Send us Fan Mail 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....
Jan 14, 2010•14 min•Ep. 1
Send us Fan Mail 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....
Jan 12, 2010•14 min•Ep. 1
Send us Fan Mail 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 “words” of the modern salesperson. Check these out to see how many of these you’re using in your approach.
Dec 17, 2009•10 min•Ep. 1
Send us Fan Mail 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 can’t set a goal around something you can’t control—so what can you control? You’ll see on this week’s episode.
Dec 10, 2009•13 min•Ep. 1
Send us Fan Mail We get many questions from listeners about how to handle price objections when your product sells at a significant premium.One of Bill’s clients had exactly such a situation—a 50% premium. Listen in on the coaching that Bill gave – with Bryan’s comments, of course—to advance the deal.
Dec 03, 2009•10 min•Ep. 1
Send us Fan Mail Ever known what you should say to a prospect but couldn’t summon the words? In this episode, Bill and Bryan tell two stories—one is a question from a listener regarding how to maintain an “out of season” relationship—and one is of a person who had courage to say “NO” to their prospect.
Nov 19, 2009•11 min•Ep. 1
Send us Fan Mail Bill Caskey recently gave a speech on the most common “sales blunders”that cost salespeople and their companies millions of dollars. He reviews parts of his list of 20 sales blunders on today’s podcast—and 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....
Nov 12, 2009•16 min•Ep. 1
Send us Fan Mail This was a letter from a podcast listener. He’s a sales manager and has seen success with some of the concepts he’s learned on the podcast, but his people ain’t buyin’ it. How does one teach people who don’t 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....
Nov 05, 2009•15 min•Ep. 1
Send us Fan Mail 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....
Oct 29, 2009•15 min•Ep. 1
Send us Fan Mail Ever thought you were communicating your value really, really well—only to look at your prospects and find them dozing? Well, that may be extreme, but rest assured, if your message isn’t compelling, they’ll mentally check out and you’ll never get them back. This episode is about focusing on your message—how you deliver it to people—what it is—and what to avoid while talking about it. Bill Caskey and Bryan Neale address these topics and more in today’s episode....
Oct 21, 2009•14 min•Ep. 1
Send us Fan Mail 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 ...
Oct 08, 2009•14 min•Ep. 1
Send us Fan Mail Often we talk about the objections and distractions that occur during the sales process. But today, we have different news—news of a PERFECT SALES PROCESS from one of Bryan Neale’s clients. In this episode, you’ll learn how to think about the components of the sales process so you can bring it into your world. And we’ll give you a chance to rate yourself on how perfectly you execute.
Oct 01, 2009•14 min•Ep. 1
Send us Fan Mail Today’s episode is about the issue of building relationships and some of the fallacies that we buy into when we’re 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.
Sep 24, 2009•13 min•Ep. 1
Send us Fan Mail 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
Sep 17, 2009•13 min•Ep. 1
Send us Fan Mail In this week’s 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: Don’t wait until it’s too late. Begin now.
Sep 10, 2009•15 min•Ep. 1
Send us Fan Mail 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...
Sep 04, 2009•14 min•Ep. 1
Send us Fan Mail Last week we did the Skills Assessment portion of professional growth. Today, Bryan and Bill talk about the “inner game.”It is our belief that all “great performers have great minds.” It doesn’t mean they’re 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 (“inner game” in subject l...
Aug 27, 2009•14 min•Ep. 1
Send us Fan Mail Isn’t 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, “You lose what you don’t use.” 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 you’re sales manage...
Aug 20, 2009•13 min•Ep. 1
Send us Fan Mail The world is full of articles on techniques—golfing—tennis—internet—marketing—and of course, selling techniques. Today, Bill and Bryan address this in a slightly different light. There is a “technique” (singular) to selling that is more important than the “techniques” used to sell. We don’t like the idea of “sales techniques” – it becomes rather manipulative. So listen in today and get some good “technique” advice....
Aug 06, 2009•14 min•Ep. 1
Send us Fan Mail 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 true—was untrue? You’ll hear both hosts weigh in on the situation, then hear the advice that Bill actually gave.
Jul 30, 2009•18 min•Ep. 1
Send us Fan Mail 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.
Jul 23, 2009•9 min•Ep. 1
Send us Fan Mail 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 you—and 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 ...
Jul 16, 2009•10 min•Ep. 1
Send us Fan Mail 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 usedhe 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.
Jul 09, 2009•20 min•Ep. 1
Send us Fan Mail In Bryan Neale’s 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.
Jul 02, 2009•13 min•Ep. 1
Send us Fan Mail 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.
Jun 25, 2009•16 min•Ep. 1
Send us Fan Mail In this week’s podcast, Bill is going “solo” and talks about the first call “protocol.” We’ve received a lot of mail recently on “filling the sales funnel,” 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.
Jun 11, 2009•10 min•Ep. 1
Send us Fan Mail 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 buy—that’s not cool. They ARE intended to move the sale along—or move it out.
Jun 04, 2009•11 min•Ep. 1
Send us Fan Mail In Bryan’s 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 prospect’s 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.
May 28, 2009•10 min•Ep. 1
Send us Fan Mail 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!
May 21, 2009•15 min•Ep. 1
Send us Fan Mail In this week’s podcast, Bill and Bryan address a common question they get, “Does my message change depending upon who I call on in the organization?” The answer is YES. But hear some of their counsel on how to think differently when you’re in front of different people.
May 14, 2009•12 min•Ep. 1
