The Advanced Selling Podcast

Finding Prospect Pain

Thu, 4 Feb 2010 16:35:00 GMT

Bill returns from Green Bay having worked with a group of salespeople who were seeking knowledge and skills about how to find “prospect pain.” In this episode, Bill explains some of the intricacies of how to understand what motivates prospects to change from their current state to a new state.

Is Your World Abundant or Scarce?

Thu, 28 Jan 2010 18:41:00 GMT

Abundance is a concept we talk about often, but in this podcast Bill devotes an entire 20 minutes to the topic.

The One Thing You Do Before You Solve Problems

Thu, 21 Jan 2010 16:04:00 GMT

Everyone fancies themselves as great problem solvers. But the one skill that we think you need PRIOR to problem-solving is âproblem-finding.â In this episode, Bill and Bryan walk you through a Problem Finding approach that works perfectly for B2B sales professionals. Sales training today â and any sales strategy you employ â should have a component of problem finding/solving in it. If it doesnât, youâll resort right back to âconvince and persuadeâ which is the old method. (Youâre better than that.)

Sales Professionals: Back to Basics

Thu, 14 Jan 2010 19:04:00 GMT

This week, Bill and Bryan review the basic selling skills needed for the new salesperson. But before you discount it as something "for rookies only," listening to this episode might help you go back to the very basics--it might even remind of some places where your skills can be improved. In a way, since the sales world has changed quite a bit in the last ten years, it never hurts to go back to some of the core principles guiding successful sales professionals.

Become an Expert in Your Industry

Tue, 12 Jan 2010 14:53:00 GMT

As we begin the new year, one thing we believe we could ALL be better at is the positioning of ourselves as experts in our industries. When you go into the sales process as a "salesperson," you are in a place of weakness. But when you enter the process as an "expert" who can bring a wealth of resources and counsel to the parties involved, you are stronger. Bill and Bryan give you two tips to get the "expert" ball rolling.

The Words of the New Sales Mind

Thu, 17 Dec 2009 18:39:00 GMT

Everyone always wants to know the words to use to close business. Well, in this episode, Bill Caskey dips into the words of the new sales mind. This is a live presentation made to a group of sales professionals in which Bill outlines the âwordsâ of the modern salesperson. Check these out to see how many of these youâre using in your approach.

'Tis the Season...for Goal Setting

Thu, 10 Dec 2009 19:09:00 GMT

Well, this year certainly went fast---like a bullet! So, what do we always do at this time? Set goals for next year. Bryan and Bill walk through a goal-setting formula they use with their clients this time of year. It has to do with Outcomes and Inputs. The essence of this is that you canât set a goal around something you canât controlâso what can you control? Youâll see on this weekâs episode.

Selling A Product at 50% Premium. Is It Possible?

Thu, 3 Dec 2009 19:46:00 GMT

We get many questions from listeners about how to handle price objections when your product sells at a significant premium.

One of Billâs clients had exactly such a situationâa 50% premium. Listen in on the coaching that Bill gave â with Bryanâs comments, of courseâto advance the deal.

Where is That Courage When You Need It?

Thu, 19 Nov 2009 19:28:00 GMT

Ever known what you should say to a prospect but couldnât summon the words? In this episode, Bill and Bryan tell two storiesâone is a question from a listener regarding how to maintain an âout of seasonâ relationshipâand one is of a person who had courage to say âNOâ to their prospect.

Do You Commit These Sales Blunders?

Thu, 12 Nov 2009 16:00:00 GMT

Bill Caskey recently gave a speech on the most common âsales blundersâ
that cost salespeople and their companies millions of dollars. He reviews parts of his list of 20 sales blunders on todayâs podcastâand gives you some new ways to think about old problems. Bryan Neale is absent this week (although we do know where he is).

By the way, if you have a sales problem you want them to review, go to www.askbillandbryan.com.

Sales Managers: How to Teach Old Dogs New Tricks

Thu, 5 Nov 2009 19:12:00 GMT

This was a letter from a podcast listener. Heâs a sales manager and has seen success with some of the concepts heâs learned on the podcast, but his people ainât buyinâ it. How does one teach people who donât want to be taught? Bill and Bryan deal with some of that resistance and what you can do about it. They also deal with what people say that are dead give-aways for someone who is not in learning mode.

How Do I Unravel a Current Relationship?

Thu, 29 Oct 2009 17:54:00 GMT

Sometimes we get a question that, on the surface, seems like a straightforward question. But upon closer review, it becomes an inner game (mental) issue that demands a little more time. This week, such a question comes from a listener who is pursuing a prospect that has a good relationship with a current vendor. Bill and Bryan tell the questioner how to change their thinking so they can get some traction in the account.

Does Your Message Cause Your Prospects to Grow Weary?

Wed, 21 Oct 2009 16:01:00 GMT

Ever thought you were communicating your value really, really wellâonly to look at your prospects and find them dozing? Well, that may be extreme, but rest assured, if your message isnât compelling, theyâll mentally check out and youâll never get them back. This episode is about focusing on your messageâhow you deliver it to peopleâwhat it isâand what to avoid while talking about it.

Bill Caskey and Bryan Neale address these topics and more in todayâs episode.

Yet Another Lead Generation Technique

Thu, 8 Oct 2009 14:58:00 GMT

We talk often at the podcast about B2B lead generation. But the topic could literally be the focus of a year's worth of podcasts.

Why? Because it is, bar none, the most popular topic clients come to us with. So, today, we'll talk about a cold call technique (even though Bill and Bryan HATE cold calls) that you can use to generate new discussions with prospects.

Also, you first time listeners--send us an email at listener@advancedsellingpodcast.com with FIRSTTIMER in the subject line. Let us know how you heard about us and pose a question to us!

Ever Had a Perfect Sales Process?

Thu, 1 Oct 2009 19:07:00 GMT

Often we talk about the objections and distractions that occur during the sales process. But today, we have different newsânews of a PERFECT SALES PROCESS from one of Bryan Nealeâs clients. In this episode, youâll learn how to think about the components of the sales process so you can bring it into your world. And weâll give you a chance to rate yourself on how perfectly you execute.

Really Building Relationships

Thu, 24 Sep 2009 17:49:00 GMT

Todayâs episode is about the issue of building relationships and some of the fallacies that we buy into when weâre in the market looking to grow our business.

Bill takes a 10-point-checklist look at the things you can be doing right now to build REAL relationships---not fake ones.

Why Most Companies Miss Their Own Value

Thu, 17 Sep 2009 17:00:00 GMT

We get access to a high level researcher this week that will shed light on your customers' value. Noah Grayson, Walker Information, sat down with Bill and relayed stories of what some of the largest companies in the US are learning about customer value and how to deliver it.

E-mail Noah at ngrayson@walkerinfo.com

When a Competitor Is Stealing Your Business

Thu, 10 Sep 2009 16:57:00 GMT

In this weekâs episode, Bill and Bryan address a real life situation of a client whose competitor is stealing (buying) customers. They address what is really happening beneath the surface and show you some ways you can prevent customers from leaving.

One caution: Donât wait until itâs too late. Begin now.

