The Advanced Selling Podcast

Send us Fan Mail Have you ever wondered why the prospect wants to control the sales process? Other than the fact that we’re all “control freaks” to some extent, it’s no wonder the prospect thinks – because he has the money – that he should control the sales process. But the fact is, he shouldn’t. You should control it. And in this week’s episode of the Advanced Selling Podcast, Bryan Neale and Bill Caskey tell you exactly how to do that. 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 have problems talking to your prospects about money - fees - prices? Did you know it might be something much deeper in your soul? (It seems these guys think everything is 'deeper in your soul'). Well, this one just might be. Bill and Bryan talk about the importance of money in how you earn and how you price your services. 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 Leadership should be on every sales person's mind. In this interview, Bill and Bryan talk with new author, Kevin Eikenberry, who has written a book called REMARKABLE LEADERSHIP. Listen to this podcast if you are a sales leader/manager or have any inclination to be one someday. 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 episode, Bill and Bryan address the China import issues that are making news. Is it possible that part of this is a breakdown in selling skills? That might be a stretch - or not. As you listen to this, think about how you would modify your sales approach if you were to compete against low priced competitors. This applies to sales professionals who don't just compete against off shore vendors - but to the vendor right down the street as well. 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 wondered why your prospects sometimes just don't act on your offer? Could it be you just aren't getting them to admit their problems to you? Well, this podcast episode with Bill Caskey and Brooke Green deals with exactly how to do that. Most sales strategies forget about that very thing - how to understand the compelling reasons a prospect has for changing. 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 been sold to by an "old world sales person?" Kind of frightening, isn't it?In this week's episode of the Advanced Selling Podcast, Bill Caskey andBryan Neale discuss some of the many differences between the old and new way ofselling. It's a good gut-check to see if you slip back in to old beliefs and tacticswhen you're in pursuit of a sale. Use this episode in your sales training sinceit addresses some of the core problems today's sales professional faces. If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider

The hosts discuss annoying phrases and pet peeves in sales. They give advice on appropriate follow-up. They explore the importance of detachment and being present in follow-up. They discuss staying connected and providing value to prospects to stay top of mind.

Send us Fan Mail In this week's episode of the Advanced Selling Podcast, Bill Caskeyinterviews a special guest, Dan Heath, the author of theMade to Stick. He joins us today to sharehis insights on helping OTHERS understand your ideas and helping YOU communicate them better. It seems in most sales training, we talk about communication skills, but spend little time talking about the thinking behind communicating ideas. Dan has researched why/how some ideas stick and others don't. And since professional selling revolves around how compelling you make your ideas for the prospect, Dan was the perfect guest. These are skills that you can learn and apply immediately to your sales strategies to help increase sales. Make sure to go buy Dan's book, Made to Stick. Why Some Ideas Survive and Others Die. 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 week's episode of The Advanced Selling Podcast, Bill Caskey andBryan Neale answer those "what do I do when?" questions that salesprofessionals have every day. This is an episode that helps sales people newand old who are curious about what to do in certain situations.Business-to-business sales training and development isn't always about"theory." Sometimes it's just about practical advice. This episode will helpyou to say and do the right things in those places where your deal might beon the line. Sometimes just a third party--like Caskey and Neale--can shedjust enough light on a subject to give you a new way to think about oldproblems. 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 today's podcast, Bill Caskey and Bryan Neale address the New York Timespiece on Income Inequality--and how sales professionals are in the rightspot to be at the correct end of the income spectrum. They address the corecompetencies of the "top one percenters" (those who earn over$340,000/year)--and where to go to get that training. This sales podcast isa good way to check your own skills in the entire domain of business--notjust selling. This podcast will expand your thinking about your self, yourfuture and the possibilities that exist when you grow your skills. If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider