The Advanced Selling Podcast

Everyone’s gut starts churning when word comes out that we’re having a “pipeline meeting.” In this episode, Bill & Bryan role-play what that sales meeting sounds like when you have to review your pipeline with your manager. And what the manager hears when you speak. Sometimes, it ain’t pretty :) Seriously, forecasting/pipeline review is important. But are we doing it in the right way? Moreover, are we ‘thinking' about it in the right way? The hosts say, “NO!” This is the first of a two part series on this topic.  Be sure to join our LinkedIn Group, Click Here to Join! Visit us at http://advancedsellingpodcast.com, there you signup for our newsletter. You can also call us, 317.575.0057 ext. 10 Stop being just another vendor - become THE expert they can't ignore. Join ASP Insider September 8th: http://advancedsellingpodcast.com/insider

A great sales training approach should be sound regardless of what one sells. Sales people and their leaders must get back to the basics of selling philosophy and selling strategy, irrespective of what one sells. Bill & Bryan give you a few tips on how to look at what you sell through fresh eyes and give you some valuable tips on how to think bout the sales process. People tend to overcomplicate the sales process when they needn’t do that.  This is a good episode to play for your entire sales team so you can begin discussion.  Be sure to join our LinkedIn Group, Click Here to Join! Visit us at http://advancedsellingpodcast.com, there you signup for our newsletter. You can also call us, 317.575.0057 ext. 10 Stop being just another vendor - become THE expert they can't ignore. Join ASP Insider September 8th: http://advancedsellingpodcast.com/insider

Buyer resistance is a fact of life for sales people. Our goal is always to prevent such resistance by doing all the right things upfront. In many past episodes we’ve addressed techniques to do just that.  But, resistance will happen. In this episode, Bill & Bryan discuss a new way to look at resistance and give you a formula for solving. Hint. Resistance is not something to overcome or knock down. It is something to “understand.” And by understanding it, you have a chance to move around it.  Have you ever had or are having a buyer who is resistant? Let us know about it on The LinkedIn Group, Click Here To Join!  Also, be sure to join our mailing list at http://advancedsellingpodcast.com. Stop being just another vendor - become THE expert they can't ignore. Join ASP Insider September 8th: http://advancedsellingpodcast.com/insider

This week's episode of the Advanced Selling Podcast is a follow-up to last week's episode, "Are You Worth It?" It just so happened that Chicago Public Radio's podcast This American Life released a very similar topic called, "It's not the product, it's the person." This included a story about an 11 year old girl named Asia who could teach even the most experienced saleperson a thing or two. Tune in every Monday for new episodes of the Advanced Selling Podcast! Stop being just another vendor - become THE expert they can't ignore. Join ASP Insider September 8th: http://advancedsellingpodcast.com/insider

Are you really worth it? On this week's episode of the Advanced Selling Podcast, Bill and Bryan discuss what part of the value you offer your client or prospect is YOU vs. the actual product or service you're selling. Your worth can highly affect the outcome of your deals in exponential ways. They'll also provide you some ways to increase your worth to the customer. You'll want to listen to this episode a couple times!Tune in every Monday for new episodes of the Advanced Selling Podcast! Stop being just another vendor - become THE expert they can't ignore. Join ASP Insider September 8th: http://advancedsellingpodcast.com/insider

This week on the Advanced Selling Podcast, Bill and Bryan discuss communication with your prospects. They address the myth that you must have an answer for every question. "No one wants to do business with a know it all." When your prospect asks a question, it's not a test, they genuinely want to know the answer and judge how you respond to the question. Find out how to optimize your communication on this episode!As always, tune in every Monday for a new episode of the Advanced Selling Podcast! Stop being just another vendor - become THE expert they can't ignore. Join ASP Insider September 8th: http://advancedsellingpodcast.com/insider

On this week's Advanced Selling Podcast, Bill and Bryan discuss another client inspired topic. How do manage your inner game when your deal you've been working on is on unsteady ground? You know, when your client hasn't fully committed but you thought it was a done deal. This can be the most crucial time to control your mindset but it can also be the most difficult. Find out how to keep it together on today's episode.Tune in every Monday for new episodes of the Advanced Selling Podcast! Stop being just another vendor - become THE expert they can't ignore. Join ASP Insider September 8th: http://advancedsellingpodcast.com/insider

This week on the Advanced Selling Podcast, Bill and Bryan comment on "Pain Points." This is basically summing up your customers pains in one word. Can you customer's needs and wants be simplified to one thing? Bill doesn't believe that it can be done. Find out your opinion on this episode.Tune in every Monday for a new episode of the Advanced Selling Podcast! Stop being just another vendor - become THE expert they can't ignore. Join ASP Insider September 8th: http://advancedsellingpodcast.com/insider

On the podcast this week, Bill and Bryan take another great question from our folks over at our LinkedIn group. Linda has had a great career in sales. She recently changed jobs and wanted to get into sales at her new company, but the way they do things is not working for her. What can she do? Find on this episode.Tune in every Monday for episodes of The Advanced Selling Podcast!   Stop being just another vendor - become THE expert they can't ignore. Join ASP Insider September 8th: http://advancedsellingpodcast.com/insider

On this week's episode of the Advanced Selling Podcast, Bill and Bryan talk about part 2 of pricing. This week is all about the Mechanics. Pricing is one of the most important things to get right in the sales process.If you missed part 1 last week on the inner game be sure to go back and listen. Bryan even suggests listening to it first!Tune in every Monday for new episodes of the Advanced Selling Podcast! Stop being just another vendor - become THE expert they can't ignore. Join ASP Insider September 8th: http://advancedsellingpodcast.com/insider