From the mailbag of listeners this week, two topics come up: 1) Call Reluctance. A listener seems to have a little bit of it and we have some thoughts (all good, of course) on what to do about it. 2) How Can I Demonstrate Value BEFORE the Sale? A listener struggles with this especially since his product is a premium product. Two great topics that affect virtually every sales and account manager. If you have a question to submit to the mailbag, write us at [email protected]...
Apr 29, 2013•13 min
Why is it that we spend so much time doing things that we think will shape other's perception of us - and yet those very things do nothing to shape it? Drew Dudley, Nuance Leadership, was our guest this week. He's had some great TED Talks (The List) and deals with this very issue - how we are perceived. It's a must-listen for sales managers and company leaders in addition to top performing salespeople. Make sure you also consume his content on his blog at http://nuanceleadership.ca/...
Apr 22, 2013•16 min
Recently, Bryan sat in on a capabilities presentation. He couldn't help but brainstorm ways to make this "dog and pony show" more interesting for the prospect. In this week's episode, Bill and Bryan give six tips on what to do and what not to do during the capabilities presentation. Afterwords, Brooke Green answers a question from an Advanced Selling Podcast LinkedIn Group member: What is the best strategy to sell recruitment services (for IT companies) in social networks? What is your opinion?...
Apr 15, 2013•15 min
As trainers and coaches, when Bill and Bryan move into a new business they are on the lookout for whether this is a growing organization or stagnant one. In many ways, this informs and shapes how and what they teach as they begin training. And so in this episode they lay out a handful of indicators that tell them whether the organization is growing or merely existing. This podcast would be very beneficial for sales managers and leaders. Also mentioned in this podcast: 1. "Live Your Life Above th...
Apr 08, 2013•13 min
In this episode, Thomas Gobeaux a listener from France, who is an online marketing consultant, came to us with a question that was very specific to his industry: "I love doing complimentary bonuses when selling someone else's product. I'm selling a language product online now, but can't think of a bonus that would: be relevant to the niche not be available for free online be enticing enough to make it worth the purchase by itself" At one point, we considered not airing this since it's applicatio...
Apr 01, 2013•12 min
We have a LinkedIn group member guest this week, Ali El Jishi from Bahrain. He is in the IT Placement business and he asks a question that is familiar to us: How do you handle it when a new buyer suddenly has it out for you? In Ali's description of the circumstance, a few things come out that he should have done - and that you can learn from - if / when this happens to you. It is suggested that over 40% of your database changes every year. So, that means that buyers and decision makers change as...
Mar 25, 2013•12 min
Is that really possible? Think 'negatively'? Yep, that's what we're saying. In this episode, we share a module that Bryan recently taught at a client where they prepared for the 'worst case scenario' in the sales process. Scenarios such as: *How to handle a deal that has become stuck or stalled *How to handle price resistance Each tip Bill and Bryan give have both a market application and a mindset application. Some of this topic comes from Bob Knight's new book, The Power of Negative Thinking -...
Mar 18, 2013•16 min
In our podcasts, we've talked at length about The Inner Game and how vital it is for you to get your "mind right" if you are to excel in your profession. We talk about it in the context of how you talk to customers, how you talk economics and the types of questions you ask. In this episode, Bill interviews Josh Matthews-Morgan who has written a book (partly inspired by this very podcast!) called "Deliver." It takes the idea of high performance and uses athletic stories and examples to hit home t...
Mar 11, 2013•12 min
We're forever talking about how to motivate your prospect - to buy - to change - to do what you think they should do. But, what about YOUR motivation? That's important, too. In this episode, Bill and Bryan address some ways you can inspire yourself when you hit the skids. Plus, Brooke Green joins us and answers a LinkedIn question : What should be your main aim at a first sales meeting with a prospect? It's a new series where we use questions generated by the LinkedIn Advanced Selling Podcast Gr...
Mar 04, 2013•14 min
It's one of the most common sayings about sales - always be closing. Common, yes. But it's wrong. In this episode, Bill and Bryan deal with the idea of taking out that prevailing wisdom of always closing. And, in it's place, put in some other rules that fill the void. And the next time you go to sales training and the trainer gives voice to that worn out phrase, "always be closing", you'll have some new frameworks to teach them. Also mentioned in this podcast: *Follow @bneale and @billcaskey on ...