Is Your Behavior Right?

Fri, 4 Sep 2009 14:52:00 GMT

Ever wonder if you're doing the right behavior to grow your business? Or "enough" of the right activity? Bill and Bryan talk about 4 of the 10 areas that they recommend you assess yourself in--all having to do with 'sales activity.' In their practice they run up against a lot of prospecting pain, but upon further inspection, find that people are not doing enough of the right behavior. So this is your chance to assess.

If you'd like the actual PDF of the assessment, email them at mailto:listener@advancedsellingpodcast.com - SUBJ: Behavior. Kathy will send the entire list so you can assess.

Managers, you can also use this PDF to assess your entire team.

Are You Keeping Your Skills Sharp? (Part 2)

Thu, 27 Aug 2009 18:12:00 GMT

Last week we did the Skills Assessment portion of professional growth. Today, Bryan and Bill talk about the âinner game.â

It is our belief that all âgreat performers have great minds.â It doesnât mean theyâre smart. It means they are wired for success. So in the sales profession, what should you be thinking that allows you to DO the things you need to do? The hosts give you a few to chew on, then you can email them at listener@advancedsellingpodcast.com (âinner gameâ in subject line) for the rest.

Are You Keeping Your Skills Sharp?

Thu, 20 Aug 2009 17:21:00 GMT

Isnât it time you took inventory of your skills and competencies as a professional salesperson? Is it possible that, over time, your skills have deteriorated? You know the saying, âYou lose what you donât use.â In this episode, Bryan and Bill review several of the 10 Skill Sets needed to be a great salesperson.

You can email them at listener@advancedsellingpodcast.com (Subject line: Skills) to get all 10. In the document, you get a chance to rank yourself. If youâre sales manager/leader, thereâs even space to assess your entire sales team.

What's More Important--Techniques or Techinque?

Thu, 6 Aug 2009 17:00:00 GMT

The world is full of articles on techniquesâgolfingâtennisâinternetâmarketingâand of course, selling techniques. Today, Bill and Bryan address this in a slightly different light. There is a âtechniqueâ (singular) to selling that is more important than the âtechniquesâ used to sell. We donât like the idea of âsales techniquesâ â it becomes rather manipulative. So listen in today and get some good âtechniqueâ advice.

What to Do When the Wheels Fall Off the Deal

Thu, 30 Jul 2009 17:00:00 GMT

In this episode, Bryan and Bill dissect a deal from an actual client phone call. The issue is what do you do in the 11th hour of a deal when everything that you thought was trueâwas untrue? Youâll hear both hosts weigh in on the situation, then hear the advice that Bill actually gave.

When Your Solution Isn't Quite Right

Thu, 23 Jul 2009 18:32:00 GMT

This week on the Advanced Selling Podcast, Bill and Bryan talk about the ethical consideration that keeps you from moving forward. What to do? What to do? Intent (a core principle on the ASP) comes to the forefront in this discussion. You are invited to weigh in by emailing Bill and Bryan at listener@advancedsellingpodcast.com.

How Do You Handle Pressure By Your Manager?

Thu, 16 Jul 2009 17:00:00 GMT

This is not a new topic for us at ASP, but we did have another letter from a listener whose manager asked her to "stop selling small stuff and start selling big stuff." Our advice may surprise youâand it may be useful to you if you find yourself in the pressure cooker that is today's modern sales environment. Bill and Bryan also talk about a listener who took our advice, built a blog, and now has a success story you should hear.

If you have a question to put into the mix, go to
http://www.askbillandbryan.com

How a Podcast Listener Landed a Big Deal

Thu, 9 Jul 2009 17:00:00 GMT

This is a special treat this week because we have a client who just
landed a large deal with a new customer. And much of what he used
he learned right here at The Advanced Selling Podcast. In this episode,
Jeff spends 15 minutes telling you exactly what sales strategies and tactics he used and how he executed the sales process to land the deal.

Are Your Clients Really Loyal?

Thu, 2 Jul 2009 17:00:00 GMT

In Bryan Nealeâs absence this week, I enlisted Phil Bounsall of Walker Information to talk about the issue of client loyalty. As sales professionals, a loyal client is a referring client. And since most of us count on referrals to grow our business, keeping your eye on loyalty is a MUST DO. Phil has excellent insight and tips on how to improve client loyalty.

Ask Bill and Bryan

Thu, 25 Jun 2009 17:00:00 GMT

In this episode, Bill Caskey and Bryan Neale address a question from an audience member on how to prospect when you're already busy. And Bryan reveals a communication technique that helps as you're explaining to a prospect what you do.

First Call Protocal

Thu, 11 Jun 2009 18:26:00 GMT

In this weekâs podcast, Bill is going âsoloâ and talks about the first call âprotocol.â Weâve received a lot of mail recently on âfilling the sales funnel,â but the first discussion you have with a prospect is still vital. You have to set the tone in the right way. And to do that, you MUST have the right frame of mind going in.

Bold Moves in the Sales Process

Thu, 4 Jun 2009 18:00:00 GMT

Sometimes we just need to have bold, bad sales moves. In this podcast, Bill and Bryan talk about two bold moves you can make as you pursue the sale.These moves are not intended to get someone to buyâthatâs not cool. They ARE intended to move the sale alongâor move it out.

Sales Philosophies - Part II

Thu, 28 May 2009 18:35:00 GMT

In Bryanâs absence this week, Bill reviews three more of the core sales philosophies that govern sales success. He addresses money and budget, how to find out early where the prospectâs mind is, and how to reframe who your competition is. As always, you can email us at listener@advancedsellingpodcast.com to ask a question or make a comment.

Operating from the Right Mental Platform

Thu, 21 May 2009 17:42:00 GMT

Due to the holiday week, Bryan is taking some much deserved time off and Bill chose this week to share live audio from one of our MasterMinds programs. (MasterMinds is a peer group of high achieving sales professionals.) Bill and the group address the issue: What mental platform do you need to operate from?

Happy Memorial Day!

Does Who You Call On Determine What You Say?

Thu, 14 May 2009 17:00:00 GMT

In this weekâs podcast, Bill and Bryan address a common question they get, âDoes my message change depending upon who I call on in the organization?â The answer is YES. But hear some of their counsel on how to think differently when youâre in front of different people.

Mailbag-How To Sell Something I Don't Believe In

Fri, 8 May 2009 12:03:00 GMT

Well it's been a while since we posted a Mailbag episode. We're getting so much mail--and so many questions--that we take three of them today. The most important was from a young lady who feels her product might be inferior to her competition--and she isn't totally sold on it.

This is a powerful topic. Bill and Bryan delve into the inner game of this--and give you some counsel if this is happening to you. They also answer the question of 'how do you handle it if your sales manager isn't aware of the "podcast teachings?"'

If you have a question, go to www.askbillandbryan.com and post it there. We'll get to it as we can.

Rules Tools and Attitudes of Funnel Filling

Thu, 30 Apr 2009 17:00:00 GMT

Itâs not the sales funnel thatâs importantâitâs all the stuff âaboveâ the funnel. So what action can you take to the suspects that are orbiting the funnel? In this episode, Bill and Bryan walk through the Top 5 Techniques (you can email us for the other 5 at listener@advancedsellingpodcast.com âsubject line: FUNNEL).

