Shows
The Advanced Selling PodcastSales Call Prep in the AI Era: Why Research is Non-NegotiableBill Caskey and Bryan Neale tackle a challenge every sales professional faces: how to properly prepare for sales calls in today's digital landscape. Sparked by recent conversations with VPs of Sales about their teams going into calls "cold," Bill and Bryan break down their proven preparation framework that combines traditional research methods with cutting-edge AI tools.The guys emphasize that your "lane" as a sales professional is widening—it's no longer just about conducting meetings, but also about mastering digital research tools. As Bryan warns: "AI won't replace people that use it and learn it, but the pe...
2025-08-1116 minThe Advanced Selling PodcastThriving in an Uncertain Market: Leveraging Tools & Building Connections (Part 2)In part 2 of their special live episode on navigating uncertain markets, Bill Caskey and Bryan Neale continue their discussion on essential skills for sales professionals. The guys emphasize the importance of utilizing free and low-cost tools already at your disposal, from LinkedIn to ChatGPT, rather than waiting until circumstances force your hand. Bill shares a powerful strategy for commanding premium pricing by developing a customer roadmap that builds trust in your process. Meanwhile, Bryan advocates for becoming a connector who actively brings valuable people together without keeping score. Through practical examples and personal experiences, Bill...
2025-04-2820 minThe Advanced Selling Podcast#614: Don't Let Your Message Leave Your Prospects ColdIn this episode Bill Caskey and Bryan Neale provide you with some level one thinking about how to craft your core message. This is an ongoing series that takes place in The ASP Insider program but the guys give you a peek and give you a couple of things to do immediately to start to shore up your message as you pursue deals in your market. If you're interested in getting live access to Bill and Bryan, go to https://advancedsellingpodcast.com/insider ========================================= Do you have a question you want answered...
2020-08-1022 minThe Advanced Selling Podcast#613: How Should Your Customers Measure Your Value?In this episode, Bill Caskey and Bryan Neale follow up last week's episode with some ideas on how to best measure your value so that you can talk about it intelligently with your prospect or customer. The guys give you a three-part framework for you to use and give you an assignment to do an exercise about value journey mapping. This will help you know what the components of your economic value truly are. If you're interested in getting live access to Bill and Bryan, go to https://advancedsellingpodcast.com/insider ========================================= ...
2020-08-0318 minThe Advanced Selling Podcast#604: 4 Important Elements of Your Personal Business PlanOn this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale give you a preview into some ASP Insider content that will be released on June 12th. They each select two components of the personal business planning process and go a little bit deeper into how you can take these components and begin to build your own plan around them. If you have some interest in how you can get coaching from Bill and Bryan, then join our ASP Insider! http://advancedsellingpodcast.com/insider Also, go to advancedsellingpodcast.com/livestream to...
2020-06-0116 minThe Advanced Selling Podcast#603: Do You Really Feel Free at This Time?In this episode, Bill Caskey and Bryan Neale talk about the constraints on us and on our future as sales professionals. In a rigorously honest sort of way, Bill and Bryan talk about some of the restrictions that they feel, given the business disruption, and some ways they cope with that to help them expand their level of freedom in the future. Also, they mention that you can go to advancedsellingpodcast.com/livestream to get access to the last three webinars that we did. If it's time for you to level up your...
2020-05-2519 minThe Advanced Selling Podcast#590: The Beginning of the EndIt's nearly time to go back to work. In this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale roll out for you the idea of planning for the next 30 days, which includes the "get back to work" strategy. Now is the perfect time to get your affairs in order so that when the spigot (Bryan's favorite word to hear and Bill's favorite to say) gets turned on. ========================================= Do you have a question you want answered on the podcast? Email us at listener@advancedsellingpodcast.com and we'll try to answer it on...
2020-04-0214 minThe Advanced Selling Podcast#587: Selling From Strength Through the CrisisIn this episode, Bill Caskey and Bryan Neale address the COVID-19 crisis and the impact it could have on the sales profession. The guys also give you some tips on how to keep proper mental and emotional perspective during these strange times. ========================================= Ready to make a change in 2020? Bring Bill and Bryan in to your next sales meeting or retreat. Email us at listener@advancedsellingpodcast.com and put Come See Us in the subject line! Looking for more sales training like this podcast? Download our FREE audio program, The Ultimate Pre-Game. http...
2020-03-1714 minThe Advanced Selling Podcast#585: a-ha, Wimp Junction, and Building Your StoryIn this episode, Bill Caskey and Bryan Neale jump around a little bit from a music video by a-ha, https://www.youtube.com/watch?v=djV11Xbc914, a model that we heard about from Terry Slattery called wimp junction, and then getting into some framework ideas for how you can build a story structure that helps you grow your business. The guys also talk about programs that they're doing out in the field, including the Deal Work Studio and our one-day events. Would you like to visit the Deal Work Studio? Well it's now live...
2020-03-0919 minThe Advanced Selling Podcast#584: How to Get Your Mind Right for Business DevelopmentOn this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale address a common challenge they see in the market. The problem is, "how do I generate more leads with the proper attitude and mindset?" The guys go through several scenarios and give you some proper mindsets that you can adopt that will make prospecting in business development so much easier for you. Would you like to visit the Deal Work Studio? Well it's now live! Go to advancedsellingpodcast.com and click on the green button on the homepage to...
2020-03-0216 minThe Advanced Selling Podcast#577: Are You Winging Your Sales Process?In this episode, Bill Caskey and Bryan Neale kick the year off by talking about how to better button up your sales process so that your closing percentage goes sky high through the year! The guys give you a couple examples from different disciplines that use the same kinds of tools that we as salespeople should use in our day-to-day world. Learn more about Kronlogic and sign up for a free trial at https://www.kronologic.ai. ========================================= Ready to make a change in 2020? Bring Bill and Bryan in to your next s...
2020-01-1321 minThe Advanced Selling Podcast#575: Sales and Achievement Lessons from 2019In the final episode of 2019, Bill Caskey and Bryan Neale review the past year of lessons from their individual coaching and training and from responses they have received from Podcast listeners. The guys believe it's always helpful to use this reflective time of year to see what you have learned and what lessons you can implement in 2020. The guys have a couple of things that you might not expect to hear from them that they think makes this podcast episode worth listening to. ========================================= Want to have Bill or Bryan at your...
