Tag Archive for: Process

Episode #375: Balance in the Sales Process

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advancedsellinpodcastgraphicbootHow do you know when to be assertive and when to sit back? In today’s Mailbag Monday: Thursday edition, veteran sales trainers Bill Caskey and Bryan Neale answer a question from Jason about finding the right balance in a deal.

Are you violating the principles of abundance and detachment if you are assertive with your prospects?

How do you monitor your own self awareness each step of the way to keep yourself in check?

In this episode of The Advanced Selling Podcast, Bill and Bryan will help you ask the right questions to better understand your buying groups. Only then will you be able to know when to push forward or pull back, giving you the best chance to build a true relationship with your prospect.

Also mentioned in this podcast:

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Episode #328: Your Role in the Sales Process

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advancedsellinpodcastgraphicbootThis doesn’t happen often on The Advanced Selling Podcast— make sure you listen in today! Veteran sales trainers Bill Caskey and Bryan Neale cover a blind topic with no prep at all.  Bill shares a scenario he worked through recently with a client and gives Bryan a chance to act as sales coach through the discussion of the deal. 

  • Have you heard clients or prospects say, “Well, it’s not like it used to be” or something similar?
  • Do you connect with your prospects at a deeper level than just being the product sales person?

In this episode of The Advanced Selling Podcast, Bill and Bryan work together to help you critically think through your interactions with customers and prospects to help you authentically maximize the relationship. If you’ve ever wondered if your role in sales is just about selling products or is part of a bigger puzzle, this episode is for you.

Also mentioned in this podcast:

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