So if you donât have enough in your sales funnel, you may not be practicing the right Rules, Tools and Attitudes to fill it up.

Is Your Value Really That Special? (Part II)

Thu, 23 Apr 2009 17:54:00 GMT

In this economic time, how you communicate your valueâand WHAT it isâwill be very important. Here, Bill and Bryan pick up on a topic they began a few months agoâwhat is your personal value to your customers and how does it show itself in the sales process? All sorts of goodies here.

That Same Old Decision Making Problem

Thu, 16 Apr 2009 16:14:00 GMT

Today, Bill and Bryan discuss the age-old-but-still-modern problem of how to get to the decision maker. In todayâs economic climate, companies are more discerning about their spending patterns and that means the decision process is changing. You, as a sales professional or manager, need to know how to navigate through the maize of roadblocks inside companies. And this podcasts gives you ideas on just how to do that. By the way, go to www.askbillandbryan.com to submit a question for future podcasts.

Is Your Value Really That Special?

Thu, 2 Apr 2009 17:00:00 GMT

Do ever feel like when you talk about your value it leaves people cold? Or maybe you wonder if your value really is special. We have a client who is wondering that very thing. So in this podcast, Bryan reviews the client issue, and we give you four ideas of how you can improve the value you bring. Then, we want you to weigh in on the fifth. The way you do that is listen to the podcast, then send an email to listener@advancedsellingpodcast.com with VALUE in subject line.

Attitude of Leadership

Thu, 26 Mar 2009 18:01:00 GMT

You are a leaderâwhether youâre in a position of leadership or not. In many companies, the leadership is not provided by the âone in chargeâ but by everyone else. So as a sales professional, you need to be in an âattitude of leadership.â Thus, we asked Kevin Eikenberry to be on this week. He wrote a book called âRemarkable Leadership,â which is a must read for anyone in business. Kevin gives us some tips on how best to have the attitude of leadership.

So Your Prospect is Suddenly Price Sensitive

Thu, 19 Mar 2009 17:00:00 GMT

On this weekâs episode, Bill, Bryan and Brooke talk about the framework for an effective Personal Business Plan and how to handle prospect resistance on price. We deal with this issue because weâve heard from listeners that their prospects are suddenly quite price sensitive.
While thatâs understandable, we want to make sure weâre asking the right questions.

Catalytic Value

Thu, 12 Mar 2009 20:36:00 GMT

Catalytic Value. Ever heard of it? Listen to this entry of ASP and you'll dramatically change the way you think about what you bring to your market. The ideas in this episode are for ELITE salespeople only.

BUT WAIT-THERE'S MORE! You also get our inaugural "ASP Premium Content" offer. It's an idea that made one listener a lot of money. You'll have the chance to get the same advice.

Handling Price Objections in the Sales Process

Thu, 5 Mar 2009 18:07:00 GMT

Do price objections bother you? In this episode, Bill and Bryan talk at length about a popular formula for handling price objections. They debunk this formula and give you a new way to handle those pesky price objections from prospects. We realize that in this economy price becomes more of an issue and a resistance point, and we want to help you navigate through it.

Mailbag - How To Sell In A Recession

Thu, 26 Feb 2009 18:06:00 GMT

In todayâs episode, Bill and Bryan answer some of your mail. One question is âHow do I handle an office where everyone is snooping on me?â And the other is âHow do I continue to sell during a recession?â That last one has been a huge issue for many salespeople. Weâll answer this one and also bring it up over and over this year. We also encourage you to go to http://www.2009salescompetencies.com and download the 12 competencies that every salesperson needs to have this year.

2009 Sales Competencies - Part 2 of 2

Thu, 19 Feb 2009 20:18:00 GMT

Well, this is part two of our series on 2009 sales competencies. Weâve had a lot of people request the e-book that we created. You can go to

http://www.2009salescompetencies.com

and pick up a copy. In this episode, Bill and Bryan address the second group of competencies which includes a) being a problem-finder; b) being a problem-solver; and c) being skilled at new business initiation.

2009 Sales Competencies - Part 1 of 2

Thu, 12 Feb 2009 17:05:00 GMT

This is part 1 of our 2-part series on sales competenciesâwhat do you need to be good at to succeed in professional selling today? Bill Caskey and Bryan Neale address the background on these competencies and how you can make them your strong points. Good for B2B sales teams and salespeople. If youâre a sales manager, play this at your next sales meeting and create discussion on whether or not you believe in these.

Detachment in the Sales Process

Thu, 5 Feb 2009 16:51:00 GMT

There is a Caskey concept that keeps coming up and that is the application of Detachment in the sales process. Very few other sales strategies/systems deal with this because itâs a difficult notion to get your arms around. In this weekâs episode, Bill Caskey and Bryan Neale address this issue head on. What does detachment mean? How can it be used to strengthen your results? And what you should stay away from. (15:08)

Check out the competencies you'll need for
2009. Download your free E-Book at
www.2009SalesCompetencies.com

Selling in Today's Economic Climate

Thu, 29 Jan 2009 21:29:00 GMT

In last weekâs episode Bill and Bryan talked about how to communicate your value. But this week, they talk about that issue when it relates to the current economic climate. As sales strategies, your hosts deal with these questions in all of their current client work with sales forces around the world. The economy is on everyoneâs mindâespecially salespeople who call on prospects that are fearful. (11:42)

How to Communicate Value

Thu, 22 Jan 2009 19:19:00 GMT

This is an extraordinarily difficult time to express your value to prospects. It seems like everyone is focused ONLY on money (âWhat does it cost?â). Yet there are ways to alleviate that. If youâre in professional sales today, you must know how to communicate what you do in a way people are compelled to hear more about. Bill and Bryan address tactics to use to sell your prospects more effectively. (13:12)

Handling Absurd Customer Demands

Thu, 15 Jan 2009 19:05:00 GMT

Todayâs question came from a listener through www.askbillandbryan.com, who wanted to know how to respond to customer demands that could not be met. That in turn got Bill and Bryan talking about the various demands that customers/prospects put on salespeople. Youâll learn how to handle these when they come up, and maybe even avoid them altogether. (11:10)

How To Get In The Prospecting Mode

Thu, 8 Jan 2009 18:47:00 GMT

Now that weâre well underway in 2009, we thought it helpful to take more questions from our listening audience.

Question #1: How to change your mindset to get into prospecting mode. New business development is critical this year. So Bill and Bryan talk about this.

Also, if you had trouble downloading the â2009 Sales Competenciesâ e-book, then go to http://www.2009salescompetencies.com and you can download it there. (13:56)

2009 Sales Competencies

Thu, 18 Dec 2008 16:39:00 GMT

So what do you need to be good at? I know that sounds like a crazy question but it might be relevant. In our sales training business, we believe this: If youâre struggling with ANY part of the sales process, then itâs probably a result of insufficient skill in that area. So, in this episode, Bill and Bryan talk about a few of the new competencies that the salesperson of the future needs to have. Then you can sign up for the rest of them online at www.2009salescompetencies.com. (12:36)

Why Salespeople Should Blog

Thu, 11 Dec 2008 18:28:00 GMT

Sometimes we come across a personâa client in this caseâwho embodies our principles (and does what we say!!). In this case, the Direct Mail Diva (Stephanie Summers), sits down with us and tells us how sheâs created a blog that is helping her sales efforts. Sheâs truly a sales 2.0 typeâand youâll learn from her.

