Tag Archive for: selling

Episode #374: Preventing the Hijacked Sales Call

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How do you avoid the awkwardness of a lopsided meeting?  We’ve all been there— you and three people from your team show up to meet with one buyer. The vibe at the table feels clunky and unbalanced.

In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale help you structure a successful “three-headed meeting.”

What roles do you, the VP of Sales and anyone else play to help the meeting go smoothly?

How do you avoid losing control of your own sales call to technical jargon or poorly-timed data?

In this episode of The Advanced Selling Podcast, Bill and Bryan will teach you how to maintain your status as the ringleader. You’ll learn language to help everyone at the table know and communicate their role. Best of all, they will share best practices around using technicians in your sales call to your advantage. Don’t lose control of your meeting— this episode can help.

Also mentioned in this podcast:

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Episode #373: Auto Sales: Lessons from the Car Lot

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advancedsellinpodcastgraphicbootIt’s more than just a cliché— selling cars is big business. In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale explore what we all can learn from the world of auto sales.

What strategies can you use to help your buyer feel like they actually WANT your help?

Are you exerting pressure on your buyer without realizing it?

In this episode of The Advanced Selling Podcast, Bill and Bryan share real life lessons from buying and selling cars (Bryan really did his research and spent time a local auto dealer to learn this stuff). If you have elements of your sales process— credit apps, evaluations, qualifications— that may make your buyer uncomfortable, this is a must-listen episode for you.

You’ll learn how to evaluate your process and modify to create a better experience for your customers and prospects. Then we all win, right?

Also mentioned in this podcast:

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