Tag Archive for: sales

Episode #329: Pricing Philosophy

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advancedsellinpodcastgraphicbootHow much are your clients really worth to you?

Veteran sales trainers Bill Caskey and Bryan Neale dive into a philosophical discussion on pricing. They walk you through the important distinctions between “negotiating” and “discounting,” as well as help you find new words to use in the conversation that will likely lead to a different outcome.

  • Do you truly know the lifetime value of your customers?
  • If not monetary value, what other things can benefit you in the deal?

In this episode of The Advanced Selling Podcast, Bill and Bryan help you realize pricing isn’t just about percentages and discounts. Instead, they will give you tools and language to use when determining the value of your clients and techniques to help you shift your mind around the touchy subject of pricing.

Also mentioned in this podcast:

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Episode #328: Your Role in the Sales Process

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advancedsellinpodcastgraphicbootThis doesn’t happen often on The Advanced Selling Podcast— make sure you listen in today! Veteran sales trainers Bill Caskey and Bryan Neale cover a blind topic with no prep at all.  Bill shares a scenario he worked through recently with a client and gives Bryan a chance to act as sales coach through the discussion of the deal. 

  • Have you heard clients or prospects say, “Well, it’s not like it used to be” or something similar?
  • Do you connect with your prospects at a deeper level than just being the product sales person?

In this episode of The Advanced Selling Podcast, Bill and Bryan work together to help you critically think through your interactions with customers and prospects to help you authentically maximize the relationship. If you’ve ever wondered if your role in sales is just about selling products or is part of a bigger puzzle, this episode is for you.

Also mentioned in this podcast:

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