Also, youâll get access to a PDF report on bloggingâjust for our listeners. Email us at listener@advancedsellingpodcast.com. Put BLOGGING in subject line.

Check out Stephanie's blog at www.directmaildiva.blogspot.com.

Duration: (13:56)

The Attributes of a Good Sales Manager

Thu, 4 Dec 2008 19:37:00 GMT

Salespeople, whatâs the number one attribute of the best manager youâve had? Bryan recently conducted an informal poll, and the answers are surprisingly simple. In this episode Bill and Bryan discuss the attributes of a good sales manager and continue a previous discussion on motivation. (15:00)

Sounding Like Every Other Salesperson

Tue, 25 Nov 2008 18:31:00 GMT

Ever wonder if you look like the same old salesperson the prospect sees everyday? I know we all canât imagine that, but what if you really look do like that? That wouldnât be so good, would it? Well, in this episode, Bill and Bryan answer a question from the www.askbillandbryan.com website. It comes from a listener whoâs concerned that he might be sounding like everyone else. And that frustrates him. (12:31)

Handling Customer Demands in the Sales Process

Thu, 13 Nov 2008 18:43:00 GMT

A valuable episode on a problem coming up more frequently these daysâhow to handle it when the prospect makes crazy demands in the sales process. One in particular is when they want you to come in and spend an inordinate amount of time doing unpaid consulting. Bryan and Bill take an actual coaching example to talk about how to handle this. (14:52)

Managing Expectations in the Sales Process

Thu, 6 Nov 2008 20:57:00 GMT

Ever wonder if you raise expectations too high for your prospects? So that when you do business with them, thereâs no way they can be satisfied? Well, you might do it unknowingly. And this is what Bryan and Bill discuss in this weekâs episode. (12:27)

Networking: Key to Sales Success

Thu, 30 Oct 2008 17:39:00 GMT

On this episode of The Advanced Selling Podcast: NetworkingâThe 10-Letter, 4-Letter Word. Love it or hate it, it's CRITICAL to a salesperson's success. Networking "diva" Julie Bauke provides a fresh approach to an old topic. (18:16)

Contact Julie Bauke at: www.congruitycareer.com

Presentation Tips

Thu, 23 Oct 2008 15:45:00 GMT

Do your presentations leave people cold? How would you know? Salespeople need to be good at presentations. Period.

And the rules are changing as well. Youâll need to stop selling and begin educating and connecting with people.

Here, Bill Caskey and Bryan Neale talk about some tips to use when doing a presentation. They cover a few. Then you can email them at listener@advancedsellingpodcast.com to get the PDF of the rest. (13:10)

Other blogs/podcasts mentioned in the podcast:

www.sethgodin.com
www.ultimatesaleschick.com
www.salesleadershipofindianapolis.com

Questions from the Listener Mailbag

Thu, 16 Oct 2008 18:55:00 GMT

Bill and Bryan go to the mailbag this week to answer two questions from their listeners: How do I ease my way in to new accounts when the accountâs been transferred from another salesperson? and How do I have my boss see that this is a better way to sell? Bill Caskey and Bryan Neale address both of these issues. (12:06)

How to Show Up

Thu, 9 Oct 2008 17:53:00 GMT

Youâve heard the saying, âHow you do anything is how you do everything.â Well, if you havenât heard that, you just did, so consider this your lucky day. Well, we have a cousin saying: âHow you show up, determines what shows up.â Sales trainers Bryan Neale and Bill Caskey discuss the notion of how you show up on sales calls. And they help you get your mind right to do so properly. (12:28)

The Motivation of Your People

Thu, 2 Oct 2008 17:56:00 GMT

Sales managers, have you ever wondered if in your process of motivating peopleâyou actually demotivate them? Hard to fathom, isnât it? In this episode, Bryan and Bill review an actual email memo sent out from a sales manager to his team at the end of the quarter. And through their discussion of that, youâll learn a new, more effective approach to how to movitate your team to get results.
(15:56)

Special Edition: What Trends Are Going to Affect Salespeople?

Thu, 2 Oct 2008 16:03:00 GMT

Over the last few weeks, Bill and Bryan have been working on this idea of âWhat trends are going to affect salespeople in the future?â As they started to outline the things they were seeing in the market, they thought it would be useful to have a podcast focused on that. Now, we must tell you that this podcast is about 30 minutes (longer than our normal episodes). But they felt the information here is vital for a sales team and salespeople to know as they pursue new business in the future. The key element of all this is that if youâre not watching trends, then they can slip up on you and pass you by. So, if your sales and revenues are not where they need to be or could be, then you might be a victim of old thinking. (29:54)

The Sales Meeting

Thu, 25 Sep 2008 18:55:00 GMT

Sales managersâever wonder why your sales meetings put people to sleep? Well, Bill and Bryan help you by giving you some ideas on what to do at your next sales meeting.

Sales / account people? Listen closely to this podcast and then suggest to your manager that these things be covered.

How to Start a Relationship

bcaskey@caskeytraining.com — Thu, 4 Sep 2008 19:00:00 GMT

How you begin a relationship (weâre talking business relationship here) with another person will determine what you both get out of that relationship. Have you even considered the tone with which you begin a prospect relationship? And how do they filter your information? Whatever you say will define the balance of the sales call. In this episode Bill and Bryan help you think through that and give you plenty of tips on how to better begin it.

Lead Generation

bcaskey@caskeytraining.com — Thu, 28 Aug 2008 18:00:00 GMT

Lead generation. Itâs the very thing that can make your company millions. But, screw it up, and your revenue growth becomes an uphill climb. Bill and Bryan give you some rules for lead generation and the follow-up process behind it that can help you close those sales.

Making Sales Internally

bcaskey@caskeytraining.com — Thu, 7 Aug 2008 22:13:00 GMT

During our sales strategy training sessions, we often hear from our clients, âHey this sales method works when Iâm selling inside my company, too!â The truth is anytime youâre communicating ideas to another personâand you want that other person to take some action--this content works. And we also know that some of our listeners are not even in front line salesâbut they are required to make sales internally. For you folks, this is a must-hear episode.

What Are Your Rules For Engagement?

bcaskey@caskeytraining.com — Mon, 28 Jul 2008 15:19:00 GMT

Every great company has rules it lives by. You might call these âcodes of conduct.â But every sales professional should also have a code they live by. In this episode, Bill and Bryan give you five parts of that codeâand give you the opportunity to get the other five they didnât have time to talk about by emailing listener@advancedsellingpodcast.com.