2019-12-1623 minThe Advanced Selling Podcast#574: Christmas Gifts Every Sales Person Should Ask ForIn this holiday episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale outline 10 useful, practical, and maybe even comical gifts that you should ask for from your family for this holiday season. If you haven't finalized your Christmas list, you should definitely listen up! ========================================= Want to have Bill or Bryan at your next sales meeting? Send us an email to listener@advancedsellingpodcast.com or go to advancedsellingpodcast.com and click on the Come See Us button at the top! Looking for more sales training like this podcast? Download our F...
2019-12-0917 minThe Advanced Selling PodcastSelling Skills of the FutureOn this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale discuss what the future will look like regarding selling skills. The guys talk debate whether the skills used now in the sales process will be relevant in the future and they give you some ways to stay up to date with your skills. If you are interested in bringing the guys in digitally, you can sign up for the Deal Work Studio by going to advancedsellingpodcast.com and click on the button in the banner. The Deal Wor...
2019-10-2816 minThe Advanced Selling Podcast#567: Are You Dabbling in the Right Mindsets?On this episode, Bill Caskey and Bryan Neale address something that they have seen plague sales teams and people over the years, adopting the right mindsets and actually going all in on them. The guys talk about what happens when you dabble and what happens when you can go all in and get truly committed to getting our heads on straight. If you are interested in bringing the guys in digitally, you can sign up for the Deal Work Studio by going to advancedsellingpodcast.com and click on the button in the banner. Th...
2019-10-2123 minThe Advanced Selling Podcast#566: Deal Work MistakesOn this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale continue their Deal Work series. The guys give you the six most common mistakes that sales team make when they do Deal Strategy Work internally. They also give you their solutions to this mistakes and how you can avoid them. What if you could get Bill and Bryan to work with you and your team to review the specific deals you are working on or about challenges your team struggles with? Well, now you can! It's called Deal Work Studio, an...
2019-10-1416 minThe Advanced Selling Podcast#565: Why You Should be Doing Deal Work at All TimesIn this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale talk about the value of sales meetings where deal work is done. Bill and Bryan have both found that deal working is one of the most valuable components of any coaching or training program. The idea is taking deals that you're in the middle of, and that are not moving at the pace you'd like them to move, and strategizing on what you can do to create more momentum. What if you could get Bill and Bryan to work with you and...
2019-10-0718 minThe Advanced Selling Podcast#562: Are Your Unused Assets Holding you Back?On this episode of The Advanced Selling Podcast, veteran sales trainers, Bill Caskey and Bryan Neale discuss the topic of underused or non-utilized assets by salespeople. The guys give you a handful of categories to begin to evaluate yourself and help you determine what gifts you might have hiding away or skills you have that go unused. We are all multidimensional creatures with different interests, passions, and skills. Unless we bring our entire selves to the table, we show up sub-optimized. Don't let this happen to you! If you haven't yet signed up or...
2019-09-1618 minThe Advanced Selling Podcast#561: You Lost the Deal But You Are Not a LoserIn this episode, sales trainers Bill Caskey and Bryan Neale address one of the biggest heartaches in professional selling, when you lose a deal you thought you had. All that work, all that preparation, all that emotional energy, and you've come up empty-handed. The guys give you some thoughts on ways to prevent that from ever happening again and what to do when a deal slips through your grasp. If you haven't yet signed up or downloaded The Ultimate Pregame - 7 Steps to Rock Your Sales Calls Every Time, what are you waiting...
2019-09-0916 minThe Advanced Selling PodcastThings a Sales Person Should Never SayThe guys are out for labor day but they still wanted to give you something valuable for this week. This is a replay of one of our most popular from 2018. Hope you enjoy! Veteran sales trainers Bill Caskey and Bryan Neale share with you phrases and jargon that should never be said in sales today. Most of these things serve to deposition you in the mind of the prospect, so that you appear to be operating from a place of weakness. Bill and Bryan will also give you some things that are okay to say...
2019-09-0216 minThe Advanced Selling Podcast#556: Getting Past the Fear of Social Media and What to Do When a Deal StallsIn this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale bring two separate issues that they've each had come up in the training programs that they do with their respective clients. The first issue is the question of what to do when a deal is in legal or in procurement and seems to have stalled. Bryan has this happen with a couple of his clients who have a longer sales process. The second issue Bill brought up was with a client who struggles with pulling the trigger on creating content for social me...
2019-07-2919 minThe Advanced Selling Podcast#553: When Cold Calls Get the Best of YouIn this episode, sales trainers, Bill Caskey and Bryan Neale, address a common question that they get from salespeople who are required to make hundreds of cold calls a week, "I'm sick and tired of cold calling and I can't keep doing it any longer." The guys go deep into the psychology of cold calls and discuss the need to find other methods of prospecting that won't result in burning out your people in a year. If you're a frontline seller and making thousands of cold calls is part of your routine, send this episode...
2019-07-0822 minThe Advanced Selling Podcast#549: How Do I Go Over the Buyer's Head (Without Making Them Mad)?In this week's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale receive a listener question from Julian, who is interested in how he proceeds to close a deal when he's not talking to the right people. The guys give him some advice on how to think differently about the problem and maybe ask the question in a different way so that you have hope of taking the next right step. Sometimes when we get stuck answering a question or solving a problem, we need to re-ask ourselves or reframe the question so that we...
2019-06-1015 minThe Advanced Selling PodcastWinning The Buyer's Brain - Interview With Bryan GrayOn this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale sit down with a long time friend, Bryan Gray, Author and CEO of Reveue Path Group. They discuss the buyer's brain and how their thinking affects the sales process. Do you know how to get the limbic and reptilian brain to pay attention in any buying decision? Bryan has some tips on how to do just that. Learn more about the Online Masterclass, Winning the Buyer's Brain at https://www.winningthebuyersbrain.com ========================================= If y...
2019-06-0315 minThe Advanced Selling Podcast#535: Lack of Prospects Driving You Crazy?In this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale discuss a questions they received from a psychologist in Brazil. Dr. G is struggling to get prospects in the door because he believes therapy is taboo in their culture. They guys give Dr. G some ways of thinking about this problem differently and some ways he could flip his message and turn this opportunity in to a good thing. If you're interested in having Bill or Bryan or both come to your upcoming sales meeting, send us an email. In the title li...
