Episode #443: Customer Misperceptions

Posted on by Bill Caskey in Advanced Selling Podcast, Presentation Skills, Prospecting, Sales Process, Success | Comments Off on Episode #443: Customer Misperceptions

Have you ever had a customer that just doesn’t see the value in what you do because they have a misconception of the entire product or category?

This happened to one of our listeners, Mark from UK. He battles this exact thing in his world and needs some advice.

Is your product considered nice to have or need to have?

And is there really such a thing as a need to have?

In this episode of the Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale give their best advice to Mark and his customer misperceptions.

Also mentioned in this podcast:

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Episode #431: The Commodity Jungle

Posted on by Bill Caskey in Advanced Selling Podcast, Prospecting, Sales Process, Success | Comments Off on Episode #431: The Commodity Jungle

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How Do You Stand Out in the Middle of the Commodity Jungle?

We had a great caller from down under – Jared – who claims we’ll give him a ripper (we think that means we’ll give him a good answer!)

On this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale take on Jared’s question about how to stand out against the competition. They frame this topic a little differently – mainly, how do you distinguish yourself “through the customer’s eyes” in a world that is trying day and night to commoditze you?

They also get into the proper dialogue to use when you’re attempting to do that.

And, of course, the guys do a bit of music trivia to start the show.

Also mentioned in this podcast:

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

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