The Advanced Selling Podcast

Send us Fan Mail In this week's episode of the Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale go back in time to examine old school sales behavior. Feel like you are trapped in the past? Not getting the outcomes you desire? Modern sales behavior is all about quality over quantity. Bill and Bryan share the present-day tactics you need to reach new prospects. The end of the year is approaching. Don't mail it in. Use these modern sales behaviors to sprint to the end and leave your competition in the dust.Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.Join our LinkedIn Group by clicking here or give us a call 317.575.0057 ext. 10.

Send us Fan Mail How do I get my prospects to trust me? Return my calls? Accept my pricing? Bill and Bryan get questions like this all the time and their answer isn't what you'd expect. When you find yourself asking these types of questions, you end up solving the wrong problems. There's no way to fix it with sales tactics or tools. In this episode of the Advanced Selling Podcast, veteran sales trainers Bill Caskey and Bryan Neale share the one question you should be asking yourself. They'll examine the behaviors that could be sabotaging your sales success and the ways you can overcome them.Want more sales training like this? Visit www.advancedsellingpodcast.com for access to exclusive listener sales tools and resources.Join the LinkedIn Group here or give us a call 317.575.0057 ext. 10.

Send us Fan Mail In this week’s episode, Bill and Bryan discuss a first sales call experience Bill had with a vendor. It didn’t turn out well. The pair address what are 5 “must-dos” on every first sales call. When you hear these, they may sound obvious. Obvious, but seldom executed. You can also go to the LinkedIn group and comment on what you do on the first call. Be sure to join our LinkedIn Group! It's a great place to start discussions and interact with other members of the Advanced Selling Podcast Community. Click Here To Join.Visit our website at http://advancedsellingpodcast.com. There you can signup for our newsletter and download lot's of free resources. You can also call us at 317.575.0057, ext. 10. 

Send us Fan Mail Well, now it’s no surprise to you what GOMA stands for. In this episode, we talk about three more characteristics of what would be a more helpful sales forecasting approach. The sales pipeline meeting can be high-drama but it really shouldn’t be. If you’re a sales leader/manager, or a sales person, listen as Bill and Bryan share with you three new tools/attitudes to learn so that sales forecasting is what it should be - a true resource designed to help you grow your business.  Be sure to join our LinkedIn Group, Click Here to Join! Visit us at http://advancedsellingpodcast.com, there you can signup for our newsletter. You can also call us, 317.575.0057 ext. 10

Send us Fan Mail Everyone’s gut starts churning when word comes out that we’re having a “pipeline meeting.” In this episode, Bill & Bryan role-play what that sales meeting sounds like when you have to review your pipeline with your manager. And what the manager hears when you speak. Sometimes, it ain’t pretty :) Seriously, forecasting/pipeline review is important. But are we doing it in the right way? Moreover, are we ‘thinking' about it in the right way? The hosts say, “NO!” This is the first of a two part series on this topic.  Be sure to join our LinkedIn Group, Click Here to Join! Visit us at http://advancedsellingpodcast.com, there you signup for our newsletter. You can also call us, 317.575.0057 ext. 10

Send us Fan Mail A great sales training approach should be sound regardless of what one sells. Sales people and their leaders must get back to the basics of selling philosophy and selling strategy, irrespective of what one sells. Bill & Bryan give you a few tips on how to look at what you sell through fresh eyes and give you some valuable tips on how to think bout the sales process. People tend to overcomplicate the sales process when they needn’t do that.  This is a good episode to play for your entire sales team so you can begin discussion.  Be sure to join our LinkedIn Group, Click Here to Join! Visit us at http://advancedsellingpodcast.com, there you signup for our newsletter. You can also call us, 317.575.0057 ext. 10

Send us Fan Mail Buyer resistance is a fact of life for sales people. Our goal is always to prevent such resistance by doing all the right things upfront. In many past episodes we’ve addressed techniques to do just that.  But, resistance will happen. In this episode, Bill & Bryan discuss a new way to look at resistance and give you a formula for solving. Hint. Resistance is not something to overcome or knock down. It is something to “understand.” And by understanding it, you have a chance to move around it.  Have you ever had or are having a buyer who is resistant? Let us know about it on The LinkedIn Group, Click Here To Join!  Also, be sure to join our mailing list at http://advancedsellingpodcast.com.

Send us Fan Mail This week's episode of the Advanced Selling Podcast is a follow-up to last week's episode, "Are You Worth It?" It just so happened that Chicago Public Radio's podcast This American Life released a very similar topic called, "It's not the product, it's the person." This included a story about an 11 year old girl named Asia who could teach even the most experienced saleperson a thing or two. Tune in every Monday for new episodes of the Advanced Selling Podcast!

Send us Fan Mail Are you really worth it? On this week's episode of the Advanced Selling Podcast, Bill and Bryan discuss what part of the value you offer your client or prospect is YOU vs. the actual product or service you're selling. Your worth can highly affect the outcome of your deals in exponential ways. They'll also provide you some ways to increase your worth to the customer. You'll want to listen to this episode a couple times!Tune in every Monday for new episodes of the Advanced Selling Podcast!

Send us Fan Mail This week on the Advanced Selling Podcast, Bill and Bryan discuss communication with your prospects. They address the myth that you must have an answer for every question. "No one wants to do business with a know it all." When your prospect asks a question, it's not a test, they genuinely want to know the answer and judge how you respond to the question. Find out how to optimize your communication on this episode!As always, tune in every Monday for a new episode of the Advanced Selling Podcast!