2019-02-2516 minThe Advanced Selling Podcast#532: 5 LinkedIn Hacks You Should Be UsingOn this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale continue the listener mailbag series and take a call from Scott in Louisville who asks how to use LinkedIn better for his not-for-profit. Bill and Bryan address the changing dynamic that is LinkedIn and how to see it as not just a connection tool but also a content publishing platform. They also give him some ways he can increase his reach by connecting to the right people. We want to continue to hear from our listeners, so if you have a question...
2019-02-0421 minThe Advanced Selling Podcast#531: How to Handle Pressure When You Are a High AchieverIn this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale continue the CoVideo Mailbag series and take a listener call from Cara who is a top performer at a Fortune 1000 company. Cara just got her numbers for the next 12 months and she is feeling a bit of performance anxiety. Bill and Bryan break down the real issue and provide a handful of things to think about if you are in similar kind of circumstance. If you're interested in having Bill or Bryan or both come to your upcoming sales meeting, send us...
2019-01-2817 minThe Advanced Selling Podcast#529: Managing Your ManagerWhat should you do when your Sales Manager doesn't do things the way you would do them? In this first episode of 2019, Bill Caskey and Bryan Neale address a question from the CoVideo mail bag from a listener, who brings up how his manager makes demands on him, referring to a very specific scenario. Bill and Bryan take this question a little bit broader to the notion of how do you manage your manager, if that's even possible? ========================================= Looking for more sales training like this podcast? Visit www.advancedsellingpodcast.com/products to d...
2019-01-1418 minThe Advanced Selling Podcast#528: Do You Ever Get Vacation Anxiety?In this week's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale share some thoughts about "vacation anxiety" as we head into the holiday break. They give you a handful of ideas that you can implement prior to January 1st, so that by the time the work week hits, the first week of next year, you are ready to go mentally, physically and emotionally. We will not be airing anymore live episodes until January 7th, so we hope all of our listeners and non-listeners, too, have a great holiday season. We've loved being with you...
2018-12-1720 minThe Advanced Selling Podcast#525: Can You Summon the Courage When You Need It?In this week's episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale address the notion of courage. They play a clip of Brené Brown, who was interviewed by Michael Gervais, on the Finding Mastery Podcast. Brené talks about the number one attribute that people are looking to leaders for, but we think the same thing applies to sales professionals, you have to have courage. Bill and Bryan give you six areas that they believe courage can come in. Also, if you haven't enrolled in our live masterclass on December 13th...
2018-11-2619 minThe Advanced Selling Podcast#524: Don't Waste Time With Center Of Influence MeetingsDon't waste time with centers of influence meetings, unless you do this... On this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale address some common misconceptions about "centers of influence" meetings. This is where you identify people who might be able to pass referrals on to you and so you meet them and then, mess it up by not having the correct mindset and process when you go. Bill and Bryan give you a handful of ideas on how to improve the outcomes of those meetings. ========================================= L...
2018-11-1221 minThe Advanced Selling Podcast#520: Who's In Control Of Your Sales Process?In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale talk about a circumstance that lots of sales forces struggle with, the notion of who controls the sales process. Bill and Bryan riff on such things as correct mindset, correct language, and what your ideal sales process is if you were to create it from scratch. This is definitely one area where most sales people fall short! If you have a sales question you want answered, make sure you send a short voice memo question to listener@advancedsellingpodcast.com a...
2018-10-1516 minThe Advanced Selling Podcast#519: How Can Customers Believe In Your Value If They Can't See It?In this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale take on a mailbag question from a listener named Alyx. Alyx is in the Health and Wellness industry and her question was, "how does one communicate value in a market where there are fads and fixes that people opt for?" Bill and Bryan discuss how a lot of this gets back to how you see the world of selling today, and are you part marketer and part seller, or just part seller? Many of the guys' tips and tactics around this question have to...
2018-10-0816 minThe Advanced Selling Podcast#517: How Do You Deal With Loss?On this episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale address the topic of rejection, loss, and disappointment. There is a myth that we have to just move on when we get disappointed, and not feel the feelings that comes along with that. But we think that's wrong. Bill and Bryan give you some things to think about when it comes to preventing the feelings that come along with loss and disappointment, and what to what to do when it does happens. ========================================= Looking for more sales t...
2018-09-2417 minThe Advanced Selling Podcast#516: Understanding the Buyer's Brain - Bryan GrayOn this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Brayan Neale sit down with a long time friend, Bryan Gray, Author and CEO of Return Path Group. They discuss the buyer's brain and how their thinking affects the sales process. Do you know how to get the limbic and reptilian brain to pay attention in any buying decision? Bryan has some tips on how to do just that. Download Bryan's FREE eBook titled, "Sales Is Broken" at https://advancedsellingpodcast.com/broken ========================================= Looking for more sa...
2018-09-1718 minThe Advanced Selling Podcast#514: Things a Sales Person Should Never SayIn this week's episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale share with you phrases and jargon that should never be said in sales today. Most of these things serve to deposition you in the mind of the prospect, so that you appear to be operating from a place of weakness. Bill and Bryan will also give you some things that are okay to say and some replacements for these "bad words." If you have a question that you'd like to get to the guys, send a voice memo...
2018-09-0315 minThe Advanced Selling Podcast#506: How To Build Your Own Sales MethodologyIn this episode of The Advanced Selling Podcast, hosts Bill Caskey and Bryan Neale walk you through a framework to help you build your own sales methodology. This is part 2 of last week's episode where Bill and Bryan talked about the big five sales training companies and they gave you some pluses and minuses about why you should or shouldn't have a philosophy/methodology. In this week's episode, the guys go into detail about the eight things that you need to have as part of your new method. if you have any questions be sure...
2018-07-0915 minThe Advanced Selling Podcast#501: Generating Leads When Your Customer Isn't OnlineOn this episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale take a letter from listener Greg who's in the Agricultural industry and is struggling to generate a funnel full of leads. He's tried radio and newspaper advertising but nothing seems to be working. So, Bryan and Bill give him a handful of ideas and suggestions on how he can go about changing the way he thinks about lead generation and changing the results as well. Are you interested in having your question answered on the podcast? Email Bill and Bryan...
