Tag Archive for: Prospect

Episode #321: Networking Tips for Salespeople

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advancedsellinpodcastgraphicbootGet excited— it’s Mailbag Monday! Veteran sales trainers Bill Caskey and Bryan Neale frequently receive insightful questions via email, audio recordings and the ASP LinkedIn group. Today, they’re answering an audio message from a listener in Australia. They’re talking about the common issue of “vaulting,” both at networking events and in sales calls.

How do you resist the temptation to jump from first introduction to trying to close them on the first call? What do you say to someone when you meet them to help them understand your process? In this episode of The Advanced Selling Podcast, Bill and Bryan share specific strategies for making the most of a networking event without falling into the trap of vaulting over your prospects.

Episode #320: Understanding Your Ideal Client

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advancedsellinpodcastgraphicbootHow do you know if you’re looking for the right prospective clients? Veteran sales trainers Bill Caskey and Bryan Neale have a few simple techniques for you to follow to assess and improve clarity around your ideal client. They discuss their recommendations, including specific things they’ve done with their own clients and that you can model in your business. Do your prospects truly understand the work you do? Do you know what your clients and prospects aspire to achieve? In this episode of The Advanced Selling Podcast, Bill and Bryan dig deep into their best practices to help you determine and communicate your Ideal Client profile in any conversation.

If you like this episode, make sure you check out All-In www.advancedsellingpodcast.com/products to pursue this topic even further.