Maintaining Relationships with the Right Person

bcaskey@caskeytraining.com — Thu, 17 Jul 2008 17:28:00 GMT

How do you maintain a relationship with a high level prospect over a long period of time? It happens often that we lose touch with the âright personâ and end up being passed down to others lower in the org. And then when itâs time for them to buy something bigger you get no credit for all the good work youâve done. Bill and Bryan dissect a deal that went south. And in so doing, they give you some ideas on how to stay high (in the organization that is).

Out of the Comfort Zone Box

bcaskey@caskeytraining.com — Thu, 10 Jul 2008 17:18:00 GMT

Out of the box thinking continues this week with Bill and Bryanâs interview with Tom Heuer and Steve Coats, authors of "There is No Box." Sales managers and leaders should continue to listen to this session because is has to do with the very important topic of âcomfort zones.â We all operate inside one and the authors give you some ideas on how to pull people out of them.

There Is No Box

bcaskey@caskeytraining.com — Thu, 3 Jul 2008 17:30:00 GMT

If youâre like most people in sales management, you struggle with motivating and leading your team. In this episode, Bill and Bryan interview the authors of "There Is No Box," a book on leadership. Authors, Steve Coats and Tom Heuer, redefine what it means to be a sales leader. Sales professionals will learn from this approach as well, since they are the ones calling on customers trying to help them "get out of the box." This is a good episode to listen to in a group setting. Ask youself the question: are we doing these things?

The Ride Along

bcaskey@caskeytraining.com — Thu, 26 Jun 2008 17:41:00 GMT

One of the most stressful times for both salespeople and managers is the dreaded âmanager ride-along.â Itâs that time when the salesperson inflates their daily activity to prove to their manager that they really are working hard. And itâs the time the manager gets to be really smart (and critical). In this episode, Bill and Bryan address this event from both perspectives and give some hints on how to make this a more resourceful, helpful event.

Pilot Error

bcaskey@caskeytraining.com — Thu, 19 Jun 2008 17:41:00 GMT

Airline pilots and sales pros have a lot in common. (Although peopleâs lives hang in the balance of the pilotâand maybe not the salesperson). In this episode, Bill and Bryan discuss the analogy in a way that you can learn from â that will help you know where you are with customers.

One Shot Deal

bcaskey@caskeytraining.com — Thu, 12 Jun 2008 17:21:00 GMT

Sometimes in the sales process you wonât have a chance to work your âexploration magic.âYou know that part of the process when you explore what their problems are â so you can recommend the optimum solution. In this episode, Bill Caskey and Bryan Neale address the âone shot deal.â Thatâs when you have only one chance in front of the prospect to get to a decision. We donât recommend you allow yourself to get to this point often, but when you do, take this episode with you.

Building Your Sales Dream Team

bcaskey@caskeytraining.com — Thu, 5 Jun 2008 15:48:00 GMT

Ever wonder why some sales teams get enormous results and others struggle? Do you think it has anything to do with the thinking/strategy of the team? Of course it does. But lost in the mystery of the high achieving sales team is practical advice of how to get there. In this episode of the Advanced Selling Podcast, Bill Caskey and Bryan Neale address the very attributes that make great sales teams. Recently, Caskey held a seminar called Building Your Sales Dream Team. Listen to this podcast and if interested, you can get access to the content by emailing listener@advancedsellingpodcast.com.

Sales Managers: Assessing Your Sales Team Part 3

bcaskey@caskeytraining.com — Wed, 28 May 2008 15:14:00 GMT

If youâre a sales manager/leader, you should be constantly asking yourself, âHow can I build a better team?â In this episode, Bill and Bryan help you with two big issues: how to continue to grow current clients; and how to keep from discounting to get business. This is part three of several podcasts for sales managers on how to assess your sales teamâs competencies. If youâre a salesperson, no worries, this will be easy for you to take into your world.

Sales Managers: Assessing Your Sales Team Part 2

bcaskey@caskeytraining.com — Mon, 19 May 2008 16:43:00 GMT

Do you or your people lose deals in the 11th hour of the sales process? Or do you have problems differentiating your value from your competition? Most sales teams do. And in this episode, Bill Caskey and Bryan Neale address this from a sales training standpoint. So, if youâre a sales manager or leader, and you are responsible for the professional growth of your team, listen up. Youâll hear exercises and wisdom from two guys who are in front of sales teams working on these issues every day of the year.

Sales Managers: Assessing Your Sales Team

bcaskey@caskeytraining.com — Tue, 6 May 2008 16:55:00 GMT

If youâre a sales manager youâre going to love this epsiode because Bill and Bryan talk about how to train/coach your sales team on two very important topics. Even though most sales managers donât invest tons of time in training (they probably should) there are many coaching moments that happen between manager and seller. They address the thinking behind some of these strategic changes. On the other hand, if youâre a sales person, you will still get plenty of content from this episode, because they address two issues that hold people back â whom you call on at your prospect company and how you think about prospecting.

Can Sales and Marketing Co-exist?

bcaskey@caskeytraining.com — Thu, 17 Apr 2008 17:27:00 GMT

Can sales and marketing co-exist and work TOGETHER in a company? Many find angst and tension between these two functions. Our guests today shed light on how Yin and Yang, cats and dogs, and even sales and marketing people can work together...productively.

Ego In The Way?

bcaskey@caskeytraining.com — Tue, 15 Apr 2008 13:13:00 GMT

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.

Selling to the Large Account

bcaskey@caskeytraining.com — Thu, 20 Mar 2008 17:17:00 GMT

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 donât 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.

What Customers Expect From Salespeople

bcaskey@caskeytraining.com — Mon, 17 Mar 2008 15:05:00 GMT

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 futureâand what attributes he/she will have.

How to Influence Another Person

bcaskey@caskeytraining.com — Wed, 5 Mar 2008 21:00:00 GMT

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."

The Gender Question: Should You Change How You Sell?

bcaskey@caskeytraining.com — Tue, 26 Feb 2008 18:29:00 GMT

Do you sell to women differently than you sell to men? Hmmm. Interesting question that we deal with in todayâs 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!

Selling Your Way to the White House

bcaskey@caskeytraining.com — Mon, 11 Feb 2008 18:52:00 GMT

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 communication styles 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.

Ask Caskey Teleseminar Preview

bcaskey@caskeytraining.com — Thu, 31 Jan 2008 14:11:00 GMT

You make calls all the timeâinteract 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 problemsâhow to keep the prospect excitedâand 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 questionâand get a sample of how this teleseminar can help you. Oh, by the way, the telseminar is free.

What To Do When A New Buyer Takes Over

bcaskey@caskeytraining.com — Mon, 21 Jan 2008 15:07:00 GMT

Ever had a buyer change at the most inopportune time? Actually, it seems like thatâs the only times buyers changeâright when youâre in the middle of a sale. But what should you do about that? Most sales training doesnât really address the seriousness of the issue. But Caskey and Neale do on todayâs episode of The Advanced Selling Podcast.

