#360: Broker in the Sales Process

Released Monday, 15th February 2016
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When you hear “Broker,” do you think “Middle Man” or “Middle Woman?” In today’s Mailbag Monday episode, veteran sales trainers Bill Caskey and Bryan Neale dive into two questions from Craig in Chicago.  

Do you diminish an interaction because someone is “just the broker?”  

If you ARE the broker, do you know how to communicate to your prospect that the sales process is better with you in it than it is without you?  

In this episode of The Advanced Selling Podcast, Bill and Bryan give you tactical steps to help you redefine the role and opportunity of a broker relationship. They also look at Craig’s second question about renegotiating contracts. Bryan defines the best way for you to open a conversation with a prospect, and Bill gives you a huge idea to help you visually depict your value to a customer.  

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Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.

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Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057 ext. 10.

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Episode Details

Length
21m 4s
Explicit
No

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