[MAILBAG] Call Reluctance and How To Demonstrate Value – 2 Problems, 2 Solutions

Posted on by Bill Caskey in Mailbag, Sales Process | Comments Off on [MAILBAG] Call Reluctance and How To Demonstrate Value – 2 Problems, 2 Solutions

From the mailbag of listeners this week, two topics come up:

  • 1) Call Reluctance. A listener seems to have a little bit of it and we have some thoughts (all good, of course) on what to do about it.
  • 2) How Can I Demonstrate Value BEFORE the Sale? A listener struggles with this especially since his product is a premium product.

Two great topics that affect virtually every sales and account manager.

If you have a question to submit to the mailbag, write us at listener@advancedsellingpodcast.com

Is It Possible That Asking Questions Is the Wrong Thing To Do?

Posted on by Bill Caskey in Advanced Selling Podcast | Comments Off on Is It Possible That Asking Questions Is the Wrong Thing To Do?

The answer to that question might cause you a little pain yourself. When you approach a prospect by asking them questions designed to find out what’s bothering them so you can sell them a solution, you might miss TONS of opportunity.

In this podcast, Bill and Bryan get into a model they use to help you know how to find problems the customer doesn’t even know they have.

Also mentioned in this podcast:

  • Keep the mail coming in…listener@advancedsellingpodcast.com
  • Download the Top 10 Common Issues list Bill uses with prospects and clients

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