Tag Archive for: negotiating

Episode #330: Fear In Sales

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pumpkinizerWhat scares you the most in the sales process? Veteran sales trainers Bill Caskey and Bryan Neale celebrate their least favorite holiday by sharing aspects of the sales process that scare them the most. Conversations about money, making “the close,” knowing when to share and when to withhold… and of course, the dreaded cold call.

In this episode of The Advanced Selling Podcast, Bill and Bryan cover the spooky, the quirky and the creepy things that scare them and salespeople all over the world. To help make everything a little less scary, Bill shares his secret to remove your fear of cold calls forever.  No tricks, only treats, for our loyal listeners.

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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