To Quote Or Not To Quote

bcaskey@caskeytraining.com — Mon, 14 Jan 2008 16:01:00 GMT

Have you ever felt like you were obligated to quote? It happens usually when you have a client who is âgoing out to bidâ and youâre invited to play. While we donât like the whole âblind bidâ process, we do realize that sometimes you must play the game that way. âTo quote or not to quoteâ that is the question. Bill and Bryan deal with this at length in this podcast. There are a variety of circumstances that dictate your reactionâand they give you some guidelines during this cast

Handling Sales Conflict

bcaskey@caskeytraining.com — Thu, 20 Dec 2007 20:44:00 GMT

So, how do you handle conflict with a prospectâyet still preserve their dignity? This happens a lot when your buyer has a distinct impression of your value or an opinion of their painâand you know itâs wrong. If you mess this up, youâll 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.

Funny Stories

bcaskey@caskeytraining.com — Thu, 13 Dec 2007 18:47:00 GMT

Ready to take a walk down memory lane-and laugh your (you know what) off? This episode of The Advanced Selling Podcast recounts some of Bill and Bryan's funniest, most embarrassing, stupidest experiences as salespeople. They take you through their own personal TRUE stories that many of you will likely relate to and hopefully can laugh about. Be ready to send them your story after you hear theirs.

The 2008 Sales Manager Growth Kit

bcaskey@caskeytraining.com — Thu, 6 Dec 2007 20:06:00 GMT

Your role as a sales manager/leader should be to ELEVATE YOUR TEAM. Yes, you can show them how to sell, and mentor them in the sales processâbut your one overriding objective is to make them self-sufficient. This podcast gives you five things you can do immediately to help you grow and help your team grow as well. If youâre struggling to grow your team, then maybe youâre looking at it all wrong. This podcast will help change your mindâjust a little.

The Inner Game Behind The Sales Process

bcaskey@caskeytraining.com — Thu, 29 Nov 2007 19:00:00 GMT

This episode reveals the secret behind elite performers and good performers and examines the one core difference Bill and Bryan's process has over all others out there. The good news is - it doesn't matter what process you use: Miller Heiman, SPIN, PSS, Sandler - Bill and Bryan's philosophies shared in this episode can dramatically change your results.

Repurposing Content

bcaskey@caskeytraining.com — Tue, 20 Nov 2007 18:44:00 GMT

Lead generation continues to come up as one of the most important issues facing sales people today. There just never seems to be enough in the funnel. Today, Bryan Neale and Bill Caskey talk about a new strategy that you can use to help bolster leadsâand help you generate marketing content from your intellectual capital. One of the perspectives here is you must stop acting like a sales personâand start acting like a business owner/marketer. Begin thinking of yourself as a âgo to resourceâ for solutions. If you can get there mentally, this podcast will make tons of sense.

The Multi-Million Dollar Deal

bcaskey@caskeytraining.com — Thu, 8 Nov 2007 21:24:00 GMT

Ever had a huge account you were pursuing (or are pursuing)? And you get so wrapped up in the pursuit that you forget the fundamentals of selling? Well, it may not happen to you, but it does happen often. This week's sales training podcast is an interview with Brooke Green, one of our consultants who recently coached one of her clients helping them win a multi-million dollar deal. Brooke talks about what went into the coaching and how it might help listeners who have large accounts they are pursuing.

The Sales Force Of The Future

bcaskey@caskeytraining.com — Thu, 1 Nov 2007 20:47:00 GMT

We have been thinking about what the future sales force will look like lately. Why? Well, there are a ton of trends that are beginning to impact sales forces and sales people â globalization â googlization â commodity pricing â readily available information on the web - etc. So we went out and looked for someone who had studied this from the perspective of: what do customers want from the seller? We found Ben Ball (Senior VIce President, Dechert-Hampe & Co.). So in this interview, youâll hear what his study told us about what the sales person of the future might look like â act like. Sales managers/leaders: listen carefully.

Proposals

bcaskey@caskeytraining.com — Thu, 25 Oct 2007 20:05:00 GMT

Bill Caskey and Bryan Neale share a "how to" for proposal writiing and discuss what components every good proposal should (and shouldn't) contain.

Mental Rocks

bcaskey@caskeytraining.com — Thu, 18 Oct 2007 17:30:00 GMT

In keeping with the fact that 80% of sales success has to do with how you think and your selling strategy, Bill Caskey and Bryan Neale take on the issue of âHow Do You Need To Think?â in order to be successful.

For Sales Managers Only

bcaskey@caskeytraining.com — Wed, 10 Oct 2007 20:15:00 GMT

This is the initial voyage of the Sales Managers episode which weâll release the first Thursday of the month. If youâre not a sales manager, forward this on to those appropriate for this. The premise for this episode is that most sales teams donât work - or at least they arenât optimized. Weâll talk about how to look at, and assess, your sales team so you know where to focus your attention â and how to grow your business. This is for Sales VPâs, Sales Managers, Regional Managers or anyone who manages/oversees a sales team.

Closing Skills 2007-10-02

bcaskey@caskeytraining.com — Tue, 2 Oct 2007 14:11:00 GMT

Have you ever taken a sales course where you learned how to âcloseâ? Or, maybe you learned the ââtrial close.â Bill Caskey and Bryan Neale address The issue of closing skills in this podcast â yet they donât address it in the traditional way. In fact, they lay to rest - hopefully forever â the idea that by delivering certain techniques you can âget someone to make a decision.â Thatâs not the way it works â and to reinforce those worn out sales tactics does you more harm than good. This podcast will rewire your sales mind a little â which will allow you to operate from a different mental position when getting decisions.

Stick To Your Sales Process

bcaskey@caskeytraining.com — Thu, 20 Sep 2007 17:38:00 GMT

Have you ever wondered why the prospect wants to control the sales process? Other than the fact that weâre all âcontrol freaksâ to some extent, itâs no wonder the prospect thinks â because he has the money â that he should control the sales process. But the fact is, he shouldnât. You should control it. And in this weekâs episode of the Advanced Selling Podcast, Bryan Neale and Bill Caskey tell you exactly how to do that.

Money Scripts

bcaskey@caskeytraining.com — Tue, 11 Sep 2007 15:17:00 GMT

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.

Eikenberry On Leadership

bcaskey@caskeytraining.com — Wed, 5 Sep 2007 17:11:00 GMT

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.

China Import Problem

bcaskey@caskeytraining.com — Wed, 22 Aug 2007 14:25:00 GMT

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.

Determining What Will Make Your Prospect Say Yes

bcaskey@caskeytraining.com — Mon, 6 Aug 2007 16:05:00 GMT

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.

Old Selling Vs. New Selling

bcaskey@caskeytraining.com — Fri, 27 Jul 2007 03:01:00 GMT

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 and Bryan Neale discuss some of the many differences between the old and new way of selling. It's a good gut-check to see if you slip back in to old beliefs and tactics when you're in pursuit of a sale. Use this episode in your sales training since it addresses some of the core problems today's sales professional faces.

How Often to Follow Up

bcaskey@caskeytraining.com — Mon, 23 Jul 2007 01:17:00 GMT

Ever wondered where the line was between being persistent and being a pest? You're not alone. Most sales people have. In this week's episode of the Advanced Selling Podcast, Bill Caskey and Bryan Neale read a letter from a listener who is concerned with how persistent he should be toward the end of the deal. You see most sales strategies are built on the premise of 'convince and persuade.' And with that misaligned orientation, the sales professional sometimes pushes too hard in an effort to close the sale. This episode has many tips and good ways to follow up with your prospect--in a way that won't push them away.