2018-06-0415 minThe Advanced Selling PodcastASP LIVE: Old School vs. New School SellingThis week's podcast was recorded live from the Indianapolis Motor Speedway prior to the Indy 500 in front of an audience. Bill Caskey and Bryan Neale discuss habits of the old school sales person that don't make it in today's competitive market. Bryan and Bill walked through a handful of items that you can test your self against to see if you're thinking old or thinking new. You won't want to miss this LIVE podcast recording! ========================================= Learn more about how to improve your personal brand with our Personal Brand Makeover Course www.pe...
2018-05-2813 minThe Advanced Selling Podcast#500: The Importance of Relationships in SalesIn this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale address the notion of relationship selling. The question is not if relationships important in the sales cycle, we can all agree they are. The true question is what does a good relationship really mean with a prospect? Bill and Bryan give you some filters through which you can look at your current client relationships to determine if they really are sound and what to do about it if they aren't. ========================================= Learn more about how to...
2018-05-2117 minThe Advanced Selling Podcast#499: Are You Listening To Your Instincts?In this episode of The Advanced Selling Podcast, sales experts Bill Caskey and Bryan Neale address a common observation that they have when they're working with sales teams. There is a general lack of enthusiasm about following and listening to your instincts. In every sales process there are issues that occur and if you are dialed in to your gut reaction you will take a certain course. On the other hand if you are blind to your instincts or you don't trust them, you might be in for long selling cycles. Bill and Bryan give...
2018-05-1418 minThe Advanced Selling Podcast#498: How To Prospect When You Are Burned OutIn this episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale take a question from a listener and client, who asks about issues inside her company that aren't going well. The listener explains that she constantly has to get involved in operational and account management issues, which gets her away from her true role, business development. She is also experiencing some burn out over this dilemma. On this episode, Bill and Bryan give her some advice on all three areas and some takeaways you might be able to use in your...
2018-05-0720 minThe Advanced Selling Podcast#497: Is This Deal Over or Not?In this episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale take on two different questions sent in by podcast listeners. The first question in is from Leon in Australia who asks about how to handle channel partners in his new sales role. The second question is from a lady who has been working a prospect for the last few months and they've gone radio silent on her. Bill and Bryan give her several encouraging and indignant ideas on what she can do from this point forward. =========================================...
2018-04-3020 minThe Advanced Selling Podcast#496: Paradigm BlindnessOn this episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale discuss a concept they experience far too often with their own clients, Paradigm Blindness. We all have a certain way we do things and we become locked in to those ways. We become blind to change and don't consider other ways to achieve greater success. Bill and Bryan give you some tips on how to identify your own Paradigm Blindness and some ideas on how you might go about getting out of it. ========================================= Learn more about h...
2018-04-2322 minThe Advanced Selling Podcast#492: Attention Sales Leaders: A Sales Meeting Worth AttendingOn this episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale address a question from a listener that leads them into a discussion regarding what constitutes a good sales meeting. If you have a sales manager or leader who does not listen to the podcast, make sure they get access to this! You can go into the Advanced Selling podcast app, click the share button, and text the episode to your sales manager. In companies today, we seem to say there are too many meetings, but Bryan and Bill conclude that...
2018-03-2619 minThe Advanced Selling Podcast#489: Don't Be a VictimIf you are in professional sales, it is doubtful that you consider yourself a victim, however, often we slip into a mode of victim thinking and we aren't aware of it. In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale provide some thoughts on how to avoid the victim mentality. When we have a victim mentality, we limit our ability to be creative and to be successful. Bill and Bryan give you some indicators that you might have slipped into that mode and what to do about it i...
2018-03-0515 minThe Advanced Selling Podcast#488: Know When To Fold Em'In this week's episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale take a question from listener David who asks about when to give up on a prospect. As usual, Bill and Bryan go into what to do when you're in that position but more importantly, they discuss ways to prevent yourself from getting into this position in the first place. If you have a sales question you want answered on the podcast, email us a voice memo to listener@advancedsellingpodcast.com ========================================= Learn more about how to...
2018-02-2617 minThe Advanced Selling Podcast#485: Am I Cut Out for Sales or Not?On today's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale field two questions from the CoVideo Mailbag. The first question centers around whether the listener is cut out for sales and the other focuses on what type of sales would be best. If you've been in the profession over a year, it's likely you've had that feeling at some point, am I cut out for this? It's okay to have that feeling and Bryan and Bill talk you through how to deal with it. Send your sales questions to listener@a...
2018-02-0516 minThe Advanced Selling Podcast#484: Five Tips on Sales EnablementIn this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale laugh a little bit about the term, "Sales enablement," but they catch themselves and realize that it truly is a thing. They provide you some tips on how you can better enable the sales process, whether you have team or are a lone ranger. Also, send us your question via a voice memo to listener@advancedsellingpodcast.com and Bill and Bryan will rush you out a sweet little gift just for you. ========================================= Learn more about how to improve your...
2018-01-2919 minThe Advanced Selling Podcast#470: From Prospect to ClientWe are taking the week off for Thanksgiving, but we wanted to replay a recent episode we thought was interesting. Hope you enjoy it and talk to you next week! ========================================= Does it really take 8 to 12 contacts to turn a prospect into a customer? Bill Caskey and Bryan Neale address this very idea in today's episode. We had an awesome question from a listener in our co-video mailbag segment. She is a wardrobe and fashion expert, and is trying to figure out how to generate more clients. Bill and Bryan give her...
2017-11-2023 minThe Advanced Selling Podcast#475: Does Your Story Really Compel Anybody?On this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale discuss the building, or rebuilding, of your company story. Bill and Bryan walk through a three-part framework that will help you get clear about how to communicate your company story to your constituents. If you're interested in having them coach you on your story, send an email to listener@advancedsellingpodcast.com and in the subject line put Message Makeover. They'll select a handful of people to do a live coaching session to help you get clear on your message. ...
2017-11-0619 minThe Advanced Selling Podcast#474: Client wants to go out for a bid?In this episode of the Advanced Selling Podcast, Bill Caskey and Bryan Neale relate stories from their client base about this very issue, what do you do when a longtime buyer feels compelled to interview other vendors? As Bill and Bryan have done in the past, they break this topic down into prevention and remedy: Prevention is what can you do to prevent this from happening again, and the guys give ten points of learning around that. Remedy is what do you do about it if somebody just, "Serves you the papers." They've got a co...
