|Management & Marketing||38|
Bill Caskey and Bryan Neale: B2B sales trainers for the past twenty years share their strategies, frameworks, tips and tricks to help you leverage your talent, grow your skills and create your own sales success. You'll discover how you can shift your mindset, win with prospects and build long-term relationships with your clients so you can thrive and advance in your career. Bill and Bryan's approach to sales is funny, often quirky and always real. Their work has allowed them to help sales professionals, managers and leaders at hundreds of companies all over the world implement successful strategies and build profitable sales teams. Prospecting, sales communication, buyer resistance, proposals and RFPs, pricing, cold calling, sales forecasting, pain points, psychology, positioning, deal coaching, goal setting, leading and managing, achieving your goals and all the other things that work (and don't work) in the world of sales to help you be the best possible version of yourself.
March 28th, 2016
Episode 504 of 571 episodes
Pain-finding is one of the oldest sales techniques in the book. Are you still selling that way? In today's Mailbag Mondayepisode, veteran sales trainers Bill Caskey and Bryan Neale respond to a question from a listener about selling opportunity vs. selling pain. Do you quiz your prospects with questions to identify where they’re struggling the most? Are you looking for things in their answers that will lead you to a deal? In this episode of The Advanced Selling Podcast, Bill and Bryan focus on the new school way of selling— asking questions to determine if you and your prospect should work together. A whole new approach to a very old tactic can help you focus on what your prospect is moving toward, instead of what they’re running from. Do you think pain-finding is on the outs? We’d love to hear what you think too. ===================================== Want more sales training like this? Visitwww.advancedsellingpodcast.comfor access to exclusive listener sales tools and resources. ===================================== Join the LinkedIn Groupwww.advancedsellingpodcast.com/linkedinor give us a call317.575.0057;10.