The Advanced Selling Podcast

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Latest Episodes:

Best Practices on Getting to the Decision Maker Feb 07, 2011

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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.

Stop Confusing Your Buyer! Jan 31, 2011

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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 Jazz Kitchen.

The Search for the Perfect Salesperson (Rethinking Talent) Jan 25, 2011

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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.

Do You Demonstrate That You Care? Jan 18, 2011

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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't forget the ASP LIVE! event on January 28, 2011 (1130-100EST). Go to http://www.advancedsellingpodcast.com/live to register. ($12 includes lunch).

Stop Handling Objections Now! Jan 10, 2011

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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.

Professionalism in the Sales Ranks. Are You There? Jan 04, 2011

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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 January 28 (Friday) at 11:30. Lunch-$12.00. Podcast listening-Free.

How to Manage a Sales Call Dec 21, 2010

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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.

Are You an Old School Salesperson? Dec 13, 2010

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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 how not to become an OSS.

#1 Sales Problem Today: Stalled Deals Dec 06, 2010

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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.

Buzzwords, Jargon and Other Annoyances Nov 29, 2010

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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 psychologically NOT OK by your use of buzzwords? We think the answer is "Yes." Bill and Bryan address the hazards of buzzwords and how to avoid them.

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