The Answer Behind The Answer

Posted on by Bill Caskey in Advanced Selling Podcast | Comments Off on The Answer Behind The Answer

Most salespeople realize they must ask questions in order to find information.  The challenge though is that when they do, the prospect or client feels interrogated or impelled to give an answer even if it’s not truthful.

Bill and Bryan discuss a helpful tip from Seth Godin’s Blog, “No business buys a solution for a problem they don’t have…. And so the marketing challenge is to sell the problem.”

The 2Bs tackle this issue with examples on how salespeople can seek the pain and truth, while keeping the prospect okay throughout the process.

Today’s podcast comes from Whiteboard Wednesday – A Web TV Show for Sales Professionals.  For more information, please visit:


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A Big Call Prep System

Posted on by Bill Caskey in Advanced Selling Podcast | Comments Off on A Big Call Prep System

Many times, we see sales people under-prepare for big calls. Or, they prepare the wrong way, focusing on products and their advantages instead of what we believe they SHOULD be focused on. In this episode, Bill and Bryan break down the ‘high pressure’ sales call and give you a template to consider using as you plan your next big call. What’s the first step? You guessed right!

Now, listen in as B&B give you some free consulting.

You can download the Big Call Prep PDF under Toolbox.

You’ve just written an email to a prospect who’s not calling you back. 
You get ready to hit SEND…but as you read it again, you realize it just doesn’t quite capture your thoughts. Here’s our advice: STOP – Don’t SEND! Instead, read EMAIL IT!, 
The Seller’s Guide to Emails That Work. (