The Advanced Selling Podcast

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Latest Episodes:

How Do You React to the Upset Customer? Nov 22, 2010

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Bill and Bryan take a look at how to react to upset, annoying, frustrating clients. This comes from an actual letter that one of Bryan's clients received from a customer. You may not experience this client behavior too often, but when you do, they reveal some ways to think through it prior to reacting.

What We Would Do If We Were in Your Business Nov 15, 2010

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We get the following questions all the time: "How do I generate more leads?" "How do I close more sales?" "How do I position my product so my customer sees my value?" So many of those questions...that we decided to answer them once and for all by telling you how we would operate your business if we were in your shoes. In this episode, Bill and Bryan go through a few of these and then you can also download the full report on your iphone app.

Are You Practicing The New Rules Of Selling--Or Just Talking About Them? Nov 08, 2010

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Today, Bill and Bryan discuss an email that came in about a listener's sales manager who is rooted in the 'old way of selling' and he wonders how he can use the 'podcast content' in a way his sales manager accepts. The hosts also address the new rules of selling--and how every sales person can begin to adopt new ways to solve old sales problems.

The Lies We Tell Ourselves Nov 01, 2010

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We are forever talking about how we avoid being lied to by prospects...but what about the lies we tell ourselves? Yes, that's right. We lie to ourselves about many things. In this episode, Bill and Bryan detail four lies we tell ourselves and what impact that has on how we sell--and how people buy. As usual, you're encouraged to send us your comments at listener@advancedsellingpodcast.com.

What Does It Mean To Be NEW In Sales? Oct 25, 2010

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What does it mean to be new in sales? And what can we learn from this? The answer is, "Telling Your Story." One thing we all struggle with is "standing out" or "differentiating" ourselves when in front of clients (or in front of prospective employers). In this episode, Bill and Bryan get into detail about how much of your "story" you should tell when in front of people who can hire you.

Mail questions to listener@advancedsellingpodcast.com and they'll handle them in future episodes.

How Are You Thinking About Your Competition? Oct 19, 2010

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There are some very distinct sales/achievement philosophies that Bill and Bryan have that inform all past episodes of the podcast. The two they address today are COMPETITION and PRICING, both controversial in the eyes of most sales observers. It's their belief that if you want to make radical changes in your results, your mind has to change around some key portions of business. This is the first of a 'several part' series on the philosophies that will change your perspective on selling.

Solving Sales Problems Oct 11, 2010

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The power of this podcast is in the different perspectives that Bill and Bryan have in solving sales problems. They each work with different clients, and those clients have issues that need attention. In this episode, Bill shares one of his client’s problems and Bryan does the same. Then, you get two perspectives on how to solve sales problems.

Have Your Ever Thought About Why People Buy? Oct 06, 2010

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As sales professionals and business owners you spend hours talking about the sales pipeline. But when was the last time you talked about why people are in it and what’s going to cause them to move forward? Today, Bill and Bryan address several issues that will help you get a better handle on what actions to take and what your behavior should be in the buyer-seller process to learn more about why people will buy from you.

How Do You Handle It When The Decision Maker Has Changed? Sep 27, 2010

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Other than the second introduction to Whiteboard Wednesday, our bi-weekly web TV show for sales people all over the world, Bryan and Bill also address two common questions from The Sales Playbook: 1) What happens when a decision-maker has changed and now you must take up where the old buyer left off? and 2) How do you handle it when you’ve begged to get in the door and the buyer has “given” you an appointment? Bill and Bryan each offer their opinion on each question. That way, you get two perspectives on solutions to common sales problems.

Your Attitude Is Good. But Is It Right? Sep 20, 2010

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Attitude is one of those terms thrown about that really has no meaning, in and of itself. In today’s podcast, Bill and Bryan address the correct Attitudes of Engagement to have prior to engaging with a prospect. It holds to their philosophy that EVERY SALES PROBLEM IS FIRST A “THINKING” PROBLEM on the part of the sales professional. Get these attitudes right, and the rest comes real easy. Do you have a comment for the hosts? Go to www.advancedsellingpodcast.com and leave a message.

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