Episode #443: Customer Misperceptions

Posted on by Bill Caskey in Advanced Selling Podcast, Presentation Skills, Prospecting, Sales Process, Success | Comments Off on Episode #443: Customer Misperceptions

Have you ever had a customer that just doesn’t see the value in what you do because they have a misconception of the entire product or category?

This happened to one of our listeners, Mark from UK. He battles this exact thing in his world and needs some advice.

Is your product considered nice to have or need to have?

And is there really such a thing as a need to have?

In this episode of the Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale give their best advice to Mark and his customer misperceptions.

Also mentioned in this podcast:

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Episode #439: The Price Is Right

Posted on by Bill Caskey in Advanced Selling Podcast, Presentation Skills, Prospecting, Sales Process, Success | Comments Off on Episode #439: The Price Is Right

In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale talk about one of the most common questions they get from their travels and training, how do you handle customers when they only buy on price?

Do you feel like your customers only buy from you if you’re the lowest priced?

Do you often discount to make the deal?

On this Advanced Selling Podcast, Bill and Bryan give you some ideas on how to rethink that conclusion and how to ensure that you are empowering yourself to fix it.

Also mentioned in this podcast:

 

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

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