2017-10-3019 minThe Advanced Selling Podcast#473: Artificially Deflating Yourself Is Worse Than InflationIn this episode of the Advanced Selling Podcast, Bill Caskey and Bryan Neale address part two of their Inflation/Deflation series. Today's episode is how we often deflate our own power in the sales process. Most of the time it happens in negotiation, the sales process itself or when we need to find other decision-makers to go call on. Bill and Bryan give you some ideas on how to see yourself and your role to help you navigate through this tendency and temptation to self-deflate. ========================================= Want to have your sales question...
2017-10-2316 minThe Advanced Selling Podcast#472: Arrogance, Self-Importance and Self-AwarenessIn this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale discuss a situation that came up for both of them in the past week with different clients. In both cases, the guys felt like there was a heightened sense of self-importance that was larger than reality. In this first of a two part series, Bill and Bryan give you some ideas on how you can catch yourself if you start to slip into this "lack of self-awareness" around your role. Part two, coming next week, is about how we o...
2017-10-1618 minThe Advanced Selling Podcast#470: From Prospect to ClientDoes it really take 8 to 12 contacts to turn a prospect into a customer? Bill Caskey and Bryan Neale address this very idea in today's episode. We had an awesome question from a listener in our co-video mailbag segment. She is a wardrobe and fashion expert, and is trying to figure out how to generate more clients. Bill and Bryan give her some ideas that really anyone who's in sales and trying to generate more engagement with prospects can use. We'd love to hear your feedback on their answers by going to the Facebook...
2017-10-0222 minThe Advanced Selling Podcast#469: The Importance of Customer ExperienceWhat kind of customer experience do you give your brand new customers? In this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale review the hazards of ignoring the customer experience. We all want more referrals and we all want to grow our current client business, but do we do all we can to make that experience with them such that they want to give us more referrals and more money? Bill and Bryan give you six ideas that you can implement almost immediately, with little cost, that will help you rebuild or...
2017-09-2523 minThe Advanced Selling Podcast#467: Skirting Compensation ConversationIn this episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale dive into the CoVideo mailbag once again and take a question from a listener. The question had to do with how one brings up the topic of compensation with their manager. Bill and Bryan take this in several directions as they process the compensation question, as well as the avoidance of important issues question. Everybody in their business life has some conversation that has remained unspoken. It needs to be brought out and dealt with. In this episode...
2017-09-1118 minThe Advanced Selling PodcastPersonal Brand Makeover #4 - Rebranding SherriIn this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale complete the last of the August Personal Brand Makeover Series. By the way, if you don't have the Personal Brand Makeover Checklist yet, go to advancedsellingpodcast.com/makeover to download it. Sherri is a Business English Trainer in Berlin Germany who is making the transition away from agencies and starting her own practice. With this new adventure comes new challenges and she is having some difficulty finding new clients. Bill and Bryan give her some tips on improving her online presence and how to ge...
2017-08-2825 minThe Advanced Selling PodcastPersonal Brand Makeover #3 - Rebranding SashaIn this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale continue the August Branding Makeover episodes. By the way, if you don't have the Personal Brand Makeover Checklist yet, go to advancedsellingpodcast.com/makeover to download it. Sasha is a Dental Practice Marketing Consultant who is looking for more speaking engagements with the end goal of taking on more clients. Sasha's biggest challenge is how to best convey her story to prospects. Bill and Bryan give her some advice on how to improve her message and how to make that message c...
2017-08-2123 minThe Advanced Selling PodcastPersonal Brand Makeover #2 - Rebranding MichaelIn this episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale on on the second August Branding Makeover episodes. By the way, if you don't have the Personal Brand Makeover Checklist yet, go to advancedsellingpodcast.com/makeover to download it. Michael is an upcoming college graduate who has ambitions of being a business owner. The challenge for him is that there isn't a clear path for him to entrepreneurship. Bill and Bryan give him some tips on how he can improve his digital presence and some advice on how to get started on creating his own...
2017-08-1427 minThe Advanced Selling Podcast#458: Do You React Emotionally (When You Shouldn't)?In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale discuss a situation with one of Bryan's clients who reacted to a client's cancellation. - Bill and Bryan also share some thoughts and strategies on how to NOT react emotionally in most scenerios. Remember, August is MAKEOVER MONTH so if you want to be considered for our live makeover, send as email to listener@advancedsellingpodcast.com and tell us about yourself and your goal of personal branding makeover. ========================================= Want to have your sales question answered o...
2017-07-1014 minThe Advanced Selling Podcast#457: Does Your Personal Brand Really Matter?On this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale address a common question that we're getting more and more frequently which is does my personal brand really matter? And, how do I align it with my company brand? Bill had a situation with a current client where the VP of sales was intrigued about the concept of personal branding, rightfully so. It should be on every sales manager's and every salesperson's radar right now. If your in B2B sales, your personal brand really does matter, so how...
2017-07-0316 minThe Advanced Selling Podcast#401: Talking Economics Doesn't Have To Be ScaryDo you have trouble talking about money with your prospects? Does "budget" feel like a dirty word? In this episode of The Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale take on the tough topic of "Economics." Using a real scenario from one of Bill's client sessions, they will walk you through steps to help make the money conversations less intimidating (for you and for your prospects). Are you educating or persuading when you talk with a prospect? Are you trying to convince yourself the sale is a good...
2016-07-1115 minThe Advanced Selling Podcast#384: Lessons from a New ListenerA new set of eyes on anything can be valuable, even for the most seasoned pros. In today's episode, veteran sales trainers Bill Caskey and Bryan Neale capture best practices and strategies from a new listener to The Advanced Selling Podcast, Brittney Russo. You'll hear how Brittney has used Bill and Bryan's training to close large deals, ramp up in her company faster and challenge her competitors. In this episode of The Advanced Selling Podcast, Bill and Bryan share notes you can use right away to re-energize your sales game. If you're new to...
2016-05-0919 minThe Advanced Selling Podcast#383: Is Your Sales Bucket Leaking?Do you have leaks in your sales bucket? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale are fired up— not just about leaks in your bucket, but about discovering a leak in their own bucket too. Do you prospect when sales are good or only when things start to slow down? Do you run a well-organized sales process? Are you leveraging your training and knowledge as much as you can? In this episode of The Advanced Selling Podcast, Bill and Bryan fight to prevent their ego from getting the bes...
