Episode #340: Overcoming The NO

Posted on by Bill Caskey in Advanced Selling Podcast, Prospecting, Sales Process, Success | Comments Off on 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:

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Episode #338: Distributor vs. Manufacturer: Your Value in the Process

Posted on by Bill Caskey in Advanced Selling Podcast, Prospecting, Sales Process, Success | Comments Off on Episode #338: Distributor vs. Manufacturer: Your Value in the Process

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To buy from a distributor or the manufacturer… that is the question. Veteran sales trainers Bill Caskey and Bryan Neale address the issue in this Mailbag Monday episode, inspired by a question from Greg.

Does the distributor truly add value to the chain? How does your prospect decide who to buy from when they have a choice?

In today’s episode of The Advanced Selling Podcast, Bill and Bryan explore specific tactics you can use the strengthen your position (regardless of which side you’re on).  They also offer language advice to help you communicate your value in the process to your prospects.  You will learn how to have the “Why’s” behind the “What’s” and how to message your response so prospects understand what you provide that the others do not.

Also mentioned in this podcast:

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

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