The Advanced Selling Podcast

Send us Fan Mail 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 best of them— a rant of this magnitude not frequently heard on the show. Passed over for a local news story about successful podcasters, Bill and Bryan put together some of their best content yet to help you identify leaks in your bucket and what you can do about it when you find them. You won’t want to miss this one.  =================================== Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. =================================== Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057;10.

Send us Fan Mail Do movie stars make good salespeople? In today's episode,veteran sales trainers Bill Caskey and Bryan Neale put celebritystatus to the test as they break down a sales call by Hugh Jackmanto place his fair trade coffee in grocery stores around the UnitedStates.  You will learn a lot from Hugh’s approach, including how to askquestions that demonstrate your intent and language you can use toidentify if you and your prospect share common goals in theconversation.  In this episode of The Advanced Selling Podcast, Bill and Bryanexamine self awareness, authenticity and ego through the lens ofone of Hollywood’s most famous stars.  Do you think Hugh Jackman is an ASP listener?  He mightjust be! Click here to watch Hugh Jackman on CBS SundayMorning.========================================Want more sales training like this? Visit www.advancedsellingpodcast.com foraccess to exclusive listener sales tools and resources.========================================Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin orgive us a call 317.575.0057;10.

Send us Fan Mail Why take one question from a listener when we can take three? Intoday's episode, sales trainers Bill Caskey and Bryan Nealerespond to questions from listeners and give a shout out to USMilitary members around the world.Are you looking for strategies on spec selling?  Have you considered paying for someone to develop content foryou to use in developing your expert persona?  In this episode of The Advanced Selling Podcast, Bill and Bryanshare techniques and strategies that will help you right away, evenif someone else asked the question.  You’ll love Bryan’s “Love– Hate – Rock – Suck” framework. Bill weighs in on the good and badof being a veteran in an industry.  Have your pen ready forthis episode— wherever you are in the world as you listen, you’llwant to take notes.  ==================================Want more sales training like this? Visit www.advancedsellingpodcast.com foraccess to exclusive listener sales tools and resources.==================================Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin orgive us a call 317.575.0057;10.

Send us Fan Mail Are you preparing to sell to a group and not just one individual buyer?In today's episode, veteran sales trainers Bill Caskey and Bryan Neale share their strategies to help you master your sales experience in front of a panel, board or large group.How can you vary your questions to speak to people individually and directly?How can you use your story to help you create meaningful connections with everyone in the room?  In this episode of The Advanced Selling Podcast, Bill and Bryan give you specific language tools and action items that will ensure you make the impact you’re looking for on your group of buyers.  =================================Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.=================================Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057;10.

Send us Fan Mail Does your heart skip a beat when you get called into The Big Meeting?In today's episode, veteran sales trainers Bill Caskey and Bryan Neale dive into strategies to help you prepare when a client or prospect asks you to come in for a “we need to see you right away” discussion.Are you in your head about what you assume the issue is?  Do you know how to set the context at the start of the meeting so you can maintain control of the conversation?  In this episode of The Advanced Selling Podcast, Bill and Bryan give you a checklist of best practices for managing stressful emergency meetings. Whether it’s good news because you’re in the final stage of winning a proposal, or it’s not-so-good news and there is an issue they’re calling about, you will be able to handle the conversation like a pro.  =================================Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.=================================Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057;10.

Send us Fan Mail Are 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’s 10 minute P.I. Strategy will help you up your game right away. (The P.I. Strategy is so good even Bryan is stealing it). ======================================Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusivelistener sales tools and resources. ======================================Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057;10.

Send us Fan Mail Who doesn’t want six-pack abs? In today's episode, veteran sales trainers Bill Caskey and Bryan Neale become your trainers in the gym as you develop your sales muscles.  Do you know how to tear down the resistance? Are you constantly looking for new ways to build and nurture your platform? (Hint: If you’re not, you should be.)  In this episode of The Advanced Selling Podcast, Bill and Bryan will share the core components to building your “sales six-pack.” You’ll know exactly what to focus on to strengthen your sales muscles— and the good news is you can start right away.   ==============================================Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources. ==============================================Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057;10. 

Send us Fan Mail Are you looking for a little pick-me-up as you dive into Q2?  In today's episode, veteran sales trainers Bill Caskey and Bryan Neale give you a little extra shot of motivation as they talk about the “life muscles” you should be working to build.  Are you a lifelong learner?  Are you aware of the vibe you give off when you enter a meeting, conversation or new relationship?  In this episode of The Advanced Selling Podcast, Bill and Bryan focus on you, the person… not just you, the salesperson.  They give you a framework and six core muscles you can begin building right away.  Are you ready to hit the gym?  =========================================Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.=========================================Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057;10. 

Send us Fan Mail How do you know when to be assertive and when to sit back? In today's Mailbag Monday: Thursday edition, veteran sales trainers Bill Caskey and Bryan Neale answer a question from Jason about finding the right balance in a deal.  Are you violating the principles of abundance and detachment if you are assertive with your prospects?  How do you monitor your own self awareness each step of the way to keep yourself in check?  In this episode of The Advanced Selling Podcast, Bill and Bryan will help you ask the right questions to better understand your buying groups. Only then will you be able to know when to push forward or pull back, giving you the best chance to build a true relationship with your prospect.  ======================================Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.======================================Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057;10. 

Send us Fan Mail How do you avoid the awkwardness of a lopsided meeting?  We’ve all been there— you and three people from your team show up to meet with one buyer. The vibe at the table feels clunky and unbalanced.In today's episode, veteran sales trainers Bill Caskey and Bryan Neale help you structure a successful “three-headed meeting.”  What roles do you, the VP of Sales and anyone else play to help the meeting go smoothly?  How do you avoid losing control of your own sales call to technical jargon or poorly-timed data?  In this episode of The Advanced Selling Podcast, Bill and Bryan will teach you how to maintain your status as the ringleader. You’ll learn language to help everyone at the table know and communicate their role. Best of all, they will share best practices around using technicians in your sales call to your advantage. Don’t lose control of your meeting— this episode can help.========================================Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.========================================Join the LinkedIn Group www.advancedsellingpodcast.com/linkedin or give us a call 317.575.0057;10.