2016-05-0519 minThe Advanced Selling Podcast#381: Mailbag Mashup: Triple Threat ThursdayWhy take one question from a listener when we can take three? In
today's episode, sales trainers Bill Caskey and Bryan Neale
respond to questions from listeners and give a shout out to US
Military members around the world.
Are you looking for strategies on spec selling?
Have you considered paying for someone to develop content for
you to use in developing your expert persona?
In this episode of The Advanced Selling Podcast, Bill and Bryan
share techniques and strategies that will help you right away, even
if someone else asked the question. You...
2016-04-2819 minThe Advanced Selling Podcast#378: Preparing Like a ProAre you looking for an edge in your sales game? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale teach you a framework for preparation to knock your sales calls out of the park.
Do you focus on the process or the outcome?
Are you using the same verbiage with every audience or are you tweaking your message to match the situation?
In this episode of The Advanced Selling Podcast, Bill and Bryan help you master the fundamentals that lead to your success. Tune in to hear how beat sheets and Bill...
2016-04-1816 minThe Advanced Selling Podcast#373: Auto Sales: Lessons from the Car LotIt’s more than just a cliché— selling cars is big business. In today's episode, veteran sales trainers Bill Caskey and Bryan Neale explore what we all can learn from the world of auto sales.
What strategies can you use to help your buyer feel like they actually WANT your help?
Are you exerting pressure on your buyer without realizing it?
In this episode of The Advanced Selling Podcast, Bill and Bryan share real life lessons from buying and selling cars (Bryan really did his research and spent time a local auto dealer to lea...
2016-03-3122 minThe Advanced Selling Podcast#369: An Open Letter to Sales ManagersIf you ARE a sales manager or you HAVE a sales manager, you must listen to this episode. Today, veteran sales trainers Bill Caskey and Bryan Neale sound off in an open letter to sales managers.
What if you’re listening to The Advanced Selling Podcast each week and you think your sales manager doesn’t buy into what you’re hearing?
How can you avoid the antagonistic relationship that frequently exists between player and coach (or sales manager and sales person)?
In this episode of The Advanced Selling Podcast, Bill and Bryan give y...
2016-03-1718 minThe Advanced Selling Podcast#365: Blind as a BatDo you struggle with creating a plan and sticking to it? How do you balance hyper-competitive DNA with the inner game principles?
In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale try to stump each other with “blind” questions (no pun intended on Bill’s eye!). They pose a question to the other person with no prep or filter, and you won’t believe the techniques they come up with when put on the spot.
In this episode of The Advanced Selling Podcast, Bryan gives you specific, actionable steps to take to develop your...
2016-03-0325 minThe Advanced Selling Podcast#362: Sales Assets— More Than Just NumbersAre you utilizing all of your assets in your sales process? In today’s Mailbag Monday episode, veteran sales trainers Bill Caskey and Bryan Neale explore a question from Chelsea about how to use your talents to strengthen your impact when opening doors in sales.
Do you have characteristics of your personality that you ignore when working your sales process?
Do you utilize your personal interests, skills and things you love to do to help you connect with others?
In this episode of The Advanced Selling Podcast, Bill and Bryan give you techniques you...
2016-02-2219 minThe Advanced Selling Podcast#360: Broker in the Sales ProcessWhen 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 opportun...
2016-02-1521 minThe Advanced Selling Podcast#355: Inside the Training RoomHave you wondered what it would like to be a fly on the wall at The Advanced Selling Podcast?
Veteran sales trainers Bill Caskey and Bryan Neale invite you in today as they blindly test each other on real sales strategy issues they’re working on with their clients.
You’ll hear Bill’s philosophy on negotiating price at the end of the deal and their discussion about the pros and cons of discounting. Bryan explores the rare and valuable skills every salesperson should have.
In this episode of The Advanced Selling Podcast, you’ll h...
2016-01-2827 minThe Advanced Selling Podcast#349: Sales Territory Expansion: Blessing or Curse?Have you ever used the saying “Be careful what you wish for?” Veteran sales trainers Bill Caskey and Bryan Neale welcome in the new year with a discussion around the all-too-common request from salespeople everywhere: a larger territory.
How do you build, support, manage and retain a bigger client base, especially when your resources or distance to the customer may not change as the territory expands.
Do you know who to call on most? How do you decide which accounts get more attention?
In today’s episode of The Advanced Selling Podcast, Bill and Br...
2016-01-0728 minThe Advanced Selling Podcast#348: Limiting BeliefsWe're taking some time off at the Advanced Selling Podcast to spend time with our families, but here is one of our past favorite episodes from 2010 that we think you'll find beneficial. Enjoy the Holidays and we'll see you in 2016!
In this episode of the Advanced Selling Podcast, Bill and Bryan take a deep dive into the dark underworld of limiting beliefs. What are the negative, self-doubting thoughts that creep around in your head and sneak up to scare away a perfectly good sale? Veteran sales trainers Bill Caskey and Bryan Neale shine the light on limiting b...
2016-01-0422 minThe Advanced Selling Podcast#343: Outbound Sales is a Whole New WorldWe all know it— the old school “cookbook” model of selling is dead. Veteran sales trainers Bill Caskey and Bryan Neale explore a new model today— living in an “outbound” sales world.
Are you still chasing people around, burning a lot of calories and not getting the results you want?
Are you making 30 calls a day and reminding yourself “the action is on the 29th call”?
In this episode of The Advanced Selling Podcast, Bill and Bryan show you a different way focused on outbound, leveraged behaviors. They will help you learn how to shift your men...
2015-12-1718 minThe Advanced Selling Podcast#342: Remote Leadership & Sales Culture - Kevin EikenberryDoes your sales team all work in the same office from 8am-5pm, Monday-Friday? It’s likely you don’t. Veteran sales trainers Bill Caskey and Bryan Neale talk with the expert on managing remote teams in today’s episode.
Kevin Eikenberry, founder of the Remote Leadership Institute, shares his best practices for building the sales culture you want when your team isn’t always in the same physical office space (or even the same state).
What are the expectations your team has of how they work together? What is the culture you truly want in your organization? What adjectives would you use t...