When Your Ideas Stick, People Buy

bcaskey@caskeytraining.com — Sun, 8 Jul 2007 17:09:00 GMT

In this week's episode of the Advanced Selling Podcast, Bill Caskey interviews a special guest, Dan Heath, the author of the Made to Stick. He joins us today to share his 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.

How Do I Handle This Crazy Situation?

bcaskey@caskeytraining.com — Thu, 21 Jun 2007 17:44:00 GMT

In this week's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale answer those "what do I do when?" questions that sales professionals have every day. This is an episode that helps sales people new and 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 help you to say and do the right things in those places where your deal might be on the line. Sometimes just a third party--like Caskey and Neale--can shed just enough light on a subject to give you a new way to think about old problems.

Income Inequality--How You Can Be At The Top End of the Income Scale

bcaskey@caskeytraining.com — Thu, 14 Jun 2007 16:42:00 GMT

In today's podcast, Bill Caskey and Bryan Neale address the New York Times piece on Income Inequality--and how sales professionals are in the right spot to be at the correct end of the income spectrum. They address the core competencies of the "top one percenters" (those who earn over $340,000/year)--and where to go to get that training. This sales podcast is a good way to check your own skills in the entire domain of business--not just selling. This podcast will expand your thinking about your self, your future and the possibilities that exist when you grow your skills.

Jump Starting Stalled Deals

bcaskey@caskeytraining.com — Mon, 4 Jun 2007 16:45:00 GMT

In this week's episode of the Advanced Selling Pocast, Bill Caskey and Bryan Neale discuss stalled deals. A lot of sales people find themselves stuck in the middle of a deal, where they have the potential buyer interested in their product or service, but they can't seem to close the deal. Have no fear, Bill Caskey and Bryan Neale are here to help you jump start those stalled deals with their innovative techniques and tips. This will help sales people of all levels spend time closing more deals instead of wasting their time and money on a deal that isn't going anywhere. Don't miss it.

The First Step in Mastering The Inner Game of Selling

bcaskey@caskeytraining.com — Fri, 25 May 2007 03:51:00 GMT

In this episode of the Advanced Selling Podcast, Bill Caskey and Bryan Neale address the mental side--inner game--of sales. "How you think determines how you act" is one of our favorite sayings. And Caskey and Neale discuss new possibilities in thought which will immediately change your behavior--and ultimately, your results. Want to be massively successful in sales or business? Then, this is one of the most critical pieces of information you need to learn in order to become great. For you sales managers, forward this on to every one of your people--and use your next sales meeting to discuss your opinions on this piece.

The Economic Buyer

bcaskey@caskeytraining.com — Fri, 18 May 2007 03:01:00 GMT

In this week's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale discuss how to appeal to the economic buyer. In their consulting practice, it never fails that one of the biggest challenges for sales people is "selling to groups." The bottom line is that everyone in the group MUST be on the page. However, the economic buyer (the person in charge of money) is one most likely to have their own style of buying that may or may not match up with yours. Bill and Bryan give you new ways to think about these problems that come up over and over to help the economic buyer get away from the price page, and onto everyone else's page. This is a very crucial part of the selling cycle that can make or break most deals. If you want to call in and have your question answered by Bill and Bryan, call 317.722.6299. Use your first name only.

The 5 Sales Training Lessons You NEVER Should Have Learned

bcaskey@caskeytraining.com — Fri, 27 Apr 2007 19:54:00 GMT

Ever wondered if the sales training you're getting was actually the best available? Or whether what you were learning was actually making you better? In this week's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale discuss the mistakes that sales trainers make that mess up sales people and how they sell. Have no fear though--if you find that you are a victim of 'sales training malpractice,' Bill and Bryan have plenty of tips to get you on the right road to better selling. This is an eye opening episode that you don't want to miss. Also, email us at listener@advancedsellingpodcast.com if you want to be considered for our one hour coaching call. We'll then take the best of those private calls and put in a podcast episode.

What You Should Look For In The Sea of Conversation With Your Prospect

bcaskey@caskeytraining.com — Fri, 20 Apr 2007 03:18:00 GMT

In this week's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale discuss the knack of having good, truthful conversations with your prospect. What should you listen for? How can you find the heart of their problems and reasons for buying? Listening should be a big part of any sales strategy consequently, they discuss how much sales people should talk, and how much they should listen. Bill and Bryan act out (they're always acting out) these teachings, so that you can apply them to your selling strategies immediately.

How to Conquer Call Reluctance--Once and for All

bcaskey@caskeytraining.com — Thu, 12 Apr 2007 20:08:00 GMT

In this week's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale discuss how to overcome your fears of cold calling and prospecting. In sales, the majority of the business you generate is from calling on new prospects. Even though those first phone calls are some of the most dreaded parts of sales, they CAN be mastered. And like we say, 'make your biggest weakness your biggest asset' and watch success ensure. The mind is telling you something if you have fear. It tells you "you aren't looking at the situation "correctly." Caskey and Neale help you change your thinking around these aspects of sales so the "phobia" evaporates. Don't believe us? Listen and see!

Dealing with Inner-Office Competition

bcaskey@caskeytraining.com — Fri, 30 Mar 2007 04:52:00 GMT

In this week's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale take a look in the mail bag and pull out some questions from our listeners. Bryan and Bill discuss what to do when the other sales people in your office start to single you out because of your success. This is a really interesting discussion that helps you reflect on your "inner game" and helps you to continue to sell more and become more successful.

The Changing Face of the Professional Salesperson

bcaskey@caskeytraining.com — Thu, 22 Mar 2007 19:39:00 GMT

In this week's episode of the Advanced Selling Podcast, Bill Caskey interviewed John Hirth, a sales development trainer from Chicago (www.johnhirth.com). John gives us his take on how the profession of selling has changed in the last 10 years. His answers may surprise you. And they will definitely enlighten you. If you know how selling has changed, then you'll be better equipped to change, intelligently, with it. Intelligent change will give you the strategy and insight needed to grow your revenue. After the interview, Bill and Bryan Neale talk about what you can do to start changing your approach with your customers, which will keep you running at your peak sales level.

Time Optimization

bcaskey@caskeytraining.com — Sat, 3 Mar 2007 00:03:00 GMT

In this week's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale give you interesting (and innovative) tips you can use to make better use of your time. You have only so many hours in the day/week and year. How you use those hours are at the core of how successful you are. For example, have you ever thought about how many hours/year you could save if you could communicate your message better to your prospects? This is a fast moving--lightning round type of podcast, where Caskey and Neale go through some systemic ways to improve your time management--and the production you get from the hours you spend.

Sales Scenarios

bcaskey@caskeytraining.com — Thu, 22 Feb 2007 19:42:00 GMT

In this week's episode of the Advanced Selling Podcast, Bill Caskey and Bryan Neale discuss various sales scenarios that you might find yourself in, and what to do in them. This episode gives you some fresh ideas for solving old problems. Don't miss it.