Feb 25, 2013•11 min
Tons of books have been written about work-at-home habits, but in today's episode, we'll deal with them from the sales standpoint. Some listeners might be a permanent work-at-home fixture. Others might work from there temporarily. Regardless, it can be your MOST productive place OR you worst nightmare. Hear what Bill and Bryan have to say about the pluses and minuses. Also mentioned in this podcast: Follow @billcaskey and @bneale on Twitter "Never Eat Alone: All Secrets to Success, One Relations...
Feb 18, 2013•11 min
In this episode, Bill and Bryan talk about how to tell your story so people see your distinction. There's a lot written today about the use of the resume, or the bio or the story in your messaging. We believe it's vital that you have your story down cold - and this podcast gives you a checklist to make sure you do. ** Check out http://www.caskeyone.com for articles, videos, podcasts, and free eBooks on sales and leadership development ** Join the Advanced Selling Podcast Linkedin Group! http://w...
Feb 11, 2013•15 min
This is a rather odd situation you might say. But lately, we've had several of our clients bring up this very issue. In this episode, Bill and Bryan talk about the emotional issues that might go in to dealing with a prospect you don't like/respect or one that doesn't like you. Hopefully, you'll never have this, but if you do, this episode might help. Join the Advanced Selling Podcast Linkedin group http://www.linkedin.com/groups/Advanced-Selling-Podcast-3831772...
Feb 04, 2013•8 min
The answer to that question might cause you a little pain yourself. When you approach a prospect by asking them questions designed to find out what's bothering them so you can sell them a solution, you might miss TONS of opportunity. In this podcast, Bill and Bryan get into a model they use to help you know how to find problems the customer doesn't even know they have. Keep the mail coming in…[email protected]
Jan 28, 2013•13 min
Not to be confused with an 'old flame' this podcast is about restarting a sales relationship that ended. It might have even ended badly as in the example in this episode. Bill and Bryan give you a few tips on how to re-engage with people who have dropped off the earth. Make sure you email us your questions for use on the show: listener@advancedsellingpodcast. And follow us on Twitter: @billcaskey and @bneale ....
Jan 21, 2013•11 min
We come back to the two-part interview with WNBA championship coach Lin Dunn, who continues with the lessons she's learned about leadership and inspiring her team. Remember, even though some of you aren't basketball fans, we wanted to bring you successful people from all walks of life and learn what they know about inspiring people. You can follow Lin on Twitter at https://twitter.com/Coach_Dunn
Jan 14, 2013•18 min
This is the first of a two-part series of our interview with Coach Lin Dunn of the Indianapolis Fever of the WNBA. Now, you're probably wondering, "What does the WNBA have to do with my business success?" Well, maybe nothing…however…if you haven't heard Lin Dunn speak before, you're in for a treat. She has been successful as a coach at every level of women's basketball. And her message with Brooke and Bill has little to do with basketball and a lot to do with the "attributes of success." Her sty...
Jan 07, 2013•11 min
Bill Caskey, Bryan Neale and Brooke Green give voice to what their favorite things are in the business world. From software tools to training videos to food stuff (okay well that's not in the business world). The trio tell you what gets them juiced about this time of year! We wish every Listener a happy holiday and a prosperous 2013!
Dec 17, 2012•11 min
In this episode, you can hear parts of the "2013 Goal Setting Guide," which you can download from http://www.AdvancedSellingPodcast.com in the Toolkit. The fact is that fewer than 10% of people set goals. Now, that number might be slightly higher for sales people but our experience says not that much higher. Today, Bryan, Bill and Brooke relay a process they go through with their clients. They give you a handful of these now, then you can download the rest at the podcast site. We're also wanting...
Dec 10, 2012•16 min
What happens when you think the relationship is going great but, suddenly, out of nowhere BOOM! The customer lowers the boom on you? You can react (like we all want to do) and bring all your emotions out. BUT, that might not be the best strategy. In this episode, Bryan had a client who actually had this very thing happen with a so-called "satisfied client." Also mentioned in this podcast: Send us your thoughts, ideas on future episodes, or ask us any question at [email protected]...
