How do you create an atmosphere where the customer is selling you instead of the other way around? Veteran sales trainers Bill Caskey and Bryan Neale dive into an interesting topic from a listener today. Chelsea asked how to provide opportunities for the customer to come to her, and Bill and Bryan were excited to give her a few ideas. • Do you truly believe what you’re selling is valuable, and also that each step of the sales process has value? • How do you create a meaningful path for your pros...
Oct 01, 2015•19 min
Get excited— it’s Mailbag Monday! Veteran sales trainers Bill Caskey and Bryan Neale frequently receive insightful questions via email, audio recordings and the ASP LinkedIn group. Today, they’re answering an audio message from a listener in Australia. They’re talking about the common issue of “vaulting,” both at networking events and in sales calls. • How do you resist the temptation to jump from first introduction to trying to close them on the first call? • What do you say to someone when you...
Sep 28, 2015•20 min
How do you know if you’re looking for the right prospective clients? Veteran sales trainers Bill Caskey and Bryan Neale have a few simple techniques for you to follow to assess and improve clarity around your ideal client. They discuss their recommendations, including specific things they’ve done with their own clients and that you can model in your business. Do your prospects truly understand the work you do? Do you know what your clients and prospects aspire to achieve? In this episode of The ...
Sep 24, 2015•24 min
What does charm have to do with your sales success? More than you may think. Veteran sales trainers Bill Caskey and Bryan Neale dive deep into a conversation about the importance of creating real value for others with Jordan Harbinger, host of popular The Art of Charm podcast. They discuss Jordan’s recommendations for salespeople who want to get serious about incorporating real, meaningful interactions with others into their sales process. Are you thinking about how you show up in front of your ...
Sep 21, 2015•28 min
How do your sales philosophies agree or disagree with Bill and Bryan’s experiences? Veteran sales trainers Bill Caskey and Bryan Neale go “point/counterpoint” with each other on their philosophies in sales. They ask each other a range of questions and discuss why they agree with or challenge each statement. Will Millenials make great salespeople? Is your Personal Business Plan the #1 factor in doubling your business? What is the single most important trait of a salesperson? In this episode of Th...
Sep 17, 2015•22 min
You’ve seen it— successful companies and successful people who can’t seem to breakthrough to the next level, even when they’re working really hard. Why does that happen? Veteran sales trainers Bill Caskey and Bryan Neale dig into the answer with Greg McKeown, author of Essentialism: The Disciplined Pursuit of Less. They discuss Greg’s concept — the pursuit of only those things that are essential— and how it applies to successful salespeople. Are you prepared for the challenge to shift your brain...
Sep 14, 2015•28 min
Can you hire a sales culture or does it come from the sales leader? Veteran sales trainers Bill Caskey and Bryan Neale share their observations from working with different sales teams and cultures around the country. They discuss the signals they see that tell them a company’s sales culture is sound or challenged, and what indicators are present in most good sales environments. In this episode of The Advanced Selling Podcast, Bill and Bryan share their definitions of strong sales cultures and gi...
Sep 10, 2015•22 min
It’s the age-old question about Sales and Operations: What can you do when they’re not working well together? Veteran sales trainers Bill Caskey and Bryan Neale share their thoughts on the internal and external strategies when you get pulled back into implementation of the deal you sold. They discuss the mental game elements to keep in mind so past issues don’t impact future deals. They also talk about how you can use your voice to address problems with the company's internal process. In this ep...
Sep 07, 2015•17 min
How do you keep your personality in an email exchange without negatively impacting the deal? Veteran sales trainers Bill Caskey and Bryan Neale share their strategies to incorporate your authentic characteristics into communication with your prospects. They discuss the challenges that arise when you don’t have a sounding board who will give you feedback, and ways to overcome anxiety about too much/too little content in an email exchange. In this episode of The Advanced Selling Podcast, Bill and ...
Sep 03, 2015•22 min
You’ve heard it a million times— the small things make the biggest difference. Cliché? Maybe. And very true. Veteran sales trainers Bill Caskey and Bryan Neale share their list of the “little things” that they believe have the greatest impact. They share their best practices, and even include a few things they don’t do and know they should. In this episode of The Advanced Selling Podcast, Bill and Bryan will help you differentiate yourself as a salesperson based on the experience your customer h...
