Episode Archive

Over 700 episodes designed to help you succeed

Selling A Product at 50% Premium. Is It Possible?

We get many questions from listeners about how to handle price objections when your product sells at a significant premium. One of Bill’s clients had exactly such a situation—a 50% premium. Listen in on the coaching that Bill gave – with Bryan’s comments, of course—to advance the deal.

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Protected: External Phone Call 12-18-09

There is no excerpt because this is a protected post.

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Where is That Courage When You Need It?

Ever known what you should say to a prospect but couldn’t summon the words? In this episode, Bill and Bryan tell two stories—one is a question from a listener regarding how to maintain an “out of season” relationship—and one is of a person who had courage to say “NO” to their prospect.

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Do You Commit These Sales Blunders?

Bill Caskey recently gave a speech on the most common “sales blunders” that cost salespeople and their companies millions of dollars. He reviews parts of his list of 20 sales blunders on today’s podcast—and gives you some new ways to think about old problems. Bryan Neale is absent this week (although we do know where […]

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How Do I Unravel a Current Relationship?

Sometimes we get a question that, on the surface, seems like a straightforward question. But upon closer review, it becomes an inner game (mental) issue that demands a little more time. This week, such a question comes from a listener who is pursuing a prospect that has a good relationship with a current vendor. Bill […]

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Does Your Message Cause Your Prospects to Grow Weary?

Ever thought you were communicating your value really, really well—only to look at your prospects and find them dozing? Well, that may be extreme, but rest assured, if your message isn’t compelling, they’ll mentally check out and you’ll never get them back. This episode is about focusing on your message—how you deliver it to people—what […]

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