Dec 03, 2012•13 min
In this episode, Bill and Bryan answer questions from our listening audience. We took three in this episode, each of which can cause sales stumbles in virtually every industry. By the way, if you want your question answered, email us at [email protected]. And we'll get it 'on the air.' *Restart that stalled deal! Partner with Email It and take advantage of our powerful email templates. http://www.emailitsellersguide.com/...
Nov 26, 2012•14 min
Why not GO to an "expert" when we want to know how to BE an "expert?" Well, we've done just that this week when we interview Mike Koenigs. He is the founder of Traffic Geyser, the first internet video system to generate web traffic, and he's also the author of several books on positioning and video marketing. All of his work can be found at http://mikekoenigs.com/ . In this episode, Mike addresses many of the roadblocks that hold us back from higher performance, one of which is 'nervousness.' He...
Nov 19, 2012•24 min
It's that time of year--the time when we start to look back AND look forward. In this podcast, Bill, Bryan and Brooke, explore some best practices of goal setting for sales people. Some of these tips we'll call 'non-traditional' because they have little to do with the normal approach to setting goals. In subsequent episodes, we'll address some more tactical goal setting tips. Also mentioned in this podcast: *Join the Advanced Selling Podcast Linkedin Group for daily discussions and networking! h...
Nov 12, 2012•14 min
*Today's podcast comes from a live podcast recording event at the Jazz Kitchen in Indianapolis, IN. In today's podcast, Bryan shares with you an inspiring, life-changing idea. He believes this idea is powerful enough to help improve your personal, business and client relationships. As you listen to this podcast, ask yourself: Am I living my life above the line?
Nov 05, 2012•6 min
*Today's podcast comes from a live podcast recording event at the Jazz Kitchen in Indianapolis, IN. Let's face it… We all want more sales and more leads, but there is always ONE thing that's stopping us…our perspective on time. Bill brings some new thinking to the idea of time…and the notion that how you think about time affects your sales results. He believes the first step to generating more leads and sales is to ask yourself: How do I spend my time?...
Nov 05, 2012•6 min
*Today's podcast comes from a live podcast recording event at the Jazz Kitchen in Indianapolis, IN. As sales professionals, we've always been taught to be enthusiastic. We've been told "enthusiasm is contagious." But we don't believe that to be the case. In this podcast, Brooke Green discusses the importance of staying psychologically behind your prospect and making sure you keep your inner game in check. Also mentioned in this podcast: *Listen to the last episode from the Jazz Kitchen with our ...
Nov 05, 2012•6 min
Ever wonder how buyers think? What goes through their mind when they decide what vendor to use? Well, you're in luck today. We have a very special guest on the podcast this week-Paul Rogers, a procurement expert from Australia. Paul has been in purchasing for over 30 years and works with procurement people to help them work better with vendor sales teams. He also works with sales teams as well helping them to position their value in a more compelling way. We thought he'd be a great resource for ...
Oct 29, 2012•20 min
One of our most popular training modules is when we "dissect the deal." It's usually is done on a deal that is still live, meaning the client has not made a decision, "Yes" or "No." But this episode is different, more of a post-mortem on a deal that one of our clients, Stephanie, lost. She was kind enough to volunteer to be in the spotlight at the recent Jazz Kitchen Event. In this episode, Stephanie tells Bryan and Brooke about the situation and then fields questions from them and the audience....
Oct 22, 2012•17 min
What a great day we had at The Jazz Kitchen in Indianapolis! Thanks to all who came from far and wide to join us that day. We actually recorded three podcasts there and this is the first. It came from an audience question: How do I grow my service business? Bill, Bryan and Brooke (Green) all gave that question a shot and in this episode you hear three good ideas (at least they thought so) to help you grow your business. There will be video up of the event so make sure you listen in to future epi...
Oct 15, 2012•14 min
In this episode, Bill and Brooke, address a common issue: How do you improve your selling skills if you weren't cut out to be in sales? The fact is that many technical people have ended up in the role of selling (in fact, many sales people end up there, too). So, how do you model your behavior? Must you really change who you are to be successful in the sales/business development role? Actually, no. But you need to have a plan of some kind. And we'll share some parts of that plan here. Also, we a...
Oct 08, 2012•14 min
