Tag Archive for: Process

In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale talk about a circumstance that lots of sales forces struggle with, the notion of who controls the sales process.

Bill and Bryan riff on such things as correct mindset, correct language, and what your ideal sales process is if you were to create it from scratch. This is definitely one area where most sales people fall short!

If you have a sales question you want answered, make sure you send a short voice memo question to [email protected] and we’ll take it on in an upcoming episode.

Also mentioned in this podcast:

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Are you to passive or too aggressive? How you get right in the middle?

In almost every sales process there is, “Controlled tension.” This happens when there is stress around who’s controlling the process, you or the prospect. The reason you should be in control is because you have the solution, but the prospect thinks they should be in control because they have the money. This control tension gives way to the question of, “how assertive should you be in guiding the prospect through the prospect?”

In this episode, Bill and Bryan talk about “Passivity” both from a mindset standpoint and a tactical standpoint.

If you have a sales question you want answered, send us a voice recorded message to [email protected] and we’ll answer it on an upcoming episode!

Also mentioned in this podcast:

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