The Advanced Selling Podcast

Send us Fan Mail There have been many entries on the ASP LinkedIN group about RFP (requests for proposals). So heated has been the discussion that we decided to devote an entire episode to RFP Strategy.While not a step-by-step solution, Bill and Bryan offer some hints and techniques to think through as you answer (or don't answer) RFP's.Also mentioned in this podcast:"The Golden Circle" by Simon SinekJoin the RFP discussion on the podcast's Linkedin GroupHave questions for Bill and Bryan? Email them at Listener@AdvancedSellingPodcast.com 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 take you behind the scenes on how they work through coaching with clients. They take an actual client they're working with, outline the problem and then work through how to coach that person.*This will be useful for sales managers to understand better how to coach your team. But also good for front line people who have these issues.In the first scenario, the discussion centers around how to achieve the feeling of 'abundance.' The second scenario deals with how to achieve the goals you set - and how you know if you're on the right path.Also mentioned in this podcast:Klout - Discover and be recognized for how you influence the worldThe Advanced Selling Podcast Linkedin Group 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 How many times have you been surprised by prospect behavior? You think you're at Z and you come to find out you're only at D.Here is a technique that Bill and Bryan give you that helps you know where you are with a prospect. The entire topic starts with a dating story (that's actually quite funny.) But ends with practical sales advice for where you are in the sales process. Make sure you send us your sales problems to: listener@advancedsellingpodcast.comAlso don't forget to join the Advanced Selling Podcast Linkedin group for further discussions! 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 have prospects in the sales funnel that just can't seem to make a decision? Thought so. Most sellers do. And most of us blame it on the prospect. In this episode, Brooke and Bill address the problem that plagues most sales people--vagueness and ambiguity. Are you really being a clear communicator when you're speaking with prospects and clients? Or, what about you leaders? Are you being perfectly clear in instructions to your team.Bill and Brooke give you several areas that they find, in their coaching, are areas rife with ambiguity. The #1 area is your sales pipeline. Also mentioned in the podcast:Join discussions and network with other podcast listeners in the Advanced Selling Podcast Linkedin Group. 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 We've been asked occasionally to share something about ourselves with our audience. After all, Bill and Bryan train and coach sales teams all over the US And as they would tell you, in order to be better at training and coaching, they also must be receptive to outside counsel as well.So while they actually relate their training experiences throughout the podcasts, Bill and Bryan started thinking about what they could share with the audience that's important to them--that also might be of value to you. They came up with "Favorite Coaches." And these coaches gave advice...good advice. And in this podcast, you hear who the coaches were and what counsel they gave Bill and Bryan.Also mentioned in this podcast:The Advanced Selling Podcast Linkedin GroupThink and Grow RichOutwitting the Devil by Napoleon Hill 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 Bill had a chance to go train a relatively new sales force recently.After he was finished, he asked the group, "What's the biggest lesson you got from the training?" All lessons boiled down to two categories. And in this podcast, Bill and Bryan explore their take on the two lessons and how even the most advanced among us can learn from this exercise. 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 Quite often the sales manager or leader wants to make a joint salesmeeting call with one of his people on a prospect.In theory, it all sounds good and plausible but sometimes theexecution of that joint call is a disaster.In this podcast episode Bill and Brian address the mental game ofjoint calls as well as the technical hurdles that present themselves.And they also give you a bullet pointed checklist of how to preventdisaster from occurring.Go to the LinkedIn advanced selling podcast group to comment more onthis phenomenon.All Caskey content now available at www.caskeyone.com!Make sure you SUBSCRIBE to be notified of new content. 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 It seems that recently there has been much discussion in our client base about the difference between a business development person and a sales person. So what is the difference or is there any?In this episode, Bill and Bryan dig deeper into the subject and find there are very specific differences in how each role performs. Listen in to see how you measure up.Also mentioned in the podcast:The Advanced Selling Podcast Linkedin Group 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 invite Brooke Green in to give real life examples of crazy (and not so crazy) things that clients say. Then Bill and Bryan, in rapid fire format provide their counsel on what a good reaction would be from the sales person.Also mentioned in this podcast:[WEBINAR] How To Sell A Premium Product in a Commodity MarketJoin the Advanced Selling Podcast Linkedin Group 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 help you reverse engineer your sales funnel to maximize your results.The fact is that most sales people get in a rut when in pursuit of people to put in their pipeline.  And that rut is usually caused by not dissecting how someone gets into your funnel in the first place. So they give you 5 things to think about when re-engineering your sales pipeline.Also mentioned in this podcastHave a burning question you'd like to ask Bill and Bryan? Email it to them at Listener@AdvancedSellingPodcast.comJoin the podcast Linkedin group to interact with other listeners! If your offer isn't closing deals, this is your fix — Save your seat for May 1st at advancedsellingpodcast.com/insider