The Advanced Selling Podcast

Send us Fan Mail Well, no one ever admits that their ego gets in the way of success. Especially sales people--for it comes with the territory that you need a big ego to be successful in sales.Or does it?We think there are several questions you should ask in the sales process. But you won't be able to if you have your ego out of balance. In this episode, Bill Caskey and Bryan Neale give you several questions you should ask and give you a way to get the rest of the questions via email. If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider

Send us Fan Mail Everyone wants to sell to large accounts. Is there any magic to it? Do you need a whale net to catch them? Well, there is some magic, and while we don’t review ALL the steps in this podcast, this is a start of how to begin thinking about your pursuit of the large account. Bill Caskey and Bryan Neale talk about pursuing the large account. You can also go to google video and search on Advanced Selling Podcast to see the video version of this. If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider

Send us Fan Mail Do you really know what your customers want from a sales professional? You might be surprised! In this podcast, Bill Caskey speaks with George Grubb, President of G&S Research, about what customers value from vendors. George works in the pharmaceutical industry, however much of what he has learned is directly applicable to sales of any kind. He also talks about the sales person of the future—and what attributes he/she will have. If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider

Send us Fan Mail In this podcast, Bill Caskey and Bryan Neale go back into our last teleseminar and select three questions that they get all the time: 1-How do you handle a follow up call after a networking event; 2-How to "get" someone to call you back; 3-How do you handle it when you are selling an off brand? They spend a few minutes on each question--and of course, a few minutes trying to bring humor to the episode. You can also see this episode on YouTube. Go there and search on "Advanced Selling Podcast." If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider

Send us Fan Mail Do you sell to women differently than you sell to men? Hmmm. Interesting question that we deal with in today’s podcast. Bill and Bryan speak with Brooke Green, one of our consultants, about the gender approach to selling. Being a woman in sales, she gets this question all the time from both her male and female clients. She also introduces the podcast audience to a new endeavor that will interest half the people who listen! If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider

Send us Fan Mail Can we learn something from the presidential candidates? Or, can they learn something from great salespeople? Well, we think the latter. In this podcast, Bill and Bryan take a look at the communicationstyles of those running for president and bring us some lessons in substance and style that we can use in our effort to generate sales. While this is not an episode with a specific political slant, it takes issue with MOST politicians and how they communicate their message. If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider

Send us Fan Mail You make calls all the time—interact with prospects constantly. And if you're like us,you have things that you face each and everyday that are unique, unusual, and which sometimes stump you.On this podcast we take one of the most common sales problems—how to keep the prospect excited—and keep things moving. And also we give our podcast listeners a preview of a One Hour Teleseminar we're doing on February 7 at 1:00PM EST. Go to www.askcaskey.com to find out more. And listen to this podcast so you'll get the answer to the question—and get a sample of how this teleseminar can help you. Oh, by the way, the telseminar is free. If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider

Send us Fan Mail Ever had a buyer change at the most inopportune time? Actually, it seems like that’s the only times buyers change—right when you’re in the middle of a sale. But what should you do about that? Most sales training doesn’t really address the seriousness of the issue. But Caskey and Neale do on today’s episode of The Advanced Selling Podcast. If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider

Send us Fan Mail Have you ever felt like you were obligated to quote? It happens usually when you have a client who is “going out to bid” and you’re invited to play. While we don’t like the whole ‘blind bid’ process, we do realize that sometimes you must play the game that way. “To quote or not to quote” that is the question. Bill and Bryan deal with this at length in this podcast. There are a variety of circumstances that dictate your reaction—and they give you some guidelines during this cast If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider

Send us Fan Mail So, how do you handle conflict with a prospect—yet still preserve their dignity? This happens a lot when your buyer has a distinct impression of your value or an opinion of their pain—and you know it’s wrong. If you mess this up, you’ll lose rapport. If you handle it right, you can get past it and move on. Caskey and Neale talk about being right versus being rich. If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider