Episode Archive

Over 700 episodes designed to help you succeed

The Dreaded Sales Forecast: The GOMA Method (Part 1)

The sales pipeline meeting can be high-drama but it really shouldn’t be. If you’re a sales leader/manager, or a sales person, listen as Bill and Bryan share with you three new tools/attitudes to learn so that sales forecasting is what it should be

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How To Sell Anything

A great sales training approach should be sound regardless of what one sells. Sales people and their leaders must get back to the basics of selling philosophy and selling strategy, irrespective of what one sells. Bill & Bryan give you a few tips on how to look at what you sell through fresh eyes and […]

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How To Handle Buyer Resistance

Buyer resistance is a fact of life for sales people. Our goal is always to prevent such resistance by doing all the right things upfront. In many past episodes we’ve addressed techniques to do just that. But, resistance will happen. In this episode, Bill & Bryan discuss a new way to look at resistance and […]

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What an 11 Year Old Can Teach Us

This week’s episode of the Advanced Selling Podcast is a follow-up to last week’s episode, “Are You Worth It?” It just so happened that Chicago Public Radio’s podcast This American Life released a very similar topic called, “It’s not the product, it’s the person.” This included a story about an 11 year old girl named […]

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Are You Worth It?

Are you really worth it? On this week’s episode of the Advanced Selling Podcast, Bill and Bryan discuss what part of the value you offer your client or prospect is YOU vs. the actual product or service you’re selling. Your worth can highly affect the outcome of your deals in exponential ways. They’ll also provide […]

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Optimizing Prospect Communication

This week on the Advanced Selling Podcast, Bill and Bryan discuss communication with your prospects. They address the myth that you must have an answer for every question. “No one wants to do business with a know it all.” When your prospect asks a question, it’s not a test, they genuinely want to know the […]

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