How to Become the Obvious Choice (Part 2)
Send us Fan Mail Bill Caskey and Bryan Neale continue their series on how to become the Obvious Choice for your prospects and customers — not by closing harder, but by selling smarter throughout the entire process. In Part 2, they cover four powerful moves: Proactively raising problems, concerns, and objections so you're never caught off guard Delivering a Statement of Detachment that comforts prospects and skyrockets close rates Setting a go/no-go instead of asking for the business Warming cold audiences with pre-meeting video pages The Insider program is open for enrollment. To check out our small learning group, go to http://advancedsellingpodcast.com/insider If you haven't already, join 14,000+ other sales professionals in our LinkedIn group at advancedsellingpodcast.com/linkedin 📌 TIMESTAMPS 0:00 – Intro: 20 years of podcasting & ASP listener meetup in London 2:15 – Life observation: car alarms and bathroom fans (things that don't work) 6:50 – Part 2: How to become the Obvious Choice 7:37 – Tactic 1: Proactively surface problems and objections 10:08 – Tactic 2: The Statement of Detachment (22% → 45%+ close rate) 13:08 – Tactic 3: End precisely — the go/no-go and stating your desire 15:20 – Tactic 4: Warming up cold audiences with a pre-bid video page 18:22 – Insider promo: June 5th — How to build a conversion event #SalesTraining #B2BSales #AdvancedSellingPodcast #SalesProcess #ObviousChoice #Detachment #Prospecting #SalesStrategy #Closing #BillCaskey #BryanNeale