2015-12-1429 minThe Advanced Selling Podcast#341: The Threat FactorDo your prospects see you as a threat? Veteran sales trainers Bill Caskey and Bryan Neale explore the common “Threat Factor” that frequently occurs in sales situations.
Is there a chance that you or the product/service you’re selling can be a threat to your buyer?
Will buying from you ruffle any feathers in your prospect’s organization?
In today’s episode of The Advanced Selling Podcast, Bill and Bryan give you questions you can ask yourself to know how and if you’re being perceived as a threat… and what to do about it if...
2015-12-1018 minThe Advanced Selling Podcast#340: Overcoming The NOHow do you handle a prompt “I’m not interested” from your prospect?
Veteran sales trainers Bill Caskey and Bryan Neale discuss a question that came in from Marcin in Eastern Europe on today’s Mailbag Monday episode. They talk about when you exert pressure on your prospect you cause the feeling of flight. As a salesperson, how do you overcome an instant NO? How do we avoid vaulting right to the sale?
In this episode of The Advanced Selling Podcast, Bill and Bryan provide some methods you can use to change the way you position...
2015-12-0720 minThe Advanced Selling Podcast#339: Better Stories = Better Selling - Bo EasonHow do you stand out from the pack— at work, in the sales process, anywhere? Veteran sales trainers Bill Caskey and Bryan Neale talk to THE expert on high-stakes storytelling in today’s episode. Back to The Advanced Selling Podcast by popular demand, Bo Eason shares his best practices for learning to tell your personal story effectively.
• Where do you begin? • What is the first step you can take to learn how to share your story? • Why is it so important?
In this episode of The Advanced Selling Podcast, Bill and Bryan ask Bo for advice y...
2015-12-0324 minThe Advanced Selling Podcast#338: Distributor vs. Manufacturer: Your Value in the ProcessTo buy from a distributor or the manufacturer… that is the question. Veteran sales trainers Bill Caskey and Bryan Neale address the issue in this Mailbag Monday episode, inspired by a question from Greg.
Does the distributor truly add value to the chain? How does your prospect decide who to buy from when they have a choice?
In today’s episode of The Advanced Selling Podcast, Bill and Bryan explore specific tactics you can use the strengthen your position (regardless of which side you’re on). They also offer language advice to help you communicate your valu...
2015-11-3019 minThe Advanced Selling Podcast#337: Stop Chasing Prospects - Coach BurtDo you think of yourself as a person of interest? Veteran sales trainers Bill Caskey and Bryan Neale interview bestselling author Coach Micheal Burt today as they explore how you can become the person everyone can’t live without.
Do you work with a coach? It may be a sales coach, a fitness coach, a team coach, even a therapist. How does your coach find the “X” factor in you that makes you unique?
In today’s episode of The Advanced Selling Podcast, Bill and Bryan talk with Coach Burt about traits of a good coach and...
2015-11-2323 minThe Advanced Selling Podcast#336: Ego: Confidence or Arrogance?When you hear the word “ego,” do you cringe? Can ego be a helpful tool for salespeople? Veteran sales trainers Bill Caskey and Bryan Neale explore the blessings and curses of a powerful ego in today’s episode.
When does your ego get in the way of an interaction with a prospect? When can it help you actually do your job better?
In this episode of The Advanced Selling Podcast, Bill and Bryan will help you determine if your ego is helping or hurting you. They share their checklist of ways to know when ego is your f...
2015-11-1923 minThe Advanced Selling Podcast#335: Personal Branding - Ben GreenfieldCan salespeople really build their own personal brand while still representing their company or product? Veteran sales trainers Bill Caskey and Bryan Neale learn the power and impact of content marketing from one of the world’s best— fitness expert Ben Greenfield.
Ben offers his tips and strategies for building your personal brand using activities you’re probably doing every day. Do you like to write or draw? Create videos on your iPhone? Post to social media? Ben will teach you how he used his own favorite medium to become an international fitness expert, allowing him to build h...
2015-11-1626 minThe Advanced Selling Podcast#334: Bulletproof Salespeople - Dave AspreyHave you struggled in a sales call because your energy was low or your stomach was growling? Veteran sales trainers Bill Caskey and Bryan Neale dive into a caffeine-focused conversation today, and it’s not just about stopping at the nearest coffee shop for a pick-me-up.
They talk with Dave Asprey, founder of Bulletproof Coffee and certified bio-hacker, to learn how your physiology may be impacting your sales success. How is your health affecting your life path and career goals? Do you have days (or weeks) when you’ve been on the road, out late at client dinn...
2015-11-1219 minThe Advanced Selling Podcast#333: It's Not What You Sell, It's What You BelieveDoes your customer believe in what you’re selling? Veteran sales trainers Bill Caskey and Bryan Neale offer Julie from Grand Rapids, MI a few tips in today’s Mailbag Monday episode.
They talk about the “belief gap” — the space that exists between what you believe and what your customer believes. As a salesperson, how do you close the gap? How can you help guide them through the path to the sale, especially when that’s the part that makes your buyer the most nervous?
In this episode of The Advanced Selling Podcast, Bill and Bryan share...
2015-11-0920 minThe Advanced Selling Podcast#332: Declining an RFPHow do you politely decline an RFP? Veteran sales trainers Bill Caskey and Bryan Neale field an emergency email from a listener who is stuck on the issue of how to say “no” to an existing client. They review the sticky situation from all angles, including corporate politics and regulation issues that may exist in any similar scenario. They walk through the Inner Game principles to determine which elements are at play and how to conquer them.
In this episode of The Advanced Selling Podcast, Bill and Bryan make recommendations and provide language you can use when you...
2015-11-0519 minThe Advanced Selling Podcast#331: Roles of a Sales PersonEvery good story has a hero, right? Veteran sales trainers Bill Caskey and Bryan Neale discuss the varied roles of a salesperson, based on the concept of the Hero’s Journey. They examine possible roles you may play in the sales process and why those roles matter.
• Are you a teacher? • A consultant? • A space creator? • A change agent?
In this episode of The Advanced Selling Podcast, Bill and Bryan share their list of the Top 7 roles salespeople play and also help you identify areas you may need to work on. Which roles are you good at...
