shoes and how to collaborate with them to decide what’s most valuable. They will walk you through a few ways to do a self-inventory to ensure you’re not projecting on behalf of your buyer without even knowing it.

Episode #311: Professional Growth in Sales

Posted on by Bill Caskey in Advanced Selling Podcast, Productivity, Sales Process, Success | Comments Off on Episode #311: Professional Growth in Sales

advancedsellinpodcastgraphicbootHow do you know you’re on a path to professional growth? Veteran sales trainers Bill Caskey and Bryan Neale share their list of questions to ask yourself when assessing your own growth and development. They discuss strategies and reflection tools you can use, including ways to see your blind spots and how to implement feedback from your marketplace. In this episode of The Advanced Selling Podcast, Bill and Bryan will help you think about how to stretch, change behaviors and encourage your own growth. It can be uncomfortable or scary to push outside your comfort zone, and challenging yourself is an important factor in being a high performer.

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