The Advanced Selling Podcast

Send us Fan Mail Sounds a bit deep doesn't it? Are most relationships really an illusion? Well, probably not. But in this episode, Bill and Bryan talk about customer relationships in a way that helps you identify if you have good ones or not. And they go thru a simple checklist of actions you can take to raise the [...]

Send us Fan Mail We wish there was one simple answer to the question "How do I know when to discount?" Our first instinct is to, of course, say "NEVER!" But the answer is fully dependent upon the context in which you're asking. And then, what if the customer says, "You won't get the business if you don't discount"? [...]

Send us Fan Mail This week's podcast is the Q&A from the live podcast event we did at the end of April. Bill and Bryan answer some great questions from the audience on "scenario intelligence: if they say, then we say," abundance, and "where do I find the time?"

Send us Fan Mail This week's podcast features the Q&A from the live podcast event we did at the end of April. Bill and Bryan answer some great questions from the audience on "scenario intelligence: if they say, then we say," abundance, and "where do I find the time?" 

Send us Fan Mail In this episode, Bill and Bryan review a program the company did recently on 'tips for emails.' Email has eclipsed conversations as the preferred mechanism of communicating. While we suggest that personal conversations are better, the fact is that you must be able to communicate well in writing today. They give some "do's and don'ts" [...]

Send us Fan Mail (CAUTION: This podcast is X-tra long: 27 minutes) For our listeners who are accustom to our 10 minute podcasts, this might be a shocker-a full 27 minutes of 10 components to revenue growth. Actually this is the audio from a live-audience event we did in Indianapolis last week. This is not a step-by-step process to [...]

Send us Fan Mail From time to time we get emails from listeners who prefer to talk about their own internal corporate issues - and how these issues get in the way of the sale.  So in this episode, Bill and Bryan address that very concern. They address it first as an inner game (mindset) issue and secondly as [...]

Send us Fan Mail Well, aren't we always wanting to find a way to differentiate our selves - and our products - from others who do similar things? And we've read books and books on how to do that. Maybe even sat thru seminars that address the issue. But we find most traditional solutions to that problem leave people [...]

Send us Fan Mail Bryan always accuses Bill of using terminology he doesn't understand. Well, in today's podcast, Bill is riding solo and discusses a concept called "problem proliferation." Actually, if the truth were known, it is the biggest "miss" salespeople experience when in persuasion mode. It's the understanding of what's going on inside the prospect&a...

Send us Fan Mail In this episode, Bill and Bryan complete their list of new ways of preparing for a sales call. If you missed Part I, go back and catch last week's podcast.

Send us Fan Mail We speak of it often in our training with clients--and we refer to it on the Podcast--but in this episode, we take a longer, deeper look at the concept of DETACHMENT in the sales process. The bottom line is that every sales problem you have is rooted in flawed thought--and this is the best place to begin to look. Are you 'attached' to the prospect saying, "Yes"...

Send us Fan Mail Kevin Eikenberry is our guest today. He just wrote a book called From Bud to Boss ...where he addresses what it's like when one gets promoted from a peer to a manager. We address this in the sales realm. So, if you're a sales manager who has recently been promoted from the field--or, if you're angling toward a promotion where you will lead your team, you will get gr...

Send us Fan Mail Today, Bill records a cold (voicemail) call from a vendor and dissects it with Bryan. The attempt here is NOT to disrespect the person making the call...but to use it for learning purposes. Listen as they analyze the process the caller goes thru...and then the recommendations they make to them--or anyone else if you MUST do cold calling.

Send us Fan Mail We get great questions from our listeners. Today's episode actually references back a few episodes to an unfinished topic. Bill & Bryan will address, "How do you adopt the attitude of a business person vs a salesperson?" And, "How do you coach yourself so you will be clear to the buyer about what you do?"They'd love to hear from you. You can ask y...

Send us Fan Mail What is there about it when a prospect brings up your competition that causes you to get fearful? I know...I know... you're not afraid, right? Well, maybe not, but I'll bet something goes through your mind when you hear someone mention your competitor. In this episode, Bill and Bryan address that as well as how to handle it when it comes up.

Send us Fan Mail This is the conclusion of a 2-Part Live Series recorded in Indianapolis in front of a studio audience. In this segment, Bill and Bryan took questions from the live audience and answered them as they came. In this podcast, the questions had to do with Cold Calling, Discussing Money, and Getting to the Decision Maker. Enjoy.

Send us Fan Mail Bill and Bryan this week stop in at the Jazz Kitchen for ASP LIVE!, our first of many live events this year. In this podcast, they address the specific things salespeople do - inadvertently - to confuse the prospect and lead to a 'no sale.' Next up on the LIVE! tour is San Jose, CA on March 17th at theSonoma Chicken Coop and then back in Indy for an April event at the Ja...

Send us Fan Mail In this episode, Bill and Bryan address the search for sales talent and how most managers fail. To be clear, this is a podcast for sales managers BUT it's also an episode that might cause YOU to rethink your own talent. Ask yourself if you are good at these things - and where you might fall short. Email us at:listener@advancedsellingpodcast.com if you have other opinions.  

Send us Fan Mail Well, of course you do. No one in their right mind would admit they didn't care. We used to say, "You can tell how much someone cares by the questions they ask." But is that all there is to it? And what is the intent of the set of questions you ask? This podcast will help you re-frame why you ask questions and what else you can do to differentiate your value.  Don&a...

Send us Fan Mail In this episode, Bill and Bryan plead with you - beg you - to take a broader view of customer objections rather than merely thinking "how am I going to overcome this?" The "broader view" is not for every sales person in every situation - but it is a way to change your thinking so that you no longer feel pressure to overcome objections.

Send us Fan Mail In this week's episode, Bill and Bryan address a question that one of their clients had about their sales team--and the professionalism (or lack thereof) in their team. They detail the six characteristics of a highly skilled sales professional in this modern era.  Also, look for more information on the Advanced Selling Podcast Live event at the Jazz Kitchen in Indianapolis on...

Send us Fan Mail There is an entire art to "call management" which is the study of how a sales call works, how it flows, how it ends...and what you can to do get the optimum outcome. In this episode, Bill and Bryan address "call management" and how you can start the call in the optimum way.

Send us Fan Mail No one would ever admit that they're an "old school salesperson." It brings so much negative to mind. But that doesn't mean that there aren't some basics that you need to pay attention to. In this episode, Bill and Bryan each discuss a story of how they were approached by an OSS (old school seller) and what happened. They also give you some basic tips on h...

Send us Fan Mail Bill and Bryan address the biggest problem they get asked about from all the listener emails they get.  They each took a current client they're working with and outlined a struggle they had with this exact issue--stalled deals--and worked thru it so listeners can learn what to do. If you have a question, email them at listener@advancedsellingpodcast.com.

Send us Fan Mail Do you use worthless buzzwords and vernacular that means nothing to prospects? Is it possible that your use of those actually stalls the sale? It seems like we are so impressed with our own terms and concepts, that we use them freely. But what if the customer doesn't understand what you're talking about--and they never tell you that? Can you make the prospect psychologic...