Episode #322: Creating Value in the Sales Process

Posted on by Bill Caskey in Advanced Selling Podcast, Mailbag, Prospecting, Sales Process, Success | Comments Off on Episode #322: Creating Value in the Sales Process

advancedsellinpodcastgraphicbootHow do you create an atmosphere where the customer is selling you instead of the other way around?

Veteran sales trainers Bill Caskey and Bryan Neale dive into an interesting topic from a listener today. Chelsea asked how to provide opportunities for the customer to come to her, and Bill and Bryan were excited to give her a few ideas.

  • Do you truly believe what you’re selling is valuable, and also that each step of the sales process has value?
  • How do you create a meaningful path for your prospect and provide value, regardless of the outcome of the sale?

In this episode of The Advanced Selling Podcast, Bill and Bryan share actionable ideas you can implement immediately if you recognize you aren’t providing value to your customer each step of the way. They’ll help you analyze when you’re the “hunter” and when you become “the hunted,” and how to make the sales process a great experience for you and your prospect.

Episode #321: Networking Tips for Salespeople

Posted on by Bill Caskey in Advanced Selling Podcast, Mailbag, Prospecting, Sales Process, Success | Comments Off on Episode #321: Networking Tips for Salespeople

advancedsellinpodcastgraphicbootGet excited— it’s Mailbag Monday! Veteran sales trainers Bill Caskey and Bryan Neale frequently receive insightful questions via email, audio recordings and the ASP LinkedIn group. Today, they’re answering an audio message from a listener in Australia. They’re talking about the common issue of “vaulting,” both at networking events and in sales calls.

How do you resist the temptation to jump from first introduction to trying to close them on the first call? What do you say to someone when you meet them to help them understand your process? In this episode of The Advanced Selling Podcast, Bill and Bryan share specific strategies for making the most of a networking event without falling into the trap of vaulting over your prospects.

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