Sales Professionals: Optimize Your Time. Optimize Your Life. Part II

bcaskey@caskeytraining.com — Thu, 8 Feb 2007 21:14:00 GMT

This episode of The Advanced Selling Podcast is the second in a series that began last week. In this episode Bill and Bryan discuss your âcomfort zone.â We all are very aware of what is inside and outside of our comfort zones. Bill and Bryan want you to step just a little bit outside of that comfort zone; to what they call, âthe warning zoneâ. In the "warning zone" your mind is telling you that you are somewhat uncomfortable in the situation you're in. One of the best ways to step out of your comfort zone is to talk about money right off the bat. Get your price on the table so that during the first meeting you will know if there is any reason to proceed after this call. The lesson here is: stop wasting time trying to sell them something that they canât afford--or don't want to afford. After that, you can slowly build more confidence doing other things outside of your comfort zone, thereby creating a larger comfort zone, which will enable you to achieve more during a sales call.

Sales Professionals: Optimize Your Time. Optimize Your Life. Part I

bcaskey@caskeytraining.com — Thu, 1 Feb 2007 01:08:00 GMT

In this first of a series, Bill Caskey and Bryan Neale discuss a theory called "Time Optimization," which is optimizing the time you spend by doing your "highest use activity". This is not a lesson in time management. Rather, it is a manifesto that calls for a different way to look at the time you spend in sales activities. Most sales people waste their most precious asset--their time. How will you find out what Bill and Bryan have in store for you? By listening, of course. Enjoy.

Creating a Clearer Future

bcaskey@caskeytraining.com — Thu, 18 Jan 2007 18:43:00 GMT

In this week's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale talk about ending sales calls with a good understanding of what is going to happen next, instead of letting the deal become stalled. So how do you do this? It's pretty simple, at the end of a sales call, you need to know if you and the prospect are going to continue moving along with this deal, or if this just isn't going to work. This is very important for you, because it will help you waste less time on deals that might not happen, and allow you to have more time to spend on the ones that will happen. There are many other vital parts to this process in this episode, so don't miss it. Please feel free to contact us at listener@advancedsellingpodcast.com or on our new toll free number,1-877-637-8853.

The Commandments of Selling

bcaskey@caskeytraining.com — Fri, 12 Jan 2007 22:28:00 GMT

Happy New Year from all of us at The Advanced Selling Podcast! We decided that in order to get you off on the right foot this year, we would discuss the rules that all sales people should abide by: "The Commandments of Selling". Most sales training deals with what to say. But in the commandments, we deal with sales strategy and modern thought. Everyone needs standards and rules to keep us on track--physically and mentally-- during the selling process. This week Bill and Bryan give you their version of the commandments. If you get this urge to share an additional commandment, call us at 317-722-6299 or email us at listener@advancedsellingpodcast.com.

5 Best Sales Strategies for 2007

bcaskey@caskeytraining.com — Thu, 21 Dec 2006 02:13:00 GMT

In this week's episode of the Advanced Selling Podcast, Bill Caskey and Bryan Neale recommend changes you can make in the New Year. But don't wait until January 1st to start. Get a 'head start' for another year of high achievement. They discuss how to take your sales from good to "elite." These five best sales strategies/ practices are: talk to the right people, become an expert in something, nurture your network, get picky about your clients, and decide what's possible. Come to think of it, these are great strategies for increasing your sales in the year to come but even better strategies for your business life. Have a great Holiday from the staff at The Advanced Selling Podcast!

Closing Strategies for Great Sales People

bcaskey@caskeytraining.com — Tue, 12 Dec 2006 02:38:00 GMT

Happy Holidays Everyone! The year 2006 is rapidly coming to a close. And speaking of closing, in this episode of the Advanced Selling Podcast, Bill and Bryan discuss some different and innovative closing strategies that will help you get more decisions, quicker. Also, email us your questions and programming suggestions for next year at listener@advancedsellingpodcast.com. So pay attention, take notes, and resolve to close more deals in the year to come.

The Landscape of a Prospect (What Are You Walking Into?)

bcaskey@caskeytraining.com — Fri, 1 Dec 2006 22:01:00 GMT

When salespeople walk into a company for a sales call, they don't always realize the landscape they're about to experience. Salespeople need to understand the people inside the company--those stressed and overworked souls. And the executives you're meeting with don't seem to put much focus on communicating the company vision to their staff. Therefore, few know it. Therefore, when meeting with these executives, your job as a salesperson is to engage them in conversation about the company's and their pains, and their visions for the future. By discussing this, you and your prospect will have a better understanding if your product or service will be a perfect fit. In this podcast, you'll get some tips on how to better navigate through this landscape.

The Myth of the Enthusiastic Salesperson

bcaskey@caskeytraining.com — Tue, 28 Nov 2006 05:08:00 GMT

In this week's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale discuss the problems associated with being too enthusiastic about your product/service. The problem is that your enthusiasm can get in the way of focusing on helping your prospect solve their problem. Enthusiasm in sales is OK, as long as you're more excited about helping your client solve his problem than you are about your product. When you show up at a prospect's office and the only thing that you're excited about is closing a deal, the prospect senses that -- thereby raising their BS detector. This is a perfect episode for the "technical seller." Pass it on to your technical team, if you have one.

Unclogging Your Sales Funnel

bcaskey@caskeytraining.com — Thu, 16 Nov 2006 02:15:00 GMT

Having stalled deals in your funnel is one of the hardest things to deal with as a salesperson. But have no fear, because this week Bill Caskey and Bryan Neale are here to discuss how to fix stalled deals and how to prevent future deals from stalling. By making an upfront agreement and outlining a "clear future" for your prospect, you will start to notice that you have fewer stalled deals. This is great information to keep your sales funnel running efficiently. Also, if you want to search past Advanced Selling Podcasts, go to www.podzinger.com and watch this amazing tool at work!

Advice for the New Sales Person

bcaskey@caskeytraining.com — Sat, 4 Nov 2006 21:48:00 GMT

In this week's episode of The Advanced Selling Podcast, Bill Caskey and Bryan Neale respond to a letter they recieved from a listener. They answer his many questions about being new in sales. He wants to be an advanced seller, but he has to start somewhere. For those of you who have been in sales for years, it might make sense to listen to this --sort of a back to the basics in selling strategy. It has a lot of great information that can help to boost revenue. Remember, if you have questions that you would like answered on the air, leave us a message at 317.722.6299.

The Pre Show

bcaskey@caskeytraining.com — Wed, 25 Oct 2006 00:09:00 GMT

This is a special episode of The Advanced Selling Podcast. During the recording of this episode, Bill accidently recorded the pre planning part of the podcast, and forgot to record the actual podcast. Don't worry there is still so much to learn from this episode. Bryan has just returned from England, and is here to denounce some of the myths about international sales, and the problems that international sellers have in communicating to their prospects. Bill and Bryan also discuss how important it is to have high intent toward your prospects and always keeping their best interests at heart, not yours. This is a great episode with a lot of information (and more humor than usual). Don't miss it.