2015-11-0221 minThe Advanced Selling Podcast#330: Fear In SalesWhat scares you the most in the sales process? Veteran sales trainers Bill Caskey and Bryan Neale celebrate their least favorite holiday by sharing aspects of the sales process that scare them the most. Conversations about money, making “the close,” knowing when to share and when to withhold… and of course, the dreaded cold call.
In this episode of The Advanced Selling Podcast, Bill and Bryan cover the spooky, the quirky and the creepy things that scare them and salespeople all over the world. To help make everything a little less scary, Bill shares his secret to remove...
2015-10-2921 minThe Advanced Selling Podcast#329: Pricing PhilosophyHow much are your clients really worth to you?
Veteran sales trainers Bill Caskey and Bryan Neale dive into a philosophical discussion on pricing. They walk you through the important distinctions between “negotiating” and “discounting,” as well as help you find new words to use in the conversation that will likely lead to a different outcome.
• Do you truly know the lifetime value of your customers? • If not monetary value, what other things can benefit you in the deal?
In this episode of The Advanced Selling Podcast, Bill and Bryan help you realize pricing is...
2015-10-2613 minThe Advanced Selling Podcast#328: Your Role in the Sales ProcessThis doesn’t happen often on The Advanced Selling Podcast— make sure you listen in today. Veteran sales trainers Bill Caskey and Bryan Neale cover a blind topic with no prep at all. Bill shares a scenario he worked through recently with a client and gives Bryan a chance to act as sales coach through the discussion of the deal.
• Have you heard clients or prospects say, “Well, it’s not like it used to be” or something similar?
• Do you connect with your prospects at a deeper level than just being the product sales person?
I...
2015-10-2225 minThe Advanced Selling Podcast#327: Superstar Salespeople - Butch BellahWhat makes a salesperson a superstar? Veteran sales trainers Bill Caskey and Bryan Neale get into today’s Mailbag Monday episode with a conversation with Butch Bellah, author of Sales Management for Dummies and The 10 Essentials of Sales Superstars.
They discuss Butch’s recommendations for how salespeople can truly become superstars, including understanding that people buy what they want and not what they need. Do you walk your customers through a “Needs Analysis” or “Pain Finding” tool as part of your sales process? Butch says most salespeople are missing the opportunity in doing so.
Instead, he suggests a “Want...
2015-10-1922 minThe Advanced Selling Podcast#326: Sales Lists: Are You Leveling Up?How are you planning your success for 2016? Today, veteran sales trainers Bill Caskey and Bryan Neale share one of their best strategies— a list of lists. They examine what possible lists you need to create in order to level-up in your sales career.
• Do you know which relationships are most helpful to you? • Have you thought through who you know (or who you want to know) that will make you and your sales life even better?
In this episode of The Advanced Selling Podcast, Bill and Bryan assemble some of the lists they use to keep...
2015-10-1515 minThe Advanced Selling Podcast#325: Sales Psychology: Are You Getting in Your Own Way?In this installment of Mailbag Monday, we turn introspective. Veteran sales trainers Bill Caskey and Bryan Neale take a question and commentary from Paul in Canada, addressing challenges salespeople have when they get in their own way.
They share ways you can identify if this is happening to you and what to do about it, including shifting your mental framework to achieve a different outcome. Ask yourself:
• Do I proactively look for a solution or do I complain about the problem?• Am I putting the whole issue on someone else or do I take resp...
2015-10-1223 minThe Advanced Selling Podcast#324: Nonverbal Communication in Sales
It’s happened to all of us: a prospect or client gives you a really obvious nonverbal cue in a meeting or sales call. What do you do? eteran sales trainers Bill Caskey and Bryan Neale find the humor and reality in examples of sales calls laden with nonverbal communication. They walk you through their best techniques for what to do when you’re picking up on nonverbal messages.
Even better, they even share stories of real scenarios that happened to them (or their clients) in sales calls— have any of the same ones happened to you too?
In this episode o...
2015-10-0825 minThe Advanced Selling Podcast#322: Creating Value in the Sales ProcessHow do you create an atmosphere where the customer is selling you instead of the other way around? Veteran sales trainers Bill Caskey and Bryan Neale dive into an interesting topic from a listener today. Chelsea asked how to provide opportunities for the customer to come to her, and Bill and Bryan were excited to give her a few ideas.
• Do you truly believe what you’re selling is valuable, and also that each step of the sales process has value? • How do you create a meaningful path for your prospect and provide value, regardless of the out...
2015-10-0119 minThe Advanced Selling Podcast#321: Networking Tips for SalespeopleGet excited— it’s Mailbag Monday! Veteran sales trainers Bill Caskey and Bryan Neale frequently receive insightful questions via email, audio recordings and the ASP LinkedIn group. Today, they’re answering an audio message from a listener in Australia. They’re talking about the common issue of “vaulting,” both at networking events and in sales calls.
• How do you resist the temptation to jump from first introduction to trying to close them on the first call?
• What do you say to someone when you meet them to help them understand your process?
In this episode of The...
2015-09-2819 minThe Advanced Selling Podcast#319: Charm in Sales - Jordan HarbingerWhat does charm have to do with your sales success? More than you may think. Veteran sales trainers Bill Caskey and Bryan Neale dive deep into a conversation about the importance of creating real value for others with Jordan Harbinger, host of popular The Art of Charm podcast. They discuss Jordan’s recommendations for salespeople who want to get serious about incorporating real, meaningful interactions with others into their sales process. Are you thinking about how you show up in front of your prospects and how to demonstrate your personal value? Is your mindset helping or hurting you? Jordan says thes...
2015-09-2127 minThe Advanced Selling Podcast#318: Philosophy in SalesHow do your sales philosophies agree or disagree with Bill and Bryan’s experiences? Veteran sales trainers Bill Caskey and Bryan Neale go “point/counterpoint” with each other on their philosophies in sales. They ask each other a range of questions and discuss why they agree with or challenge each statement. Will Millenials make great salespeople? Is your Personal Business Plan the #1 factor in doubling your business? What is the single most important trait of a salesperson? In this episode of The Advanced Selling Podcast, Bill and Bryan share their viewpoints and encourage you to weigh in with yours too.
2015-09-1722 minThe Advanced Selling PodcastAsk Bill and BryanIn this episode, Bill Caskey and Bryan Neale address a question from an audience member on how to prospect when you're already busy. And Bryan reveals a communication technique that helps as you're explaining to a prospect what you do.
2009-06-2517 min