Aug 31, 2015•19 min
What questions do sales people answer for their buyers before they even ask them? Veteran sales trainers Bill Caskey and Bryan Neale share the challenges that come from seeing the world through your own eyes and not through the eyes of your buyer. They discuss strategies to help you avoid common pitfalls— projecting, justifying and deciding for your buyer without truly allowing them to tell you. In this episode of The Advanced Selling Podcast, Bill and Bryan will help you think about how to put ...
Aug 27, 2015•19 min
How do you know you’re on a path to professional growth? Veteran sales trainers Bill Caskey and Bryan Neale share their list of questions to ask yourself when assessing your own growth and development. They discuss strategies and reflection tools you can use, including ways to see your blind spots and how to implement feedback from your marketplace. In this episode of The Advanced Selling Podcast, Bill and Bryan will help you think about how to stretch, change behaviors and encourage your own gr...
Aug 24, 2015•18 min
What is The Advanced Selling Podcast all about? If you are a new listener this episode will set the foundation for everything the podcast teaches. If you are a long-time listener this is an episode you can come back to often. In this episode, Bill and Bryan will walk through the core beliefs they use to frame all of their training and coaching. You'll gain a better understanding of these beliefs, why they are important and hear valuable real-world examples. Veteran sales trainers Bill Caskey and...
Aug 20, 2015•22 min
What trends are impacting sales environments? Veteran sales trainers Bill Caskey and Bryan Neale share their observations from working with companies and coaching salespeople. They discuss a handful of trends which are currently shaping or could shape your sales environment in the future. In this episode of The Advanced Selling Podcast, Bill and Bryan will help you think about what's important to your sales team and how to manage the changing employee/employer relationship. They will talk about ...
Aug 17, 2015•20 min
Do you have a step-by-step process when you pursue new accounts? Or are you just winging it? In this episode of The Advanced Selling Podcast, Bill and Bryan give you ideas on how to successfully pursue new accounts. You'll need to make it your own, but the principles are universal. Veteran sales trainers Bill Caskey and Bryan Neale will walk you through the typical customer journey. You'll understand how your actions must align with your customers on progress. Most importantly, you'll hear the f...
Aug 13, 2015•18 min
What can the co-author of Chicken Soup for the Soul and The Success Principles teach listeners of The Advanced Selling Podcast? Veteran sales trainers Bill Caskey and Bryan Neale sit down with New York Times best-selling author Jack Canfield for a powerful conversation. Jack shares his personal development philosophies and sales perspectives along with personal stories about his professional journey and career. In this episode of the Advanced Selling Podcast, you'll hear Jack's take on the chang...
Aug 10, 2015•31 min
What does detachment really mean? In this episode of The Advanced Selling Podcast, Bill and Bryan tackle some of the criticism they receive about the concept of detachment. After hearing a conversation between a loyal podcast listener and his sales manager, they want to set the record straight. Veteran Sales trainers Bill Caskey and Bryan Neale clarify detachment isn't about not caring or sucking the passion out of your approach. It's about the power and freedom you can get when you don't allow ...
Aug 06, 2015•21 min
How can you demonstrate your expertise when you aren't actively selling to a prospect? Is it possible to build expertise outside of the sales process? In this episode of The Advanced Selling Podcast, Bill and Bryan provide some best practices for strengthening expertise in the second part of this two-part series. You'll hear specific examples of actions they've taken to help their clients. Veteran Sales trainers Bill Caskey and Bryan Neale provide simple ideas like aligning yourself with other e...
Aug 03, 2015•21 min
What does it mean to be an expert during a sales call? Can you change the dynamic with prospects using a different approach? Veteran Sales trainers Bill Caskey and Bryan Neale will teach you how to position yourself as an expert in the first part of a two-part podcast series. You'll immediately understand what separates expert sales people from the rest of the pack. In this episode of the Advanced Selling Podcast, Bill and Bryan discuss how to be an expert questioner. They share examples of big ...
Jul 30, 2015•19 min
How do prospects see you in your sales role? Is it possible to change how you are perceived? In this episode of the Advanced Selling Podcast, Bill and Bryan share philosophies and exercises you can implement today to strengthen how you are seen or change your perception with prospects. By looking internally at your mindset and seeking out others for feedback, you'll be able to begin to shape your perception. Veteran Sales trainers Bill Caskey and Bryan Neale give practical approaches like practi...
