Tag Archive for: Prospect

Episode #444: All The Small Things

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In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale address the never-ending importance of paying attention to the details in how you speak with prospects and clients.

You can build a lot of goodwill throughout the sales process but one false move and you’ll be on the outside looking in.

In this podcast, Bill and Bryan go through some ways that you can start to identify the blind spots that other people see – and you’re missing.

Also mentioned in this podcast:

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

Episode #443: Customer Misperceptions

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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:

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