Tag Archive for: success

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:

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Episode #336: Ego: Confidence or Arrogance?

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When you hear the word “ego,” do you cringe? Can ego be a helpful tool for salespeople? Veteran sales trainers Bill Caskey and Bryan Neale explore the blessings and curses of a powerful ego in today’s episode.

When does your ego get in the way of an interaction with a prospect? When can it help you actually do your job better?

In this episode of The Advanced Selling Podcast, Bill and Bryan will help you determine if your ego is helping or hurting you. They share their checklist of ways to know when ego is your friend and when it’s your enemy. They offer specific tactics Sales Managers can use with your teams, and they make recommendations to help you check in on your own self-awareness. You’ll also learn Bill’s secret assumption about clients that will change the way you look at your interactions from now on.

Also mentioned in this podcast:

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