Jul 27, 2015•21 min
Can intent make or break a sale? Intent is the final piece of the Advanced Selling Podcast Inner Game Trinity. Veteran Sales trainers Bill Caskey and Bryan Neale share stories of how they came to embrace intent. They'll talk about being taught from an early age to focus on the wrong things, which translates into the wrong approach for sales. In this episode of the Advanced Selling Podcast, Bill and Bryan will give you a new way to think about your role in the sales process and how the right inte...
Jul 23, 2015•20 min
Are you too attached to your sales opportunities? Attachment can wreck your sales process. Detachment is another critical element of the Advanced Selling Podcast Inner Game. In this episode, Bill and Bryan will help you identify if you are too attached. They will offer philosophies to help you be more detached from outcomes. Most importantly, they will illustrate the impact detachment can have when you interact with prospects. Veteran Sales trainers Bill Caskey and Bryan Neale will show you how ...
Jul 20, 2015•21 min
Do you have an abundance or scarcity mindset? Abundance is one of the core pieces of the Advanced Selling Podcast Inner Game. Veteran Sales trainers Bill Caskey and Bryan Neale will take a deep-dive and walk through their own definition of abundance. They'll share their personal experiences in observing and overcoming a scarcity mindset. In this episode of the Advanced Selling Podcast, Bill and Bryan will give you the takeaways you need to start approaching your life and your profession from a p...
Jul 16, 2015•26 min
Salespeople tend to focus most of their attention on closing the sale, but hardly ever celebrate the sales process itself. What happens when we go right to the close? We vault. In skipping critical pieces of the sales process you jeopardize the sale. Veteran Sales trainers Bill Caskey and Bryan Neale share the reasons why salespeople vault and ideas for enhancing your own sales process. Being too attached to the sale or receiving mixed messages from your manager can have a big impact on your suc...
Jul 13, 2015•20 min
We talk a lot about upfront agreements controlling the sales process. What else should you include in your sales meetings? Acknowledgments. These are the truths, observations or appreciations you must share with others in the meeting to properly manage your process. In this episode of the Advanced Selling Podcast, Bill and Bryan will share categories of acknowledgments and the philosophies behind them. You'll get a clear picture of the what's and how's as well. Veteran Sales trainers Bill Caskey...
Jul 06, 2015•15 min
As a salesperson, how do you survive a sales scolding? It comes with the territory and can be delivered by sales managers, operations, marketing, even the CEO. The worst kind of scolding is one coming from a customer or prospect. Veteran Sales trainers Bill Caskey and Bryan Neale share the emotions around being scolded and the process for resolving the matter quickly. In this episode of the Advanced Selling Podcast, Bill and Bryan walk through a specific scolding incident and discuss how to turn...
Jun 29, 2015•15 min
In sales there's always an emphasis on asking the right questions. Is there anything else you absolutely must do with a prospect? Yes! It's important to include key statements about your business as well. In this episode of the Advanced Selling Podcast, Bill and Bryan provide multiple ideas for the best statements you can make when sitting down with a prospect. This isn't about sharing features and benefits, it's about painting a picture of what you stand for, your ideal client and the processes...
Jun 22, 2015•12 min
Your company has a brand new product or service. You're really excited to share it with clients. How do you avoid the hard pitch and effectively introduce it? In this episode of the Advanced Selling Podcast, Bill and Bryan will share a few ideas to help jumpstart the conversation. Your approach can be as simple as having the right intent and sharing your thinking with your prospect. Veteran Sales trainers Bill Caskey and Bryan Neale identify unconventional ways to engage at the right level and e...
Jun 15, 2015•15 min
How do you effectively manage your sales knowledge? It may seem unimportant compared to other aspects of your process. Have you ever been in a sales meeting where someone hammers you with features and benefits? How about the person who gives you a complete oral history of their company? Veteran Sales trainers Bill Caskey and Bryan Neale share their philosophies to manage what you know, so you can be effective with your prospects. You'll learn how to deliver your message, demonstrate the right ty...
Jun 08, 2015•12 min
What does it mean to be competent in sales? It's not just about knowing your industry well or loving the business. In this episode of the Advanced Selling Podcast, Bill and Bryan talk about what it means to be truly competent when it comes to selling. There's value in understanding your customer's challenges, being a "people expert" and taking the sales process to a higher level. Veteran Sales trainers Bill Caskey and Bryan Neale provide the skills, approaches and knowledge required to become a ...
Jun 01, 2015•14 min
