Tag Archive for: Prospect

Episode #341: The Threat Factor

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Do your prospects see you as a threat? Veteran sales trainers Bill Caskey and Bryan Neale explore the common “Threat Factor” that frequently occurs in sales situations.

Is there a chance that you or the product/service you’re selling can be a threat to your buyer?

Will buying from you ruffle any feathers in your prospect’s organization?

In today’s episode of The Advanced Selling Podcast, Bill and Bryan give you questions you can ask yourself to know how and if you’re being perceived as a threat… and what to do about it if you are. Bryan shares a real-life coaching conversation with one of his clients and Bill weighs in with suggestions of how to handle a situation where you could easily lose control of your message. They give you their best advice to help you avoid falling victim to the Threat Factor—and it all comes down to one word. Listen in to find out.

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Episode #340: Overcoming The NO

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How do you handle a prompt “I’m not interested” from your prospect?

Veteran sales trainers Bill Caskey and Bryan Neale discuss a question that came in from Marcin in Eastern Europe on today’s Mailbag Monday episode. They talk about when you exert pressure on your prospect you cause the feeling of flight. As a salesperson, how do you overcome an instant NO? How do we avoid vaulting right to the sale?

In this episode of The Advanced Selling Podcast, Bill and Bryan provide some methods you can use to change the way you position yourself on the first call. Do you EMBRACE the “NO?” You will learn Bill and Bryan’s ways of examining what you’re saying and how you say it.

Also mentioned in this podcast:

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